How to Maximise Your ICEF Experience for educators and service providers

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Jeffery Simmons
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1 PRESENTATION How to Maximise Your ICEF Experience for educators and service providers Ian Cann ICEF

THE BASICS What you ll find at an ICEF Workshop Badges for each participant (blue = educators, red = agents purple = service providers) Workshop catalogues, indexed move to online 25-minute business

2 THE BASICS What you ll find at an ICEF Workshop Badges for each participant (blue = educators, red = agents purple = service providers) Workshop catalogues, indexed move to online 25-minute business meetings plus 5-minute transfer times 38 meeting times available flexible scheduling in Berlin Agent meeting boxes Message function on Marcom eschedule website No show policy no selling rule icef.com 2

3 Succeed at an ICEF Workshop with the Rule 20% before the event 50% follow-up 20% 30% 50% 30% during the meeting icef.com 3

20 30 50 Rule 20% Pre-Event Researching markets and deciding strategy Remember that meeting existing partners can be just as valuable as meeting new partners Make promotional

4 Rule 20% Pre-Event Researching markets and deciding strategy Remember that meeting existing partners can be just as valuable as meeting new partners Make promotional material available in advance to confirmed agents and upload documents to your eschedule PRO profile Carefully craft your message to request meetings. I am looking for 4 icef.com

5 Rule 30% During the Event: Maximising Your Time Use the Workshop Catalogue as resource Schedule additional meetings with your mobile devices using Marcom Onsite (opt-in required) Search and message others, take notes, report no-shows and access event info using Marcom Onsite Introducing Marcom Onsite: youtube.com/watch?v=abagssixpow Any additional meetings booked on-site will automatically appear in your Marcom eschedule PRO account 5 icef.com

20 30 50 Rule 30% During the Event Have a well-planned meeting strategy. Use an elevator pitch that clearly articulates your value proposition Avoid death by PPT!

6 Rule 30% During the Event Have a well-planned meeting strategy. Use an elevator pitch that clearly articulates your value proposition Avoid death by PPT! This is not a training session. Ascertain fit Build relationships at a personal and professional level Listen! Use networking events to your advantage 6 icef.com

20 30 50 Rule 30% During the Event: Cultural Awareness Be aware of regional ways of behaviour Start and finish your meetings on time some agents out of consideration may not interrupt your meeting to

7 Rule 30% During the Event: Cultural Awareness Be aware of regional ways of behaviour Start and finish your meetings on time some agents out of consideration may not interrupt your meeting to let you know they are waiting Book additional appointments if you need extra time or utilize refreshment breaks, lunches, and evening functions Look out for agents interested in having a meeting with you some agents might not approach you directly icef.com 7

20 30 50 Rule 50% Post-Event Follow-up after the meeting Keep in touch regularly Invite agents to visit your institution

8 Rule 50% Post-Event Follow-up after the meeting Keep in touch regularly Invite agents to visit your institution FAM tours Conduct agent training Distribute materials Create a special agent access only area on your website icef.com 8

9 Rule 50% Post-Event: Ensure you have a written agreement outlining: Respective roles and responsibilities Targets in terms of student numbers and quality Compensation model, payment terms Cost recovery of marketing and other expenses Cancellation Policy / Deposits Exclusivity if and when Dispute resolution guidelines, legal jurisdiction, limitation of liability Duration of contract including termination clauses icef.com 9

20 30 50 Rule 50% Post-Event: myicef Live Lists Use your myicef login to access the myicef Live Lists App See all your Marcom Onsite notes after the workshop, from you and your colleagues Filter and

10 Rule 50% Post-Event: myicef Live Lists Use your myicef login to access the myicef Live Lists App See all your Marcom Onsite notes after the workshop, from you and your colleagues Filter and download contacts from this event and others (currently back to Berlin 2016 but will go further back soon) Add notes after the workshop and create a list of favourites We keep updating the list, so if somebody leaves we ll suggest a new contact from that organisation You must have attended a workshop within the past 13 months for your list to be available icef.com 10

11 Dealing with the Hard Stuff ICEF staff are here to help you! No-shows Contractual questions Agents offering their fairs or advertising in their magazines remember the no selling rule! Agents ask for exclusive relationships icef.com 11

12 MEET AGENTS Key Data icef.com 12

13 MEET AGENTS ICEF Events icef.com 13

15 ABOUT US ICEF Services icef.com 15

Please visit the ICEF registration and information desk in the foyer at any time throughout the event.

16 Thank you. Use our official hashtag #ICEF17 to share your event experiences, pictures or videos on Twitter. Please visit the ICEF registration and information desk in the foyer at any time throughout the event. For further information please see our video tutorial: #ICEF17 We wish you a successful icef.com 16