Don't miss Australia's Premier Professional Services Event: Driving the Change - How Marketing & BD can set the Agenda for Firm Growth & Renewal
Artificial intelligence, corporate ethics, hybrid work and so much more.
It’s all changing the way we work each and every day.
For marketers, sales leaders, business developers and communicators, the big question is whether these new attitudes and technologies help or hinder our core pursuit – driving change within our firms and across our markets.
If you are a B2B professional in any sector, whether it’s accounting, legal, engineering, property and architecture, technology, management or elsewhere, the 2023 ICON APAC Conference will help you navigate the new landscape and provide the knowledge you must have to set the agenda for your firm’s growth and renewal.
And of course, the conference will be followed by the famous ICON APAC Cocktail Party where you can meet, greet and kick up your heels with friends and colleagues.
We hope you can join us to celebrate 30 years of ICON APAC supporting B2B marketers in Australia and the Asia Pacific.
View our Brisbane Conference Program here.
View our Sydney Conference Program here.
View our Melbourne Conference Program here.
Keynote | The Impact of AI on Professional Services
This keynote will explore the profound impact of artificial intelligence on professional services firms. In today’s rapidly evolving business landscape, AI is permeating firms, offering both incredible opportunities and significant risks.
As AI tools rapidly find their way into the hands of staff and clients, maintaining control over service delivery and brand promise are paramount. Trust, reputation and client loyalty are at stake, making it critical for brands to embrace AI with a strategic and human-centred approach.
This keynote will deliver the following to attendees:
*Understanding the profound impact of AI on professional services firms.
*Unpacking the risks and opportunities of AI adoption across the whole-of-business, specifically in relation to brand trust and reputation, and client service delivery.
*Insights into the battle between AI converts and laggards.
*A model and 7-step playbook for AI implementation.
Speaker (All locations): Melissa Donnelly, Director, Affinity Communications
Panel | The Hot Topic | Ethics, Trust and the Management of Service Professional Brands
What keeps you up at night? The ethical practices of firms and the responsibility of managing the reputational brand risk from unethical behaviour has been front and center this year.
Speakers (Brisbane): Sonya Beyers, Consultant, Advisor & Educator, Kathryn Britt, Senior Client Manager, BBS Communications and Lucy Griffin, Brand, Marketing, Communications Business Partner - Clients & Markets, Aurecon
Speakers (Melbourne): Amanda Fong, Intent Advisory Murray McKeich, Lecturer, RMIT University and Abigail Forsyth, Co-Founder and Managing Director, Keepcup
Speakers (Sydney): Nathan Quigley, Res Publica, Sue Woodward, Director, Brand, Marketing & Communications, MinterEllison and Nick Hunter, Founder & CEO, Paper Moose
Storytelling can be an effective way to communicate your message in a clear and memorable manner. It can help you to build rapport with clients and make complex ideas easier to understand by using relatable examples. It can emphasise the importance of your solution by illustrating how it can address your clients' problems, leading them to take action. In this workshop, we will outline how to structure your story, how to craft your story and how to deliver your story more effectively.
Speaker (All locations): Lisa Nixon, Managing Director, BBS Communications
Panel | The Great Debate | Should Marketers have Sales Targets? Revenue Marketing in focus
In the dynamic landscape of modern business, the synergy between marketing and sales is crucial for sustainable growth. Yet, a contentious question lingers: Should marketers bear the weight of sales targets? Join us for a thought -provoking panel discussion as we delve into the heart of this pivotal issue and explore the concept of Revenue Marketing.
Marketers have traditionally been responsible for creating brand awareness, generating leads, and nurturing prospects. On the other hand, sales teams are tasked with closing deals and meeting revenue targets. However, the lines between these roles have blurred, leading to the emergence of Revenue Marketing, a strategy that integrates marketing and sales efforts with a shared revenue objective.
Facilitator (All locations): Mona Lolas, Global Sales & Marketing Executive
Speakers (Sydney): Andy McFarlane, Managing Principal - Asia Pacific, Inflexion Group and Regan Barker, Head of Sales & Sales Enablement, Grant Thornton, Alex Lloyd, Head of Marketing, Advanced Navigation and Danielle DeAmicis, Head of Marketing, AUS & NZ, SAS
Speakers (Melbourne): James Fielding, Head of New Business Distribution, Findex and Toby Baker, Solutions Consulting Lead, EMEA
Speakers (Brisbane): Warwick Absolon, Account Director, Business Align & Connect, PwC, Nicola Lambie, Group Head Business Solutions, Findex, Head of Marketing, Kim Robertson, Corporate Traveller, Flight Centre Travel Group and Miling Harpur, General Manager, Sales & Commercial, Corporate Traveller, Flight Centre Travel Group
Panel | CMO Panel : The Future of Work
Four-day work weeks, working with AI tools and hybrid flexibility are just some of the topics our CMOs will cover to unpack the workforce trends of the future.
Speakers (Sydney) : Rory Grant, Co-Chief Marketing Officer, Gilbert + Tobin and Rochelle Tognetti, Chief Marketing Officer, Deloitte and Halina Kochanowicz, Chief Commercial Officer, IPH, Katie Rosser, Founder, Seldon Rosser
Speakers (Melbourne): Danielle Bond, Principal, Danielle Bond Advisory, Graham Seldon, Director, Seldon Rosser and Cameron Menzies, General Manager, Clients & Markets, Beca
Speakers (Brisbane): Maria Rampa, Brand, Marketing, Communications Business Partner - Clients & Markets, Aurecon, John Kimlin, Associate Partner & Oceania Business Development Leader for Government and Health, Ernst & Young and Chris Blakeley, BD Director, Herbert Smith Freehills, Katie Rosser, Founder, Seldon Rosser
Speaker (All locations): Fraser McNaughton
Panel | Reigniting CRM use and Optimising Effectiveness
The outcomes our participants can expect to receive from this session include:
*A deeper understanding of how to use their CRM more effectively.
*Practical tips on how to identify opportunities using a CRM.
*Be inspired to take action on using a CRM to enhance efficiency and increase marketing ROI.
