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  • Includes a Live In-Person Event on 12/03/2023 at 9:00 AM (CST)

    This two-day course is part of the requirements of the CEM-AP program. It is scheduled for 3-4 December 2023 before Expo! Expo! in Dallas, TX.

    This two-day course is part of the requirements of the CEM-AP program. It is scheduled for 3-4 December 2023 before Expo! Expo! in Dallas, TX.

    Leading in today’s world requires a strong understanding of how as individuals we think, believe, analyze and negotiate. It’s the subtle way leaders must create and claim value when negotiating while strengthening individual and organizational relationships.  How you create that mindset that is needed for success is as equally important.  Students will be presented with multiple concepts to help them choose and develop mindsets that are aligned with the context of their situation.  Finally, you will think more analytically and improve performance at all stages of negotiation from preparation to debrief.  

    Students will be able to: 

    • Analyze the neurological mechanisms of how we respond to uncertainty and complexity;
    • Generate greater insight into to how people’s mindset impacts their ability to lead;
    • Understand the need to go beyond one’s comfort zone to grow as a leader;
    • Explain how their inner narrative impacts their decision-making ability;
    • Claim more value when negotiating while preserving relationships; and
    • Analyze negotiation results to improve personal and organizational performance.
  • Includes a Live In-Person Event on 10/26/2023 at 11:00 AM (EDT)

    This two-day course is part of the requirements of the CEM-AP program. It is scheduled for 26-27 October 2023 at the Freeman Alexandria, VA office.

    This two-day course is part of the requirements of the CEM-AP program. It is scheduled for 26-27 October 2023 at the Freeman Alexandria, VA office.

    Leading in today’s world requires a strong understanding of how as individuals we think, believe, analyze and negotiate. It’s the subtle way leaders must create and claim value when negotiating while strengthening individual and organizational relationships.  How you create that mindset that is needed for success is as equally important.  Students will be presented with multiple concepts to help them choose and develop mindsets that are aligned with the context of their situation.  Finally, you will think more analytically and improve performance at all stages of negotiation from preparation to debrief.  

    Students will be able to: 

    • Analyze the neurological mechanisms of how we respond to uncertainty and complexity;
    • Generate greater insight into to how people’s mindset impacts their ability to lead;
    • Understand the need to go beyond one’s comfort zone to grow as a leader;
    • Explain how their inner narrative impacts their decision-making ability;
    • Claim more value when negotiating while preserving relationships; and
    • Analyze negotiation results to improve personal and organizational performance

    Dr. Sam Potolicchio

    President, Preparing Global Leaders Forum

    Dr. Sam Potolicchio was named one of “America’s Best Professors” by the Princeton Review, the Future Leader of American Higher Education by the Association of Colleges and Universities, and winner of the OZY Educator Award as one of the six outstanding American educators. He was also profiled in a cover story on his leadership curriculum by Newsweek Japan as the “Best Professor in America”. Potolicchio is President of the Preparing Global Leaders Forum and Distinguished University Professor, Department Chairman and Vice-Dean of the Faculty of Political Science at the Russian Presidential Academy of National Economy and Public Administration. He is a visiting lecturer at the University of Bologna (Italy). He is a columnist for Newsweek Japan, a Distinguished Global Scholar at the Canterbury School of Fort Myers, and a lecturer on Leadership at the Library of Congress for OWLC, an international leadership program of the United States Congress. Potolicchio is an adviser to prominent business, non-profit and government leaders. He created and designed the first undergraduate degree in Global Governance and Leadership in English in the Russian Federation where he serves as Academic Director.

    Potolicchio has served as the Director of Global and Custom Education at the McCourt School of Public Policy at Georgetown University, has been a visiting professor at New York University, and joined Senator Richard Lugar as tag team senior lecturers at UIndy’s Semester in Washington. Potolicchio has delivered lectures in over 85 countries, from Oxford, LSE, Cambridge and Yale to Iraq’s Komar University and Donetsk State University. As a middle-school basketball coach, he led his Little Hoyas to 6 league titles and previously served as a 5th grade Latin teacher, public high school teacher of Law and History and secondary school admissions officer.

