PRESENTATION

How to Maximise Your ICEF Experiencefor educators and service providers

Nick Stevenson, ICEF

2

THE BASICS

What you’ll find at an ICEF Workshop

Badges for each participantblue = educatorsred = agentspurple = service providers

Workshop catalogues – Index 25-minute business meetings plus 5-minute transfer times 36 meeting times available Agent message boxes | Message function on Marcom

eSchedule website “No show” policy | “no selling” rule

3

HIGHLIGHT

Succeed at an ICEF Workshop with the 20 | 30 | 50 Rule20% before the event

20%30%

50%

30% during the meeting

50% follow-up

icef.com |

20 | 30 | 50 Rule

4

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…”

HIGHLIGHT

20%

icef.com |

20 | 30 | 50 Rule

5

During the Event: Maximising Your Time Use the Workshop Catalogue as resource Marcom Meeting Report Function – All notes in one place 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

HIGHLIGHT

30%

icef.com |

20 | 30 | 50 Rule

6

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

HIGHLIGHT

30%

icef.com |

20 | 30 | 50 Rule

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

HIGHLIGHT

30%

icef.com |

20 | 30 | 50 Rule

Post-Event

Follow-up after the meeting

Keep in touch regularly

Invite agents to visit your institution

Conduct agent training

Distribute materials

Create a special agent access only area on your website

HIGHLIGHT

50%

icef.com |

20 | 30 | 50 RuleHIGHLIGHT

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

50%

icef.com |

Dealing with the Hard Stuff

HIGHLIGHT

ICEF staff are here to help you!

What happens when an agent asks for ahigher commission structure?

Agents try to sell you their fairs or advertising in their magazines — remember the ”no selling” rule!

Agents ask for exclusive relationships

11

MEET AGENTS

Key Data

THE BUXE Company12

ICEF events

connecting you to the world

14

For more info on how ICEF can help you with your education needs visit http://www.icef.com/educator/overview/

Educator Development and Advisory Services

Advisory Services

15

Thank you.

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: www.icef.com/workshops/how-to-maximise-your-workshop-experience

We wish you a successful ICEF Workshop!

Use our official hashtag #ICEF17 to share your event

experiences, pictures or videos on Twitter.

#ICEF17

@icefmonitor | @myicef