Victoria Events

Upcoming events

    • 05 December 2018
    • 12:30 PM - 2:00 PM (UTC+11:00)
    • Phillips Ormonde Fitzpatrick, Level 16, 333 Collins Street Melbourne
    • 8
    Register

    The voice of the client is usually sought by businesses at two main listening posts: at the end of a transaction and as part of an ongoing relationship management plan. While many businesses devote a lot of effort to their client feedback programs, they can be hard to sustain, expensive to conduct, elaborate in their execution and slow to yield results. In this session, you’ll discover alternative ways to gather meaningful insights from clients without busting your budget. In addition, you’ll find out how to use client experience mapping and empathy mapping to guide your approach.

    Topics include:

    • A practical five-stage client experience framework that will re-frame marketing, sales and client loyalty actions
    • How to install at least six more ”listening posts” throughout a client journey
    • How to move feedback to the front line of client engagement
    • How to use empathy mapping to inform the questions you ask
    Presenter details:

    Sue-Ella Prodonovich has more than 20 years senior level experience winning and growing business in the professional services and B2B sectors. Over that time she has helped many of the Asia Pacific’s most recognised legal and professional services firms sharpen their business development practices, attract and retain clients, and become more profitable. https://www.prodonovich.com/about-sue-ella/


    Event details:

    Date:  Wednesday, 5 December 2018 
    Time: 12:30 pm - 2:00 pm
    Location: Phillips Ormonde Fitzpatrick, Level 16, 333 Collins Street Melbourne
    Price:  ICON Member: $77
    Non-Member: $99


    ICON thanks event sponsor:


    • 11 December 2018
    • 7:45 AM - 9:00 AM
    • King & Wood Mallesons, Level 50, Bourke Place, 600 Bourke Street, Melbourne
    Register

    Love writing proposals? After this workshop you will!

    Done right, a proposal is your opportunity to ‘mirror back’ your prospect knowledge, articulate your story and evidence why you’re best placed to support the prospect’s needs.

    For all the tips and tricks you need, join us for a fun and interactive workshop where we will explore:

    • The different needs of buyers
    • How to develop and tell your story
    • The articulation of benefits
    • The power of engaging copy and design

    By the end of the session you’ll know what makes a persuasive (and likely winning) proposal and how to write one. These skills will transform your proposal from paper, to profit.



    James Fielding is a Senior BDM at Grant Thornton Australia. He’s responsible for creating and embedding ‘sales-enabling’ infrastructure (incl. proposal tools and resources) and advising on ‘big-ticket’ proposals. In previous in-house roles, he’s led a global proposals team, delivered transformational proposal frameworks within ‘big law’ and helped secure over $40m of highly-competitive business. As a consultant to B2B and Prof Service firms, he advised on many of Australia’s largest competitive tenders (85% success rate), unlocked the value proposition of ‘commoditised services’ and helped save thousands of hours of unproductive proposal time. James is also the creator of BUYING ACTTS (a consumer buying model for professional services) and the co-author of Bid Benchmarks.

    Event details:

    Date: Tuesday, 11 December 2018
    Time: 7:45 am for 8:00am start - 9:00 am
    Location: King & Wood Mallesons, Level 50, Bourke Place, 600 Bourke Street, Melbourne
    Price: ICON Member: $66

    Non-Member: $99


    ICON thanks event sponsor:



Past events

14 November 2018 ICON VIC: The power of process: How to improve your writing
18 October 2018 2018 ICON Australia & New Zealand Conference XQ Market Leadership
18 October 2018 2018 ICON Australia & New Zealand Conference: Breakfast Event - Using AI to deliver a standout B2B Experience
17 October 2018 ICON - Annual General Meeting 2018
11 October 2018 ICON Digital Decoded: Machine Learning – an introduction, for humans
20 September 2018 ICON VIC Connect Networking Lunch – Pivoting the pursuit
19 September 2018 ICON VIC: Annual Trivia Night
14 September 2018 ICON VIC: Next Step session 1 - Pathways to progressing your career
30 August 2018 ICON VIC Connect Networking Lunch – Be one with the customer
23 August 2018 ICON VIC: Impact Matters - How do you gain the competitive edge in your next Presentation?
21 June 2018 ICON VIC: Connect Networking Lunch – An event for events people
10 May 2018 ICON Melbourne Forum 2018 Cocktail Party
10 May 2018 ICON Melbourne Forum 2018 – full day event plus cocktail party
19 April 2018 ICON VIC: Connect Networking Lunches – Full schedule available now!
10 April 2018 ICON VIC: Converting contacts into contracts
06 March 2018 ICON & beaton Webinar: Innovation – what clients want from law and engineering firms
01 March 2018 ICON VIC: 25th Anniversary Celebration
01 March 2018 ICON 25th ANNIVERSARY CELEBRATION
19 February 2018 ICON VIC: Advanced Program – how US firms are responding to disruption
11 December 2017 ICON study: Pursuing web performance - Complimentary session
19 October 2017 ICON Australia & New Zealand Conference 2017
18 October 2017 ICON - Annual General Meeting 2017
10 October 2017 ICON VIC: Next Step Session 5: Getting sh*t done: Project Management and Achieving a Good Brief
10 October 2017 ICON VIC: 2017 Next Step Program
20 September 2017 ICON VIC: Getting Things Done®: Increase your productivity while reducing stress
14 September 2017 ICON VIC: 2017 VIC Trivia Night SOLD OUT!!
13 September 2017 ICON VIC: Next Step Session 4: How to Form a Strategic Mindset, Starting at Your Desk
01 September 2017 ICON VIC: Mentoring Program and Launch Party
24 August 2017 ICON VIC: Connect Networking Lunch - Content Managers
09 August 2017 ICON VIC: Next Step Session 3: Life Without A Capability Statement
12 July 2017 ICON VIC: Next Step Session 2 - Building your Career Path: The Good, the Bad and the Ugly Panel Discussion
21 June 2017 ICON VIC: 2017 Next Step Program Session 1
15 June 2017 ICON Melbourne Forum 2017: Full Program and Schedule, Cocktail Party Only Tickets
04 May 2017 APSMA VIC: Connect Lunch | Client Feedback
19 April 2017 APSMA VIC: eDM - Getting it right and getting it read in 2017
22 March 2017 APSMA VIC: Shifting the Focus - Marketing Ideas for Associates, Seniors and Managers
16 March 2017 APSMA VIC: Connect Lunch - Client Relationship Managers
09 March 2017 APSMA VIC Committee: Connect Lunch - Communication Managers (Internal)
30 November 2016 APSMA VIC: Christmas Party 2016!
22 November 2016 APSMA Webinar: Client Centricity – How to Execute and Measure ROI
17 November 2016 APSMA VIC: Toolkit Series – Client Panel.
27 October 2016 Australia & New Zealand Conference 2016 - Conference and Cocktail Party
26 October 2016 APSMA - Annual General Meeting 2016
13 October 2016 APSMA Vic: Advanced Dinner
13 October 2016 APSMA VIC: Connect Networking Next Step Lunch
15 September 2016 APSMA VIC: Connect – Tender/Bids Lunch
14 September 2016 APSMA VIC: Next Step - Building your professional network
08 September 2016 APSMA VIC: Connect - Small firm BD and Marketing Managers
31 August 2016 APSMA VIC Toolkit series: Partnering for success - The joys and challenges of multi-firm pursuits
18 August 2016 APSMA VIC: Connect - Digital Marketing
09 August 2016 APSMA VIC: Next Step - All about the dollar$: Financial and business acumen
27 July 2016 APSMA Webinar: What drives favourability? How have General Counsel and their legal teams been evolving?
27 July 2016 APSMA VIC: Positioning Stakeholders as Thought Leaders – How to Use Social Media to Maximise Success
21 July 2016 APSMA VIC: Connect - Event Organisers and Event Marketers
21 July 2016 APSMA VIC: Connect - Networking Lunches
12 July 2016 APSMA VIC: Next Step - Business writing
01 July 2016 APSMA VIC: Mentoring Program
07 June 2016 APSMA Vic: Next Step - Tendering 103: Winning work
02 June 2016 APSMA Asia: 2016 Asia Conference - Navigate
11 May 2016 APSMA Vic: 2016 Next Step Program
11 May 2016 APSMA Vic: Next Step - What you wish you had known - panel session
05 May 2016 APSMA Vic: Trivia Night 2016
19 April 2016 APSMA Vic: Toolkit Session - Mindfulness
17 March 2016 APMSA Vic: Digital: Choosing the right digital channel for your campaign
15 March 2016 APSMA Masterclass: Winning work in the age of procurement
09 March 2016 APSMA Vic Toolkit - The Good, the Bad, and the Ugly: Navigating Corporate Politics
19 November 2015 APSMA Vic: Christmas Party 2015!
12 November 2015 APSMA Vic: Digital Series - The ABC's of SEO
14 October 2015 APSMA Vic: Implementation of Client Feedback Methods - A pragmatic approach to client surveys
30 September 2015 APSMA Vic: Implementation of Client Feedback Methods
30 September 2015 APSMA Vic: Implementation of Client Feedback Methods - Best Practice Client Feedback
09 September 2015 APSMA VIC - Next Step 6 The art of tendering
27 August 2015 Postponed: APSMA NSW - Thirsty Thursday Reconnect with your colleagues!
26 August 2015 APSMA VIC - Digital Series Social Media Marketing: Maximise your digital ROI and utilise sophisticated digital selling with sponsored social media activity.
18 August 2015 APSMA VIC - Short Black series Dîner en Blanc: Building an event from the ground up
05 August 2015 APSMA VIC - Next Step 5 Embrace the benefits of social media as a marketing tool
31 July 2015 APSMA VIC - Winter Drinks 2015!
23 July 2015 APSMA VIC - Digital Series: Engaging with your Digital Customer
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