  • Includes a Live Web Event on 07/05/2023 at 10:30 AM (CDT)

    Great leaders and great employees want success. They want to collaborate, share ideas and most of all be heard. How do we learn to leverage and adapt our communication styles to effectively work with others that have different styles of communicating? How do we construct our ideas and messaging with clarity to get our voices heard and our messaging across? How can we come across as influential? Join this informative webinar and hear from Nikki Evans, Chief Thought Provoker with Ridgeline Coaching, as she discusses strategies to do just that.

    Great leaders and great employees want success. They want to collaborate, share ideas and most of all be heard. How do we learn to leverage and adapt our communication styles to effectively work with others that have different styles of communicating? How do we construct our ideas and messaging with clarity to get our voices heard and our messaging across? How can we come across as influential?

    Join this informative webinar and hear from Nikki Evans, Chief Thought Provoker with Ridgeline Coaching, as she discusses strategies to do just that. Walk away with strategies on how you can get others to understand your ideas and feedback and take action on supporting those ideas. It’s all about communication styles and how you speak with one another, but most importantly, how you get them to listen beyond, just the words you are saying.  Learn how to use effective techniques that allow you to adapt each communication style in your work relationships for greater success.

    After participating in this session, you will be able to:

    • Identify your primary personal communication style.
    • Understand and identify communication styles of others.
    • Create more impactful relationships and conversations by adapting your communication style to meet the needs of others.

    This session/course/webinar is eligible for 1 clock hour towards CEM recertification. 

    IAEE webinars are free to members and available to non-members for $49.





    Nikki Evans, PCC

    CEO & Chief Thought Provoker

    Ridgeline Coaching

    With 20 years of experience in corporate information technology (IT) leadership positions, Nikki Heise understands the language and challenges of technology leaders.  She has seen brilliant technologists held back because they lack some of the soft skills required to succeed as a leader.  She thrives on building connections between leaders at any level and their teams, customers and partners. Creating workplace environments where people enjoy coming to work, are productive and feel like they are making a difference is her passion.  She wants people to have more of what they want in their careers.

    Nikki holds a certification from IPEC as a professional coach.  She is also an Energy Leadership Master Practitioner.  She is a member of  the International Coach Federation (ICF) and adheres to the ICF code of ethics.  Nikki holds an MBA from Georgia State and a BA in Psychology from the University of Georgia.

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  • Includes a Live Web Event on 06/28/2023 at 10:30 AM (CDT)

    Join us for LGBTQ Awareness Month as we discuss LGBTQ+ Workplace Inclusion. Gain awareness, etiquette and best practices, exploring strategies to create more diverse, welcoming, and inclusive workplaces.

    Although efforts have been made in recent years to advance equality for Lesbian, Gay, Bisexual, Transgender, Questioning, Queer, and other gender and sexual marginalized identities, there are still many instances where LGBTQ+ people find themselves excluded, unwelcome, and uncomfortable in the workplace. In fact, according to the Human Rights Campaign, close to 50% of LGBTQ+ employees still report hiding their sexual orientation at work due to hostility, bias, discrimination, and mistreatment in the workplace.

    Join us for this interactive and information session where you will:

    • Become more familiar with current LGBTQ+ inclusive terminology, appropriate pronoun usage, and inclusive language tips.
    • Develop a greater understanding of the lived experiences of LGBTQ+ employees.
    • Learn the differences in the dimensions of biological sex, sexual orientation, gender identity, and gender expression.
    • Explore strategies to create more diverse, welcoming, and inclusive workplaces.
    • Walk away with ready-to-implement ideas for bringing a DEI (diversity, equity, and inclusion) lens to your organization.

     This session/course/webinar is eligible for 1 clock hour towards CEM recertification.

    IAEE webinars are free to members and available to non-members for $49.





    Tara B. Taylor, MPA

    Managing Director

    ADR Vantage, Inc.