Facilitator (All locations): Vivienne Corcoran, Director, Marketing Logic
Speakers (Brisbane): Katherine Gilbey, Director, KG Consulting and Andrew Asher, CRM & Clients Insights Specialist and Tennille Roache, InterAction Client Advisor - Asia Pacific, LexisNexis
Speakers (Melbourne): Emma Egerton, Head of Strategy & Experience, The Lumery and Carol Riley, Client Systems Manager, Hall & Wilcox, Rajan Kumar, Co-Founder & CEO, The Lumery and Christopher Nugent, Salesforce Director, Slalom
Speakers (Sydney): David Feeney, Senior Sales Executive, Slalom, Antoinette Chan, Strategic Pursuit Leader, Ernst & Young and Duncan Bell, Global Head of Marketing Technology, GHD
Keynote | Is your firm a best kept secret? The relationship between Client Service and Brand
Does your brand accurately reflect the reality of what it is like for clients to work with your firm? Does your client service live up to your brand promise? Beaton Research + Consulting will share the latest Beaton Benchmarks insights that answers these questions. Drawing on over 23,000 pieces of client feedback, this session will explore the connection (and potential disconnection) between client service and brand. Understanding this relationship will help you prioritise the actions you should take to generate profitable growth. Our speakers will share a new perspective on data derived from Beaton’s annual professional services benchmarking study which is now in its 20th year.
You will leave this session understanding:
*The relationship between client service and brand promise and the implication of that relationship for key brand and service performance metrics
Speaker (Sydney): Paul Bonomy, Partner, Beaton
Speaker (Melbourne): Libby Maynard, Partner, Beaton
Speaker (Brisbane): David Goener, Partner, Beaton
Panel | CxO Panel: Getting a Business case over the line
Having a robust business case will mean you're more likely to receive approval for your marketing and BD initiatives. In this session, our panellists will cover:*What are the metrics that matter to decision-makers?
*How to demonstrate ROI of the proposed project?
*What are some of the best frameworks to use when developing a business case?
Outcomes for participants:
*Have a clear understanding of the benefits of using business cases
Speakers (Sydney): Kiri Brian, Chief Executive Officer, Turks and Deborah Biber, Chief Executive, Blue Moon Advisory and Jodie Proudlock, Chief Operating Officer, FB Rice
Speakers (Brisbane): Bernadette Stirling, Chief Client Officer, HPX Group, Andrew Bevan, Head of Pursuits, APAC, JLL Naomi Lynn, Director, Business Development, BDO and Robyn Grattidge, Director of Business Development, Zoos Victoria
Speakers (Melbourne): Andrew Whitford, Advisor and Caroline Ruddick, Founder, Connecting Humans
Meet Our Speakers
Melissa Donnelly, Director, Affinity Communications
When CEOs and founders are on a mission to accelerate change and dominate their market, they turn to a strategic brand builder who is as relentlessly ambitious as they are.
In her 30 plus-year career, Melissa Donnelly has launched, reignited and triaged global brands, as well as brands that are rock stars in their own industries. She knows that when CEOs are scaling for growth, they need a powerful brand vehicle and show-stopping communications.
Clients rave about Melissa's ability to ignite the DNA locked inside their businesses, and use it to unleash dominant brands into the market. She's recognised as a brain surgeon for businesses who dissects brands, diagnoses challenges and implements treatment plans.
Melissa's ability to propel organisations to new heights, maximise brand equity, secure funding, attract top-tier talent and deliver exceptional customer value, has solidified her reputation as a trusted expert in the field.
Melissa's portfolio encompasses global enterprises, such as MTV, ESPN and Telstra; along with NFPs and NGOs; plus high-growth ventures in the professional services, technology, telecommunications and mining services sectors.
She's Chair of the Domestic Violence Prevention Centre, a judge for the 2023 Proptech Awards, and a 2032 Olympic & Paralympic Legal Forum delegate.
Kiri Brain, CEO, Turks
Kiri is CEO of a national specialist law firm - leading a team of highly skilled and experienced lawyers who provide solutions for clients in the insurance, commercial, and banking sectors.
With over 20 years of combined experience in human resources, marketing, and operations, Kiri provides a unique perspective on how to manage and grow a successful professional services business in a competitive and dynamic environment.
Proud to have been recognised as Executive of the Year in the 2020 Women in Law Awards and COO of the Year in the 2019 Executive Awards, for achievements in leading and transforming an international accounting and business advisory firm.
Kiri is committed to advancing the professional development and diversity of the accounting and legal industry and supporting the communities to which she is involved in.
Sonya Beyers, Consultant, Advisor & Educator
Sonya Beyers is Managing Director of Governance by Design, a leading consultancy and advisory firm guiding boards to evaluate the governance, processes and legal frameworks in their organisation, redefine the director-board relationship and foster leadership from the boardroom.
Sonya develops bespoke governance solutions and has built a reputation for providing client-focused, high quality advisory and education services based on open, respectful discussion and clear, measurable goals. She also leverages her expertise as a qualified solicitor and experience across corporate and non-profit sectors to help directors gain focus, troubleshoot a range of issues and optimise organisational performance.
Sonya is also a non-executive director and sits on the boards of South Australian Veterinarian Surgeons Board, Southern Cross Care Inc (Tas), IES College, All About Living Limited, and Affordable Housing Solutions Limited. Sonya also contributes to policy reform as a member of the Queensland Law Society’s Not-For-Profit Committee.
Lucy Griffin, Brand, Marketing Communication
Lucy is a global brand, marketing and communications professional with 20 years of experience working for and partnering with private, publicly listed, government and not-for-profit organisations. A strategic, engaging and creative leader with a track record in developing and executing global campaigns that advance an organisation’s strategy and lead to new opportunities with clients and customers. She has extensive experience working with senior business leaders to create and deliver clear, consistent and compelling campaigns that increase brand permission, support revenue growth and engage people inside and outside an organisation.
At international design, engineering and advisory company Aurecon Lucy leads the brand, marketing and communications response to one of the biggest challenges facing the world today, climate change. Lucy is passionate about navigating the complexities of sustainability and climate change and creating new opportunities for Aurecon, it's people, clients and partners.
