Actions and Detail Panel
Transmentum March Peer Group
Tue, 21 Mar 2017, 15:30 – Wed, 22 Mar 2017, 13:30 GMT
Day 1 – Tuesday 21st March
3:30pm – 4:00 pm: Registration
4:00pm to 6:00pm: Peer Group Taster Session: Common Business Issues
7:00pm to 7:30pm: Networking in the bar
7:30pm on – Working Dinner: ' Intellectual Property in the IT / Software Industry: Threat of Opportunity?' with Nick Fox-Male
Day 2: Wednesday 22nd March
08:30 am – 12:30 pm: Paul Lloyd - Winning New Business
12:30 pm – 1:30 pm: Lunch
1:30pm: End – back to the office
Why winning new business is so difficult. Or is it?
"Over recent years I have spent a lot of time meeting and working with Managed Service Providers / VAR’s. When we get into conversations about what is the greatest challenge within their business it comes back to the same one thing over and over - WINNING NEW CUSTOMERS."
WINNING CUSTOMERS IS A PROCESS; It is not an event, but a series of events which have to be followed in order - starting at the beginning:
- WHO we should be selling to
- WHERE we should be looking
- WHAT should we be selling and our proposition.
During the course of the workshop, we will understand WHY this is the case and HOW we go about putting this together.
Intellectual Property in the IT/Software Industry: A Threat or Opportunity?
Threat or Opportunity? – in most situations, both!
- “I can’t be bothered with IP”
- “Expensive, and not important to me”
Nick will cover:
- What it is
- Treading on other’s toes
- IP assets Review
- Generating IP
- Protecting your IP Portfolio