    Tara Taylor, MPA is the Managing Director of ADR Vantage, Inc., a woman-owned consulting firm based in Washington, D.C., that supports clients across the U.S. through conflict management, organizational effectiveness and leadership development, diversity, equity, and inclusion (DEI) practices, as well as training and coaching. Prior to joining ADR Vantage, Tara spent 18 years directing programs for the Maryland Commission on Civil Rights where she also co-founded and served as Program Director and lead faculty for the Maryland Equity and Inclusion Leadership Program, a collaborative year-long leadership and professional development program. Tara is a professional mediator and group facilitator and has held previous leadership positions with the Offices of both the Maryland and Arizona Attorneys General and the YMCA of Delaware.

    She holds a BA in Organizational Communication and a MA in Management & Public Administration and serves as adjunct faculty at several colleges and universities. Tara is a highly sought-after consultant and a dynamic speaker focused on helping audiences engage, get inspired, and walk away with ready-to-implement solutions for their professional challenges. In fact, Tara was recently named a “Top 10 Speaker” by the Society for Human Resources Management (SHRM) Annual International Conference.

    Learn more about Tara at www.adrvantage.com or connect with her here on LinkedIn.

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  • Includes a Live Web Event on 06/21/2023 at 10:30 AM (CDT)

    Join us for this informative webinar that will provide you with the tools for maxiimizing your sponsorship capabiltites and opportunities for small events.

    Experience is all the rage and the new everything when it comes to the world of exhibitions, and you might be thinking, “How does my small event fit into the world of big, impactful sponsorships?” or “How can I maximize sponsorship opportunities on a smaller scale and budget?”. In this session, we will explore strategies that can help take your small event to the next level.

    After participating in this session, you will be able to:

    • Learn more about key areas for sponsorship development and how to scale up or down based on your event size and revenue goals.
    • Gain practical tips and tricks for maximizing your sponsorship capabilities and opportunities while customizing to the specific needs of your partners.
    • Leave with actionable insights to help you secure the support you need to make your event a success.

     This session/course/webinar is eligible for 1 clock hour towards CEM recertification.

    IAEE webinars are free to members and available to non-members for $49.

     






    Carly Heideger

    Associate Vice President, Exhibits & Sponsorships

    MCI USA

    Carly is a key part of MCI USA’s Sales Solutions & Services management team, specializing in selling exhibit and sponsorships for tradeshows. She has sold for more than eight associations with tradeshows ranging in size from boutique to top 10 in the U.S. Her specialties include floorplan growth, sponsorship package creation, non-endemic company growth, and customized event activations. Carly has also sold digital media for association clients in a variety of sectors.

    Jay Blankenship

    Director Sales Consulting & Advisory

    MCI USA

    Jay Blankenship is a seasoned professional with over two decades of experience in leadership and entrepreneurship. He has a proven track record of designing and executing successful sales and marketing strategies that drive revenue growth, delivers measurable marketing results, and enhance customer experiences.  Currently serving as the Senior Vice President of Revenue Strategy & Operations, Enterprise for MCI USA, Jay leads all project-based work involving sales and revenue consulting. He also leads the enterprise sales team specializing in non-traditional non-dues revenue. Jay has extensive knowledge of the legal, oceanography, proAV, and energy sectors.

    Prior to his current role, Jay held leadership positions with prominent mass media and event sponsorship organizations such as BridgeTower Media, BH Media Group, Media General, HiBu, and iHeartMedia. He oversaw integration with digital agencies as well as built revenue models for professional and consumer-based events. He has developed membership marketing programs and budgets for various nonprofit organizations, including co-founding his own nonprofit focused on educating young entrepreneurs.

    Jay earned his Bachelor’s degree in Media Studies with a concentration in Advertising and a minor in Graphic Design from Radford University. When he’s not working, he enjoys indulging his passion for cooking and spending time outdoors with his wife, two daughters, and three dogs. 

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  • Recorded On: 05/24/2023

    Part 3 in a series of 3 - Content for sales professionals which includes learning how you can optiimize your product or service vs. your competitions, the concept of “Gap Selling.” as well as how you can position your prospects for negotiation and getting them to "yes". We'll aslo touch on finding the best use of technology in terms of CRM systems and various types out there.