Bernadette Stirling, Chief Client Officer, HPX Group
Bernadette is Chief Client Officer for HPX Group, the parent company of law firm Hamilton Locke and in-house style professional services firm, Source. Bernadette has spent the bulk of her career in professional services marketing for legal and consulting organisations, focused on creating market growth and delivering innovation by understanding and adapting to what clients need. She has a genuine passion for doing things differently and ensuring her team is developing the right skills to navigate the evolving landscape of professional services marketing and BD
Katie Rosser, Co-Founder, Seldon Rosser
Co-founder of Seldon Rosser, Katie brings over 15 years’ experience advising senior leaders on vital hiring decisions and professional services marketing & BD experts on strategic career choices, across the Asia-Pacific region. Committed to staying at the forefront of the Future of Work, she enjoys advising senior leaders on optimal team structures and emerging trends as well as working with professionals seeking career changes which will position them well in teams of the future.
Rochelle Tognetti, Chief Marketing Officer, Deloitte
Rochelle joined Deloitte Australia in 2008 and was promoted to Partner in 2019, before becoming the firm's first female Chief Marketing Officer in 2020.
She leads Deloitte Australia's go-to-market strategy and amplifies our brand by leveraging the firm’s capabilities to create distinctive client experiences. With extensive marketing experience across consumer and business-to-business markets, Rochelle is passionate about building Deloitte Australia's world-class marketing function and inspiring the Australian and offshore teams to think differently, embrace new technology, stay data-driven and improve the way Deloitte works.
Nicola Lambie, Group Head Business Solutions, Findex
Nicola is a visionary financial services sales and marketing professional, dedicated to transforming the financial well-being of today’s client, and our clients of the future. With extensive experience as a sales and service leader spanning two decades across ASX200 companies such as VISA International and Suncorp, as well as innovative challenger brands Findex and Great Southern Bank, Nicola has consistently demonstrated her ability to lead strategic growth and transformation projects that position companies for future success.
Currently Group Head of New Business Solutions at Findex, Australasia’s largest integrated financial services company, Nicola leads a team of sales professionals charged with delivering new business growth opportunities to accounting and wealth management partners, using data-driven insights and segment based value propositions. She is passionate about the alignment between sales and marketing and the use of revenue based targets.
Murray McKeich, Lecturer, RMIT University
Murray McKeich was born in Wellington New Zealander and is currently resident in Melbourne Australia. His early career was in commercial art, as an illustrator and art director. After gaining a PhD in Fine Art from Monash University Melbourne Australia, Mckeich’s recent career includes lecturer with the School of Design at RMIT University, and visiting researcher at Goldsmiths London, Berlin University of Art, and Sussex University.
As a contemporary artist, McKeich rose to prominence in the 90s as an early exponent of digital imaging and has since remained a leading practitioner of digital media in Australasian contemporary art. His work is often included in survey exhibitions of contemporary Australian photo-media and has been exhibited widely in Europe, USA, and Asia.
McKeich’s practice-based research has been in the field of Generative Art. An early pioneer of Procedural Content Generation, Mckeich designs bespoke systems that work autonomously to produce finished artworks without his direct supervision. His practice continues to explore the ever-closer integration of computational tools with human creativity.
McKeich’s recent projects as an educator include curriculum development for RMIT University School of Design undergraduate degree programs in the fields of mental health in the creative industries and design ethics for digital media practitioners.
Abigail Forsyth, Co-Founder and Managing Director, Keepcup
Known worldwide for its bright, bold and instantly recognisable reusable cups, KeepCup is a global campaign for reuse. Since launching the world’s first barista-standard reusable cup in 2009, KeepCup is now embraced by reusers the world over, diverting millions of single-use cups daily.
KeepCup is in business for better - a certified B Corporation, living wage employer and member of 1% for the Planet, donating at least 1% of global revenue to environmental causes.
Following a successful career as a solicitor, Abigail and her brother Jamie set up their own chain of cafes across the
city. Alarmed by the amount of disposable packaging being wasted, Abigail started her search for a more sustainable and environmentally conscious way to serve food, and the concept of KeepCup soon became a reality.
Abigail has been honoured with an Order of Australia Medal in the General Division, for her years of outstanding service to sustainable design on the Queens Birthday list for 2021.
Abigail has opened offices and warehouses in Australia and the UK, and set up hub operations in the USA to service growing consumer demand in over 76 countries around the world, but the business has stayed loyal to its roots. KeepCup’s HQ is located in the Melbourne suburb of Clifton Hill, where Abigail lives with her family.
Toby Baker, Solutions Consulting Lead, EMEA
Toby's been in tech for 30 years - and in the best job in the world, Solution Consulting, for 26 of them. Working in very large and very small organisations, and everything in between, most recently in MarTech and SalesTech, Toby loves what tech can do for businesses, and is always looking for new innovations that help buyers buy and sellers sell. As an individual contributor and leader, clarity of communication has always been a core tenet of success.
Vivienne Corcoran, Director, Marketing Logic
Vivienne has been an enthusiastic member and presenter for APSMA and now ICON since back in the days when there were 8 large accounting firms! She started her working life with actuaries and has since held marketing and strategy director roles for accountants, engineers, IP and IT firms, and lawyers, working and presenting all over Australasia and throughout UK and Asia.
Along the way Vivienne spent 15 years in brand strategy, developing and rolling out brands for B2B and B2C brands such as Telstra, ANZ and NEC. In the last 10 plus years Vivienne has developed a real passion for the voice of the client. She has interviewed 000s of clients and developed and delivered client feedback programs. She lectures in practice development and marketing for the College of Law in their Masters program and is the author of “Growing Your Professional Practice”. More recently Vivienne has taken this passion into working on a PhD in client feedback with Edinburgh Business School.
Alongside her professional career, Vivienne has 25 years’ experience as a qualified company director, sitting on boards of health, education and arts organisations. Apart from sitting on the Board of ICON, she is on the board of Victorian Opera and owns a wine and spirits business with her partner. She has two grown sons (one a rock star, one a super model!) and loves reading, art, live music, paddle boarding and, obviously, food and wine.
