The HR Conference: 9 Tips for Selling Your Boss
by Marc Ramos
This time of year, HR pros (and all other business professionals) are being bombarded by various conferences, trade events, and the like. For the most part, they all sound appealing, if not spectacular and sometimes glamorous with destination cities, celebrities and riveting keynote speakers. Is it about the content? Or is it your favorite 80’s band—reunited “one-last time” just for THIS special occasion? Or, the chance to go to the fabulous “insert your dream city here”? How can you refuse? You are torn. You want to attend but, how do you sell to the Boss?
When proposing conferences, here is a list of “Don’ts and Do’s”:
#1 Do not sell the desination.
“May I go to Vegas to attend a 3-4 day conference?”
***Translation: Will you pay for me to go to VEGAS…..for a WEEK…Vacation…
#2 Do not focus on Cost:
“It only cost $1500..”
***Translation: It costs $1500 plus travel & expenses, plus a week of work…
#3 Do not sell the entertainment
“All of my favorite rock stars/actors/actresses are booked for the week.
***Translation: Vacation…Vacation…Vacation…Paid-vacation
#4 Do focus on content:
“Hi Boss…There is a Conference in June that is offering 24 sessions specific to our 2012 Strategy. ‘Expert A’, ‘Expert B’, and ‘Expert C’ will outline all of the industry’s best practices regarding….”
#5 Do focus on Learning & Development:
“By attending, we will learn the real-world tips from ‘Big Name Company A’s strategy”. Big Company B’ will be also illustrating their obstacles & pains. By attending these sessions, we’ll also be able to receive/ update our “xxxxx” certifications. By the way, with regard to that new system upgrade—we will also receive hands-on training on the latest release…for free!”
#6 Do focus on the future:
“At the conference, ‘Big Name’ will be addressing the hottest trends. Attending these sessions will insure we are in the know and well prepared for ‘xxxxx’.”
#7 Do focus on efficiencies & ROI:
“Through the education, development, & training we will receive, we will be able to fast-track this upgrade by 2 months, saving us ‘$$$$$’ in time and services. With the new system in place, we will be able to then accomplish ‘xxxx’in half-the time. In the end, we can then focus on ‘yyyy,’ giving us the strategic advantage we have been searching for…
Other Hints:
#8 The Zero Expense Show: Vendors typically budget to meet and entertain prospects. Meet the vendors, have a nice meal, and if you are uber-lucky, you may even learn something. Always, invite your boss. It’s great to learn together.
#9 Have a Good Time, but It’s Not a Paid Vacation
Act & spend as if as you are paying for your own way, be frugal. Don’t abuse the expense and you’ll have the budget again for the next show.
You should list and publicize your measurable goals for attending. Definitely, schedule a post-show briefing. Finally, schedule some time to teach the team the lessons you learned at the conference.
Okay…With that in mind, what shows are you attending this year?
I hear the cast of the Breakfast Club is kicking-off an event in New York in the Spring!
Better yet, if you are wanting to learn how to build and deploy your Workforce Planning & Analytics Corporate Strategy, you will not want to miss Wisdom2012!
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