    Our world keeps changing and evolving, and thus our clients and their buying needs are changing, too. In many ways, we are all doing business somewhat differently in the post-pandemic recovery. Things you did before the pandemic may not be working like they did before. With expectations for success increasing on salespeople everywhere, it’s a great time for sales “strength and conditioning!”

    Let’s examine the changes and dynamics of the buyers that impact your business, your sales efforts, and your biggest challenges you must overcome to produce results. This exciting webinar series will help identify the necessary fundamentals, the need for creativity and the components necessary for successful selling habits.

    We’ve teamed up with sales, leadership, and performance expert Gary Hernbroth of Training for Winners to bring you a 3-part IAEE Special Webinar Series titled, Sales Strategies & Solutions.” These webinars are designed to bring you helpful sales coaching and useful recommendations for further developing your sales knowledge, strengthening your negotiation skills, and crafting your sales approach for overall success.  The series follows a chronological order of content and steps and each webinar leads off the previous one in a continual process.

    IAEE Specialty Webinar Series on Sales Strategies & Solutions, PART 3 – Bringing It All Together: Helping Your Customers to Say "Yes."

    Learning Objectives:

    • Optimize your product or service vs. your competition and understanding “Gap Selling.”
    • Positioning your prospects for negotiation so that both sides “win.”
    • Find the best use for technology such as: CRM systems, Vidyard, Greencube and LinkedIn, etc. 

    This webinar is Part 3 of a series of 3 specialty webinars relevant to sales professionals who want to learn more about strengthening and conditioning their sales skills and performance.

    This course is offered as an individual webinar (Members $35 | Non-Members $55) or you can purchase the full series of three webinars at a discounted rate (Members $99 | Non-Members $149).

    To register for individual courses only, go to the specific webinar listing. To register for the full series of webinars, you will go to the Webinar Series listing. Can’t make the date? You can still register and get access to the recordings!

    This session/course/webinar is eligible for 1 clock hour towards CEM recertification. 

     

    Gary Hernbroth

    Founder & Chief Motivation Officer

    Training for Winners

    Gary Hernbroth is an inspiring and transformative professional speaker, trainer, and business coach, infusing a sense of fun and action into his motivational approach with his clients for over 26 years.

    Gary’s clients have tabbed him as their "strength and conditioning coach" to describe his impact on their respective organizations, their sales efforts and overall team performance. They hire Gary because he invigorates people and helps them kick up their games. 

    His positive impact is felt by many, illustrated by the fact that he was recently selected by Connect Meetings as one of the “Top 15 over 50 Professionals in the Meetings Industry." 

    Sparked by the spirit of hospitality after 17 successful and colorful years in the luxury hospitality business in sales and operations leadership roles, Gary founded Training for Winners in 1995. He quickly built his national reputation as a straight-talking coach who impacts organizations of all sizes and types across many diverse industries.

    His A-list of clients includes associations, companies, hospitality firms, high-tech, public sector, clubs, universities, convention facilities and wineries, to name a few. Brands such as The PGA TOUR, Disney, Genentech, Marriott, MPI and PCMA have called on Gary to help them find that extra gear. He is a tireless champion in the industry for finding ways to help buyers, sellers and teams work together better.

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  • Sales Strategies and Solutions are top of mind! IAEE is offering a NEW Specialty Webinar Series focused on Sales Strategies and Solutions, designed for those in sales roles who want to learn more with extended areas of focus to strengthen and condition your sales efforts. Whether you need to acquire knowledge in just one area or all, we’ve got something for everyone!

    Our world keeps changing and evolving, and thus our clients and their buying needs are changing, too. In many ways, we are all doing business somewhat differently in the post-pandemic recovery. Things you did before the pandemic may not be working like they did before. With expectations for success increasing on salespeople everywhere, it’s a great time for sales “strength and conditioning!”

    Let’s examine the changes and dynamics of the buyers that impact your business, your sales efforts, and your biggest challenges you must overcome to produce results. This exciting webinar series will help identify the necessary fundamentals, the need for creativity and the components necessary for successful selling habits.