Antoinette Chan, Strategic Pursuit Leader, Ernst & Young
With over 16 years in professional services, Antoinette’s experience spans the whole spectrum of clients and markets from marketing and communications to business development and strategy. From industry programs, to practice areas/solutions to whole of firm, she has worked extensively with senior stakeholders and with clients to commercially drive results. She has a keen passion for working collaboratively to drive transformation and initiatives with focus - from best practice marketing strategies and implementation to client account strategies and experience, pursuits coaching, creating high performing teams and leadership.
Antoinette has proven success in driving commercial strategies across businesses, markets programs and key clients within complex organisational structures, leading senior stakeholders across global, regional and national networks. Having worked in Australia, Asia, Europe and the UK, she has a sound understanding of client issues and expectations across borders and implementing pragmatic and effective programs to drive brand, client experience, opportunities and market engagement.
David Goener, Partner, Beaton
David has been a partner at Beaton for 10 years, working with clients to apply the strategic insights derived from our suite of information and research products.
Drawing on extensive senior leadership experience in professional services firms, he consults to legal, built and natural environment, accounting and financial services firms.
Nick Hunter, Founder & CEO, Paper Moose
Nick is Paper Moose’s co-founder, CEO and ECD. Nick began Paper Moose to produce his own work as a budding actor and director, but quickly fell in love with the world of advertising and branding and its potential to positively impact the planet.
Over the last twelve years he has successfully transitioned the company from a collective of artists to a hybrid creative agency, managing 30+ staff and working on some of Australia's most exciting businesses, leading projects and national campaigns for Australian Ethical, Felix mobile, Lion, BWS, Brighte, R U OK, Jimmy Brings, UTS and NSWGov.
Nick is passionate about the power of advertising and determined for Paper Moose to use its powers for good, with a focus on helping legacy clients transition to a kinder way of doing business and working with new businesses growing their brand around the triple bottom line of planet, people, profit.
Carol Riley, Client Systems Manager, Hall & Wilcox
Carol has worked in professional services for over 20 years, primarily in the client systems space, but also in marketing and BD roles. Her main focus has been on implementing and driving the engagement of CRMs through understanding and alignment of processes to the needs and objectives of the teams and firms she has worked for. Carol has a passion for data and client systems and having worked outside the CRM space for a time she understands both the end user perspective as well as the person driving the change.
During her career Carol has developed various programs to help drive client, industry and group BD efforts with the ability to use hard data to demonstrate progress and results. Her end goal is to continue to convert non-users to advocates through demonstrated efficiencies and outcomes built on a joint understanding and agreement of what is required and why.
Duncan Bell, Global Head of Marketing Technology, GHD
Duncan has 15+ years across the Architecture, Engineering and Construction industry with a passion for optimizing marketing technology platforms and delivery of digital marketing. Most recently he has lead GHD’s Martech transformation, including the implementation of new CRM, Marketing Automation, and Digital Experience platforms and their associated processes - including demand generation strategies.
Danielle DeAmicis, Head of Marketing, AUS & NZ, SAS
As Head of Marketing, Australia and New Zealand, Danielle is responsible for all marketing activity across the region at SAS, the global leader in advanced analytics and AI. With a wealth of experience in the technology industry, Danielle is passionate about building and growing brand, revenue and market share, powered by a data-driven mindset. Prior to joining SAS in 2015, Danielle worked in marketing roles for ClickSoftware, Dion Global Solutions and Starcom.
Christopher Nugent, Salesforce Director, Slalom
Christopher is an accomplished Salesforce Consultant, Business Analyst, and Manager in the technology industry. A combination of technical, analysis, and communication skills provides the ability and flexibility to play multiple positions within the team as circumstances require.
Time spent working client side has given Christopher an appreciation for the needs of the customer. While his experience in consulting demonstrates he possess the skills and temperament to deliver in high pressure environments.
Andy is an accomplished senior executive with a deep B2B commercial and international marketing skillset. He has a strong track record of delivering results through a pragmatic and people centric approach with extensive global experience across the technology and professional services sectors.
Andy is currently the Managing Principal for Inflexion Group in Asia Pacific. Inflexion Group helps companies facing an inflexion point make the right choices, focus on what matters and execute well. Prior to this, Andy held executive leadership roles at Telstra, Vodafone, and IBM living and working in the UK, US, Qatar and here in Australia. Outside of work, Andy has fun with his wife, three teenage children and everything that goes with that!!!
Lisa Nixon, Managing Director, BBS Communication
Lisa is a former journalist, now a highly regarded communications strategist, with more than 30 years’ experience advising senior executives on matters of reputation, strategic communication and crisis management.
She has a particular interest in B2B communication and advises professional services firms on brand and services marketing, internal communication and media engagement across accounting, law, engineering, architecture and design and project management.
Paul Bonomy, Partner, Beaton
Paul is focused on helping Beaton’s clients outperform in their served markets.
He assists firms’ leadership in the development and execution of strategy to deliver profitable growth. Specifically, he provides advice on client programs, pricing approaches, negotiation techniques and developing high value interactions with clients. He works with executive leadership groups and in a personal coaching capacity with partners.
Paul’s background includes accounting, sales and negotiation. He has consulted to large accounting and law firms. For over a decade he led Freehills business development and then, with the merger, was Herbert Smith Freehills CMO heading the global business development team.
Paul has a B.Com from Wollongong University.
James Fielding, Head of New Business Distribution, Findex
James is a seasoned sales-enabler and growth leader in professional services. He’s known for driving sales culture transformation via coaching programs and the creation of sales infrastructure, resources, and processes. He was recognised as ‘One to Watch in Sales Enablement 2023’ and is a multi-award winner for his trailblazing work with technology-supported selling. He’s based in Melbourne and leads a team of BDMs and Industry Leaders across Australia and New Zealand for Findex.
Katherine Gilbey, Director, KG Consulting
Katherine is an experienced Marketing & Business Development professional, specialising in law firm marketing for more than a decade. Working exclusively in law throughout her career, she has worked in and with more than 30 different law firms, including top tier and global firms in Australia and the United Kingdom.
Starting KG Consulting Co. in 2022, Katherine now works with law firms throughout Australia to help them identify their most profitable target markets and execute strategies to win, grow and retain the clients and referrers within them.
