Conference Highlights

Monday, September 11
Opening Keynote Address: Leveraging Your HR Platform
The Evolution of the PEO Model

James C. Madden

In recognition of his visionary leadership and impact to the outsourcing industry, PricewaterhouseCoopers and Michael F. Corbett & Associates named Madden the winner of the prestigious "2002 Outsourcing World Achievement Award." Jim was Founder, Chairman and Chief Executive Officer of Exult, Inc., the innovator and market leader in Human Resources Business Process Outsourcing (BPO) for Global 500 corporations. Mr. Madden pioneered the HR outsourcing industry through the creation of Exult, Inc. (now part of Hewitt Associates - NYSE: HEW), which enables some of the world's largest businesses to enhance their human capital productivity, reduce costs, streamline processes and provide superior HR services to their employees. In a mere five years, Exult has become the most widely-recognized HR-led BPO company in the world. Since its inception, Exult has serviced more than 600,000 employees with $20 billion in annual employee payments. Jim is currently "Special Advisor" with General Atlantic LLC, a leading private equity firm focused on business services, and was recently named to the Board of TriNet. Jim is an insider in the PEO industry who can share practical insights into the evolution and growth of the PEO-outsourcing model and potential opportunities for PEOs in the new "middle market."

Sponsored by KeyBank

Tuesday, September 12
Keynote Address: Leveraging Your Sales Platform
Turning Value Creation into a Winning Strategy: Getting Paid for the Value You Create

Jeff Thull

If your proposals are ending in "no decision," your sales volume and margins have declined, and your customer base is eroding, you are not alone. Frustration and animosity are stifling the business-to-business sector. Executives are frustrated because they are experiencing longer, more unpredictable sales cycles. Their customers are frustrated because they frequently don't achieve the benefits they expected from the solutions they purchased. Sellers and buyers stand on opposite sides of the value gap and blame each other.

In this keynote, Jeff Thull, CEO and President of Prime Resource Group, will discuss how to turn this ominous situation into a substantial and profitable opportunity. This presentation will examine the integrated, cross-functional approach needed to successfully develop, sell and deliver a comprehensive business solution that provides recognized value for your clients and profits for your business. Jeff Thull has designed and implemented business transformation and professional development programs for companies like Shell Global Solutions, 3M, Microsoft, Intel, Citicorp, IBM and Georgia-Pacific, as well as many fast-track, start-up companies. Thull will discuss how to identify, manage, and close the value gap with a customer-centric approach to ultimately reap the rewards of an underserved and value-hungry marketplace.

You will learn:

• Five insights into how to translate go-to-market strategies into profitable sales
• The primary causes of value gaps (high cost disconnects between the value that services are designed to deliver to customers and the value that customers actually achieve) leading to inadequate sales results
• How to translate value propositions into profits
• How to eliminate the five barriers to achieving optimal value to win and keep customers

Sponsored by Pinnacle Financial Services, Inc.

Wednesday, September 13
Keynote Address and Closing Luncheon: Leveraging Your IT Platform
Identifying and Leveraging Technology Trends

Scott Klososky

"Understanding how to apply new technologies can be the magic ingredient for successful companies."

Scott Klososky has the unique ability to explain how technology is likely to affect any given industry with very practical examples. He is especially familiar with the PEO industry because he consults with one of NAPEO's larger members. Learn how clever applications of technology can improve your PEO. His practical, but inexpensive ideas, will give you new strategies you can take home — demonstrating you do not have to spend big money to gain power. Scott has been known to predict very accurately the usage of tools that are just around the corner and close to having major impact. His expertise in gathering data, digesting it, and discovering trends will help you rethink many of the accepted practices of the past.