    We’ve teamed up with sales, leadership, and performance expert Gary Hernbroth of Training for Winners to bring you a 3-part IAEE Special Webinar Series titled, Sales Strategies & Solutions.” These webinars are designed to bring you helpful sales coaching and useful recommendations for further developing your sales knowledge, strengthening your negotiation skills, and crafting your sales approach for overall success.  The series follows a chronological order of content and steps and each webinar leads off the previous one in a continual process.

    Course Offerings:

    IAEE Specialty Webinar Series for Sales Professionals on Sales Strategies & Solutions, PART 1 - Working Your Sales Funnel: Sales Prospecting and Follow Up  

    10 May (1:00 PM – 2:00 PM CT | 11:00 AM – 12:00 PM PT | 2:00 PM – 3:00 PM ET)

    • Understand your Sales Funnel and how important it is to your success.
    • Understanding where your best business resides; “fish where the fish are.”
    • Recognize leads with the most potential and key prospecting tips to get the process moving.

    IAEE Specialty Webinar Series on Sales Strategies & Solutions, PART 2 – Selling Smart Against Your Competition: Sales Negotiation Solutions That Work 
    17 May (1:00 PM – 2:00 PM CT | 11:00 AM – 12:00 PM PT | 2:00 PM – 3:00 PM ET)

    • Learn the importance of Alliance Partners and bringing resources together in the sales process.
    • Look at the sales process from the customers’ eyes: How do they see it? What do they want/need/expect? WIIFM? What are their pet peeves? What could derail the sale?
    • Differentiate between Consultative Selling vs. Commodity Selling: The lost art of being a trusted advisor rather than an order-taker.
    • Build your listening skills, ask the right questions, and overcome objections.

    IAEE Specialty Webinar Series on Sales Strategies & Solutions, PART 3 – Bringing It All Together: Helping Your Customers to Say “Yes”

    24 May (1:00 PM – 2:00 PM CT | 11:00 AM – 12:00 PM PT | 2:00 PM – 3:00 PM ET)

    • Optimize your product or service vs. your competition and understanding “Gap Selling.”
    • Positioning your prospects for negotiation so that both sides “win.”
    • Find the best use for technology such as: CRM systems, Vidyard, Greencube and LinkedIn, etc. 

    These courses are offered as individual webinars (Members $35 | Non-Members $55) or you can purchase the full series at a discounted rate (Members $99 | Non-Members $149).

    To register for individual courses only, go to the specific webinar listing. To register for the full series of webinars, you will go to the Webinar Series listing. Can’t make the date? You can still register and get access to the recordings!

    These sessions/courses/webinars are eligible for 1 clock hour each towards CEM recertification. 

    For the full series you will receive 3 CE clock hours once the series is attended and completed in full.

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    Gary Hernbroth, Founder & Chief Motivating Officer, Training for Winners

    Gary Hernbroth is an inspiring and transformative professional speaker, trainer, and business coach, infusing a sense of fun and action into his motivational approach with his clients for over 26 years.

    Gary’s clients have tabbed him as their "strength and conditioning coach" to describe his impact on their respective organizations, their sales efforts and overall team performance. They hire Gary because he invigorates people and helps them kick up their games. 

    His positive impact is felt by many, illustrated by the fact that he was recently selected by Connect Meetings as one of the “Top 15 over 50 Professionals in the Meetings Industry." 

    Sparked by the spirit of hospitality after 17 successful and colorful years in the luxury hospitality business in sales and operations leadership roles, Gary founded Training for Winners in 1995. He quickly built his national reputation as a straight-talking coach who impacts organizations of all sizes and types across many diverse industries.

    His A-list of clients includes associations, companies, hospitality firms, high-tech, public sector, clubs, universities, convention facilities and wineries, to name a few. Brands such as The PGA TOUR, Disney, Genentech, Marriott, MPI and PCMA have called on Gary to help them find that extra gear. He is a tireless champion in the industry for finding ways to help buyers, sellers and teams work together better.



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  • Recorded On: 05/24/2023

    We all know talent is hard to find, compensation is on the rise, and the Great Resignation, Silent Quitting and Bare Minimum Mondays are continuing unabated, and all “catchy” phrases that are continuing to trend. Why is this happening, what does it mean, and what should organizations do about it? Join Claudia St. John, President of Affinity HR Group, to discuss the root causes behind these trends and how leaders, managers and supervisors can prepare for the workplace of tomorrow.