With more than 10 years working in-house in marketing and business development, including as a Head of Marketing & Business Development, Katherine uses her knowledge of the inner workings of law firms to identify and implement practical solutions that streamline a firm’s marketing operations and ensure they achieve a high return on investment for their marketing activities.
A former ALPMA Queensland Committee member, Katherine has a broad network within Australia and developing networks in the United States and the United Kingdom. She regularly presents on legal marketing topics to firms and associations and presents bi-monthly on Business development and client service as part of the Queensland Law Society’s Practice Management Course.
Andrew Asher, CRM & Client Insights Specialist
Andrew brings two decades of hands-on experience delivering different types of IT projects including all things CRM. He has worked as an independent consultant across many different types of organisations with much of this being for professional services firms.
Often brought into kick-start things where misunderstandings and operational difficulties had become roadblocks in getting meaningful information to the relevant audience, he has been there as well when results were literally plucked off a screen after simple changes were made.
As a speaker, Andrew loves a good yarn, and he brings a few work stories where things have gone horribly wrong, and what it took to get things on track again. In these many of us can possibly recognise problems and patterns we may have experienced and perhaps come away with some action items we can try for ourselves.
Deborah Biber, Chief Executive, Blue Moon Advisory
Deborah is an experienced C-Suite leader in international business chambers and associations in Asia and across the Pacific. She has enjoyed leading roles in board and management engagements with a range of major companies and organisations of all sizes.
Skilled in stakeholder management with a proven track record in board governance, advocacy, brand development and business growth, she has a keen focus on engaging digital development activities for SMEs.
Having worked in Asia for 30+ years, Deborah is adept at working across geographies and cultures; possesses a global mindset, valuable network, and proven strategic planning and communication capabilities.
She has a passion for entrepreneurship, innovation commercialisation and continuing education; and is well versed in digital and social program development.
Deborah is a Certified Advisory Board Centre Chair; sits on the Board of the Pacific Basin Economic Council (PBEC); is the former Chairman of the UN ESCAP Sustainable Business Network’s (ESBN) Digital Economy Task Force and a previous member of the ESBN Executive Council. She was recently appointed to the Global Advisory Council of the Malaysian Association of Sustainable Supply Chains and Innovation (MASSCI).
Deborah formerly represented the International Intellectual Property Commercialisation Council (IIPCC) as Chairman in Australia and was Chairman of the Entrepreneurs Club (HK) for several years. linkedin.com/in/deborahbiber.
Tennille Roache, InterAction Client Advisor- Asia Pacific, LexisNexis
Tennille has worked in marketing for professional service organizations for over 20 years in various roles, including event management, digital communications, and operations. For the last 12 years, she has focused specifically on CRM, working with business development executives to align the database to business planning, key account programs, and marketing strategies.
Tennille also specializes in repositioning misunderstood (or failed) systems by reviewing the configuration and building a change management project to position the tool successfully with business development teams and partnerships.
At LexisNexis, she primarily works with law firms to help align client development and to go to market strategies with their CRM technology to streamline processes so all business and client intelligence engagement data can be combined to successfully report client growth, value-add, and return on investment.
Nathan Quigley, Res Publica
Nathan cut his teeth as a political communicator through a period when the trade-offs between short-term electoral success and long-term reputation became increasingly stark.
Over the span of a decade he worked with politicians across the country, and led campaigns at both state and federal levels as State Director for the NSW and WA Nationals.
For the past five years, Nathan has been based in Sydney with Res Publica, which works with some of Australia’s leading companies across a core set of strategic communication disciplines, with a focus on building trust through mutual understanding.
Nathan remains a keen student of political developments at home and overseas, with a particular eye towards the ways in which language is used to unite people behind an idea or a movement.
As a farm kid, he can still be found outside as much as possible in the ocean or the mountains. He has become increasingly passionate about protecting wild places, and is proud to be a Director of Environmental Leadership Australia.
Andrew Bevan, Head of Pursuits, APAC, JLL
Andy is the Asia Pacific Head of Pursuits at JLL, and leads a high-performance team of pitching and sales enablement specialists. The team applies its winning end-to-end pitching methodology to equip, enrich and enable JLL’s business teams to win more. By being able to demonstrate to the business a strong ROI track record, the team has grown from two to 50 members in just five years. Today, Pursuits plays a pivotal role in driving JLL’s regional and country-level growth agenda.
Andy has worked in professional services roles (legal and real estate) across his career, working within marketing, business development and sales. He is passionate about strengthening connectivity, fostering camaraderie, and nurturing a shared sense of purpose across his geographically dispersed team.
She bridges the nuances of marketing and sales, leading initiatives that prioritise audience needs, ensuring every strategy, campaign and communication is meaningful and relevant. Drawing upon data, insights, and analytics, she consistently measures and achieves success in fast-paced and competitive environments. She has collaborated with multidisciplinary teams across various industries, earning the trust of CEOs and stakeholders. Beyond her corporate endeavours, spends time on causes like SHINE for Kids, the Trish MS Research Foundation and in tennis.
Naomi Lynn, Director, Business Development, BDO
Naomi Lynn is the Director of Business Development at BDO in Australia. She is a dynamic business professional with a diverse marketing and BD skillset in a B2B environment. With a dynamic skillset and a 20-year career in Marketing, Communications, Lead Generation and Business Development, she has the ability to adapt and look for new ways to get results.
She loves to facilitate innovative initiatives that drive connectivity of like-minded businesses, and people, to achieve commercial results. In her current role she is responsible for designing and activating the firm's business development strategy to ensure client and firm success. This role includes strategic account management, client acquisition, business collaboration, BD resource alignment, facilitation of L&OD programs, and innovation initiatives to drive a client-centric culture at BDO. She is a true business driver with demonstrated capabilities that add value and create opportunities for commercial results.
David Feeney, Senior Sales Executive, Slalom
David has been working in what could be broadly described as the CRM space for over 25 Years – though it pains him to admit that.
Commencing as a Contact Centre Manger in the Telco Industry for organisations like OneTel and Alcatel-Lucent, David spent the initial 10 years of his career in Operations and Service Delivery focussed roles.
In 2007 he swopped over to Sales focussed roles, including co-founding a bootstrapped Salesforce Implementation Partner and working at larger organisations such as DXC, Deloitte and now Slalom. Throughout these years David has been primarily focussed on the Salesforce and ServiceNow platforms.
Working in both the CRM and Sales arenas story telling is a large part of what David does and outside of work his interests include moonlighting as an event MC and Sports Commentating – David recently worked as a commentator for FIFA at the Women’s Soccer World Cup.
Chris Blakeley, BD Director, Herbert Smith Freehills
Chris has over 20 years’ experience, in the UK and Australia, advising law firms on their BD and marketing. Chris currently has responsibility for driving HSF’s Clients & Markets Strategy in Australia, with a focus on stronger multi-faceted client relationships and distinct client experience.
Chris has diverse experience in the sector having worked across Practices, Sectors and as a Client Relationship Manager. He is a member of HSF’s Australian Executive and also a member of the Global BD Leadership team.
Libby Maynard, Partner, Beaton
Libby works with Beaton’s clients to help them win, retain and grow business and deliver value to their clients in sustainably profitable ways. She creates order out of chaos, works at both strategic and operational levels, combines creativity with strong analytical skills and big picture thinking, sets clear priorities and readily engages stakeholders at all levels.
Libby has been instrumental in designing and executing major marketing, pricing and client service programs and winning significant competitive bids to corporates and governments. In addition, she has trained and coached in legal, consulting engineering, patent attorney, accounting and consulting, and financial services firms. Her approach is based on sound research, evidence and analysis and grounded in practicality.
Libby has held senior leadership roles in marketing and business development, pricing and legal project management. She commenced her career as a lawyer and worked as a management consultant with an international firm and her own consultancy.
Libby has an LLB from Monash University, an MBA from the Melbourne and London Business Schools, is a Fulbright Scholar, and a graduate of the AICD.
Alex Lloyd, Head of Marketing, Advanced Navigation
Alex's career has been a fascinating exploration of the intersection between marketing and innovation. For the past 5 years, out of his 18-year career, he has held influential roles in two of Australia's most pioneering deep-tech and fintech companies.
His current position as Head of Marketing at Advanced Navigation highlights his dedication to pushing the boundaries of marketing strategy in the world of deep tech. Prior to this, he served as the CMO for Shaype Group, where he led both global B2B and regional B2C marketing functions. In these roles, Alex's focus was consistently on fostering collaboration across teams, challenging conventional thinking, delivering tangible results in new and forming categories.
Jodie Proudlock, Chief Operating Officer, FB Rice
Jodi has worked extensively with law firm Partners and senior leadership for over 25 years, to identify, facilitate and implement strategic direction and ensure day-to-day operations are aligned and implemented according to strategy.
Completing her MBA in 2004, and holding senior management positions in professional services organisations, at Board Level and at the grass roots of the company, enable her to provide innovative solutions for professional service firms.
Jodi has held positions on the Board and NSW branch committee of the Australasian Legal Practice Management Association (ALPMA) and is passionate about continuous improvement and innovation.
Miling Harpur, General Manager, Sales & Commercial, Corporate Traveller, Flight Centre Travel Group
I am a People Leader, with 15 years experience in Sales, Leadership and Business Management. My core values are health and learning and my colleagues tell me I am driven and positive.
I believe business plays a part in helping shape people’s personal development and I love nothing more than when I hear of people in my team making life changes to be healthier, happier or more grounded.
I strive to be an agent for positive change and I do this by enabling real conversations and modelling the behaviour I expect of others.
I create high performance cultures based on ownership, accountability and belief. I surround myself with good people and believe in the power of a team.
I help businesses thrive through an executive mindset and a genuine curiosity about the combination of factors that drive performance. I am fascinated by business and love piecing together how success is formed in every organisation I work with.
Caroline Ruddick, Founder, Connecting Humans
Caroline Ruddick’s career is focused on being a change agent and connecting humans with each other, and the organisations and products that can enhance their everyday lives. Caroline has over 25 years’ experience in General Management, Marketing, Product, Sales, Digital Transformation, Communications and Business Development.
Before founding Connecting Humans, Caroline was GM Client Acquisition at Maurice Blackburn Lawyers, responsible for Marketing, Response Centre and Business Development. As a CMO50 Marketer in 2022, she led the brand strategic repositioning and introduced their new digital experience platform.
As GM Marketing at Latitude Financial Services, Caroline had responsibility across Sales Finance, Credit Cards, Personal Loans and Insurance for Australia and New Zealand. She led the Latitude brand reset, which unified all products onto the Latitude brand, and helped step change their digital marketing and communications.
Before joining Latitude, Caroline held the positions of Head of Marketing at AGL, Head of Marketing at Transurban and GM Marketing at MYOB. Caroline has held senior brand marketing and strategy roles at SEEK Ltd in Melbourne, Grey Worldwide in New York and George Patterson Bates in Melbourne.
Caroline has a Master of Commerce from University of NSW, a Bachelor of Commerce from University of Melbourne, and is a Graduate Member of the Australian Institute of Company Directors.
Regan Barker, Head of Sales & Sales Enablement, Grant Thornton
Regan Barker is the Head of Sales and Sales Enablement at Grant Thornton Australia.
With over a decade of experience in banking, finance, and professional services, Regan is committed to applying structured true sales processes and coaching across the industry.
Based in Brisbane, Regan leads a national market-facing team focused on both inbound and outbound sales, as well as the sales enablement program that benefits the entire business. This creates a full-circle model that transforms best practice sales into practical strategies for adoption across the firm.
In under a year, these efforts have contributed to a near-doubling of revenue from inbound channels while also improving operational efficiency for partners.
Away from her desk, Regan doesn’t sit still, spending most of her time with her family (including her two dogs) or outdoors.
Rory Grant, Co-Chief Marketing Officer, Gilbert + Tobin
Rory Grant began his journey in professional services in the most unassuming of ways—interning at a small London law firm, archiving client files from nine to five. Fast-forward nine years in BD and Marketing, and he now acts as Co- Chief Marketing Officer for Gilbert + Tobin, a top-tier firm known for breaking the mold.