    Navigating the New Normal: Preparing Your Leaders and Managers For The Workplace of Tomorrow

    The new normal is already here, and it requires a totally new mindset. Is your organization ready? Are your leaders and managers ready?

    We all know talent is hard to find, compensation is on the rise, and the Great Resignation, Silent Quitting and Bare Minimum Mondays are continuing unabated, and all “catchy” phrases that are continuing to trend. Why is this happening, what does it mean, and what should organizations do about it?

    Join Claudia St. John, President of Affinity HR Group, to discuss the root causes behind these trends and how leaders, managers and supervisors can prepare for the workplace of tomorrow.

    After participating in this session, you will be able to:

    • Gain clarity on the root causes of the current labor market challenges.
    • Hear insights on what the worker of today and tomorrow want from their jobs and employers.
    • Gather ideas and solutions on how to train managers and supervisors to keep employees engaged and productive.

    This session/course/webinar is eligible for 1 clock hour towards CEM recertification. IAEE webinars are free to members and available to non-members for $49.





    Claudia St John, SPHR, SHRM-SCP

    President

    Affinity HR Group, Inc.

    Claudia St John, SHRM-SCP, SPHR, is founder and President of Affinity HR Group, Inc., a national human resources and management consulting firm specializing in hiring and recruiting, HR compliance and employee engagement.   Affinity HR Group is the endorsed HR partner and resource for more than fourteen national trade associations and their member companies.  As a consultant and frequent speaker, Claudia has given hundreds of presentations and workshops on such topics as how to recruit like a pro, common management mistakes, employee engagement, and multi-generational workplace challenges.  She is the author of the Amazon.com bestselling book Transforming Teams – tips for improving collaboration and building trust.  Her weekly HR Minute e-mails and monthly articles are followed by thousands of business leaders nationwide.  

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  • Recorded On: 05/17/2023

    Part 2 in a series of 3 - Content for sales professionals which includes the importance of Alliance Partners and bringing resources together in the sales process to work together, looking at the sales process through the eyes of your customers, understanding their personas and needs, as well as learning the differences between consultative selling vs commodity selling.

    Our world keeps changing and evolving, and thus our clients and their buying needs are changing, too. In many ways, we are all doing business somewhat differently in the post-pandemic recovery. Things you did before the pandemic may not be working like they did before. With expectations for success increasing on salespeople everywhere, it’s a great time for sales “strength and conditioning!”

    Let’s examine the changes and dynamics of the buyers that impact your business, your sales efforts, and your biggest challenges you must overcome to produce results. This exciting webinar series will help identify the necessary fundamentals, the need for creativity and the components necessary for successful selling habits.

    We’ve teamed up with sales, leadership, and performance expert Gary Hernbroth of Training for Winners to bring you a 3-part IAEE Specialty Webinar Series titled, Sales Strategies & Solutions.” These webinars are designed to bring you helpful sales coaching and useful recommendations for further developing your sales knowledge, strengthening your negotiation skills, and crafting your sales approach for overall success.  The series follows a chronological order of content and steps and each webinar leads off the previous one in a continual process.

    IAEE Specialty Webinar Series on Sales Strategies and Solutions, PART 2 - Selling Smart Against Your Competition: Sales Negotiation Solutions That Work

    Learning Objectives:

    • Learn the importance of Alliance Partners and bringing resources together in the sales process.
    • Look at the sales process from the customers’ eyes: How do they see it? What do they want/need/expect? WIIFM? What are their pet peeves? What could derail the sale?
    • Differentiate between Consultative Selling vs. Commodity Selling: The lost art of being a trusted advisor rather than an order-taker. 
    • Build your listening skills, ask the right questions, and overcome objections.

    This webinar is Part 2 of a series of 3 specialty webinars relevant to sales professionals who want to learn more about strengthening and conditioning their sales skills and performance.

    This course is offered as an individual webinar (Members $35 | Non-Members $55) or you can purchase the full series of three webinars at a discounted rate (Members $99 | Non-Members $149).