Prior to stepping into the Co-CMO role, Rory served as the Director of Business Development at Gilbert + Tobin. Leading a multi-disciplinary team of experts, Rory focuses on transforming traditional frameworks for sales and client engagement. As a key member of the senior leadership team, he's pioneering data-driven strategies that spot untapped business opportunities, fine-tune client targeting, solidify client loyalty, and set new benchmarks for service delivery.
Rory relishes the unmatched joy of family moments, a cornerstone that fuels his other passion: mentoring. With a deep-rooted belief in the power of guidance, Rory shares real-world tactics for those eager to define their own success.
Warwick Absolon, Account Director, Business Align & Connect PwC
Warwick connects with tech companies with a purpose of helping them grow. He is working very closely with both marketing and BD teams to better strengthen their offering.
He is a qualified and experienced business leader who has lead diverse corporate teams to solve company-wide problems. Companies he has worked with includes AECOM and EY. He has managed and succeeded in running multi-faceted projects within large and diverse organisations, resolving multi-year tax audits in Canada, removing dormant legal entities in the United States, Australia, and New Zealand, and driving a higher use of a contingent workforce.
He is passionate about helping people reach their full potential and has spoken at a number of industry conferences and events on topics such as increasing personal influence, developing an innovative culture, and how to think differently in a commercial setting.
Kathryn Britt, Senior Client Manager, BBS
Kathryn is a Senior Client Manager for BBS Communications, an award-winning, independent consultancy operating across Australia and APAC for more than 30 years.
She has three decades of experience in corporate communications, media relations and journalism, across a wide variety of sectors including professional services, financial services, SME/start-up and not-for-profit.
One of her first PR roles was as Media and Communications Manager with Deloitte back in the days when the Big Four were the Big Six, and this experience fired her special interest in the professional services sector.
Since then, Kathryn has held in-house and consulting PR and communications roles for global businesses including Deloitte, RSM Australia and Kearney, for not-for-profit organisations such as the National Breast Cancer Foundation, Mother’s Day Classic and Cancer Council and for clients as diverse as the European Patent Office, non-bank lender ScotPac and superannuation fund BUSSQ.
She is a former president of the Queensland chapter of the International Association of Business Communicators (IABC), and has served as a director on IABC's APAC board.
Danielle Bond, Principal, Danielle Bond Advisory
Danielle is an award-winning brand, marketing, and communications professional with expertise in professional services. She has led the Brand, Marketing & Communications departments of leading professional services firms throughout her career, most recently as CMO at Aurecon, Asia-Pacific design, engineering, and advisory company. Reporting to the CEO, Danielle played a key role in positioning Aurecon as an innovative, eminent and purpose led organisation. She worked closely with leadership to position the firm and her team for the new world of work.
Danielle also served on the International Executive Board of IABC, the International Association of Business Communicators for four years, including as its Global Chair in 2022. In her executive and governance practice she works with leaders to drive personal and business success through strategic focus and creativity. A lifetime learner she is currently completing her Company Director qualification with AICD.
Graham Seldon, Director, Seldon Rosser
Graham Seldon was the founder of Australia’s first professional services marketing recruitment business in 2000, which became Seldon Gill and is now Seldon Rosser.
As a passionate advocate for the sector, in particular for education and skills training, he was an early Board Member for APSMA (now ICON) and has been working with professional service firm leaders for two decades, helping them develop and resource their marketing, communications and BD/Sales functions.
Many of you will be listeners of his career focused podcast Deep CV Diving – where he interviews professional services CMO’s on their career journeys – to uncover insights that are useful for people at all stages in their career.
Being at the forefront of change and being in regular conversations with those who make change happen – he is expertly placed to facilitate today’s session.
Amanda Fong, Intent Advisory
Amanda is a dynamic and purpose-led leader with 20+ years’ experience working with ambitious and market leading B2B organisations across property, professional services, investment management and technology in Australia, across Asia-Pacific and globally. This includes leadership roles at Urbis, PPB Advisory (now PWC), LSE-listed Intermediate Capital Group and NYSE-listed MMC Inc.
She has a deep appreciation of the dynamics that drive performance - particularly the interplay between strategy, brand and clients, culture and leadership, and innovation. She is particularly passionate about partnering with leaders and organisations when there is a strategic impetus to drive change and growth.
Maria Rampa, Brand, Marketing, Communications Business Partner - Clients & Markets, Aurecon
Maria Rampa is a marketing and communications senior executive with 25+ years’ experience in the public and private sectors and professional services globally. She has delivered strategy and campaigns across multiple markets including property, mining, tourism, energy, arts, not-for-profit, education, health and data & telco in Australia, New Zealand, Asia, EMEA and South America.
Maria is currently the Brand, Marketing and Communications Business Partner for engineering, design and advisory firm, Aurecon, responsible for developing and delivering marketing and communications across their international built environment business. She is also responsible for Aurecon’s 2032 Olympics and Paralympics positioning and is the host of the firm’s award-winning Engineering Reimagined podcast.
Cameron Menzies, General Manager, Clients & Markets, Beca
Cameron Menzies is a strategic growth and marketing professional with more than 20 years’ of senior experience in the engineering, consulting, and professional services sector. He has a proven track record of leading high-value strategic client and market initiatives in complex, multinational organisations to deliver revenue, brand, and importantly people growth. What sets him apart is his lateral thinking and ability to drive positive change by harnessing the power of people to transform businesses for the better.
John Kimlin, Associate Partner & Oceania Business Development Leader for Government and Health, Ernst & Young
John is the leader of EY’s Government Business Development teams across Oceania based in Brisbane and brings over 30 years’ of business and IT experience along with another 10 years in engineering surveying. He brings a wealth of experience, specifically in the Queensland Public Sector and exemplar relationships that span Cabinet, Directors Generals through to Administrative staff in Queensland. As he’s made his way through his career his relationships have expanded Australia wide to along include the Federal Government. John has a wide breadth of knowledge in:
*Business Development/Sales. John’s IT business development career began in 1995, and concluded in 2014 when he left IBM to join EY. It’s widely recognised in the IT community that John’s career is one of the most successful in terms of individual performance. John then moved to dedicated sales management and concluded his IT sales in IBM dedicated to the Queensland Public Sector – he was specifically entrusted with this to rebuild trust with the Queensland Government. During his time in IBM, John was
*A member of the IBM sales education force that trained all IBM sellers in Oceania.