    To register for individual courses only, go to the specific webinar listing. To register for the full series of webinars, you will go to the Webinar Series listing. Can’t make the date? You can still register and get access to the recordings!

    This session/course/webinar is eligible for 1 clock hour towards CEM recertification. 

    Gary Hernbroth

    Founder & Chief Motivation Officer

    Training for Winners

    Gary Hernbroth is an inspiring and transformative professional speaker, trainer, and business coach, infusing a sense of fun and action into his motivational approach with his clients for over 26 years.

    Gary’s clients have tabbed him as their "strength and conditioning coach" to describe his impact on their respective organizations, their sales efforts and overall team performance. They hire Gary because he invigorates people and helps them kick up their games. 

    His positive impact is felt by many, illustrated by the fact that he was recently selected by Connect Meetings as one of the “Top 15 over 50 Professionals in the Meetings Industry." 

    Sparked by the spirit of hospitality after 17 successful and colorful years in the luxury hospitality business in sales and operations leadership roles, Gary founded Training for Winners in 1995. He quickly built his national reputation as a straight-talking coach who impacts organizations of all sizes and types across many diverse industries.

    His A-list of clients includes associations, companies, hospitality firms, high-tech, public sector, clubs, universities, convention facilities and wineries, to name a few. Brands such as The PGA TOUR, Disney, Genentech, Marriott, MPI and PCMA have called on Gary to help them find that extra gear. He is a tireless champion in the industry for finding ways to help buyers, sellers and teams work together better.

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  • This class will be conducted VIRTUALLY through Zoom on 11/14/23 from 8:30am - 2:30pm CST. Those staying to take the exam will have an optional 30-minute study period followed by an hour for the exam. *CEMs who are recertifying and those taking the course as not part of the CEM program will be finished at 2:30pm CST. You must have a webcam to take this course. COURSE DESCRIPTION: Understanding the terminology and application of accounting, finance and budgeting fundamentals allows the exhibition organizer to make a greater contribution to the growth and financial success of the organization. It is essential to develop a budget and manage the financial strategies of the exhibition. A well-developed and well-administered budget is crucial to enabling the exhibition organizer to accurately project and monitor income and expenses, track cash flow and cost controls and ultimately measure the success of the event and the organization’s return on investment.

    This class will be conducted VIRTUALLY through Zoom on 11/14/23 from 8:30am - 2:30pm CST. There will be an optional 30-minute study period followed by an hour for the exam. Those that are recertifying, not taking the exam or taking the course as not part of the CEM program will end their day at 2:30pm CST. 

    You are required to read the workbook before class. It is located under the “Workbook” tab.

    You must have a webcam to take this class.

    Understanding the terminology and application of accounting, finance and budgeting fundamentals allows the exhibition organizer to make a greater contribution to the growth and financial success of the organization. It is essential to develop a budget and manage the financial strategies of the exhibition. A well-developed and well-administered budget is crucial to enabling the exhibition organizer to accurately project and monitor income and expenses, track cash flow and cost controls and ultimately measure the success of the event and the organization’s return on investment. 

    After completing this course, the participant should be able to: 

    PART 1 – Budget Management

    • Identify and define common revenue and expense sources for exhibitions and events
    • Design practical fee structures for registration, exhibits, sponsorships and advertisements
    • Explain basic accounting principles
    • Create an exhibition or event budget 

    PART 2 – Accounting Principles

    • Identify key elements in financial statements used by the exhibition organizer
    • Interpret financial statements to demonstrate the value of the exhibition
    • Understand how to manage the master account
    • Prepare and manage cash flow statements; manage and control cash
    • Calculate return on investment (ROI) 

    PART 3 – Basics of Hotel and Venue Contracts

    • Recognize the importance of proper contracts for exhibitors, facilities and vendors
    • Discuss the importance of cancellation and performance clauses
    • Explain force majeure and how it may impact an exhibition
    • List possible concessions and explain how they are determined
    • Define the terminology in standard hotel and facility contracts
    • Review provisions and clauses commonly included in hotel and facility contracts