*A certified seller for IBM – at this point there was only 60 certified sales professionals in Australia amongst the 12,000 IBM employees
*On the IBM board for sales certification in Asia Pacific, certifying IBM’s sales force across this region.
*Sales Coaching. John’s current role at EY sees him coaching EY Partners, and senior EY employees in how to respond successfully to Government and how to develop and maintain trusted relationships throughout the Public Sector.
*Mentoring. John currently mentors a number of companies that range from startups, to scale ups, small and large enterprises. He is also part of the Queensland Government’s Mentoring for Growth Program.
*Negotiation. In John’s 28 years of business development he has successfully tendered for and negotiated business ranging from a $5K laptop, to well over $10M in software, to over $30M in multi-year, complex outsourcing arranglement. John’s formal negotiation training extends from Monash Mt Eliza, Singapore Management University to Boston University.
Mona Lolas, Global Sales & Marketing Executive
Mona Lolas is an accomplished Global Sales and Marketing Executive with over 25 years of experience in High Tech and Consulting. As an industry veteran who is passionate about technology and Partnership, Mona has deep expertise in B2B technology marketing and sales leadership. She has in-depth knowledge of marketing disciplines including strategy and planning, channel/partner marketing, Partner programs, indirect sales leadership, and analyst relations.
Prior to moving into consulting, Mona held senior executive positions with market-leading organizations including Forrester, Autodesk, Gartner, Symantec, Intel Security, IBM, Optus, and Telstra. She served as a Board Director at AMI, Australian Marketing Institute, and is currently a Board Member of ICON APAC. Named Revenue Marketing: Ones to Watch 2023
Halina Kochanowicz, Chief Commercial Officer, IPH
With a career spanning over two decades in the legal industry, Halina stands as a true visionary and influential leader. Renowned for her unparalleled expertise in business development and marketing, Halina has played an instrumental role in reshaping the landscape of the global legal services sector.
Halina's journey in the legal industry began when she embarked on a career as a lawyer at Allen & Overy. After earning an MBA, she quickly distinguished herself for her legal acumen and strategic thinking. This MBA helped her to find her true calling in the realm of business development and marketing. She started her BD/ Marketing career at Linklaters and worked for them in Brussels, Luxemburg, London, Sao Paulo, and New York. This global career exposed her to different languages, and she is fluent in Dutch, French, German, Portuguese, and English.
Halina is celebrated for her innovative approach to BD and marketing. She has championed the use of cutting-edge technology, data analytics, and market research to drive informed decision-making. Her forward-thinking strategies have not only expanded client bases but also positioned her at the forefront of legal innovation.
Halina is currently the Chief Commercial Officer at IPH, an ASX 200 company in 2021 as the company’s Chief Commercial Officer. This has now exposed her to the world of listed corporates which in her own words has added another dimension to her career.
Outside work she is married with 2 kids.
Fraser McNaughton is the Chief Marketing Officer at Grant Thornton Australia. Based in Sydney he leads a national team of highly experienced and enthusiastic marketing, sales, and communications professionals, together, responsible for defining and delivering Grant Thornton’s go to market vision, strategy, and objectives. Fraser is also the National Industry Leader, where he is responsible for the development and implementation of Grant Thornton’s national industry strategy.
Fraser is an experienced and intuitive marketing and sales professional who, as a member of Grant Thornton’s executive team, has a particular passion for improving client interactions as a driver of better client experiences and the foundation to brand loyalty and sustainable revenue growth. He has over 30 years’ experience and a proven record of achievement in the professional services, financial markets, insurance, and digital media industries.
For the past 3 years, Fraser has been President at ICON APAC, a network of nearly 3000 B2B professionals working as marketers, sales leaders, business developers, customer engagement specialists and communicators, from sectors as diverse as accounting, legal, engineering, property and architecture, technology, consulting and more.
Outside of work Fraser enjoys quality time with his family and prolonging his football career as long as he can.
Emma Egerton, Head of Strategy & Experience, The Lumery
Emma believes in unifying business, products and customer needs to create impactful, measurable change. She has championed "the customer" for over a decade in communications, experimentation and marketing; having worked across industries including Retail, Financial Services, Property and Consumer Electronics to drive demand, growth and meaningful customer connections.
Robyn Grattidge, Director of Business Development, Zoos Victoria
Robyn is a commercially astute senior executive with significant experience in marketing and business development across diverse industries, including the visitor economy, retail, and education sectors.
As Director of Business Development at Zoos Victoria, Robyn oversees strategic development initiatives for visitors, membership, philanthropy, commercial activities and sponsorship. A passionate leader, skilled in collaborating with internal and external stakeholders to deliver business growth.
Kim Robertson, Head of Marketing, Corporate Traveller, Flight Centre Travel Group
A transformational, award-winning, and commercially astute marketing leader with over 20 years of experience in growing brands. A creator of leading B2B and B2C go-to-market strategies, leading global teams, building brands, and driving revenue growth. A strategic planner with a strong focus on optimising marketing performance, impact, and efficiency across tech and services industries.
Rajan Kumar, Co-Founder & CEO, The Lumery
Rajan is Co-Founder and CEO of The Lumery, a marketing and technology consultancy bringing clarity to the complex. Rajan has pioneered a unique approach to MarTech consulting, combining the optimisation of tech stacks with the development of clients’ internal capabilities, processes, and data-driven cultures, ensuring lasting outcomes can be achieved. Rajan is passionate about building high-performance teams through supportive culture and loves collaborating with forward thinkers.
Andrew Whitford, Advisor
Andy is a Melbourne based advisor advising family offices and corporates.
Over a 30 plus year career, he has worked in Australia, United Kingdom, Shanghai and Hong Kong in various senior executive and senior product banking roles. Over this time he has been involved in many start-ups and establishing new businesses including a structured finance business in the United kingdom for one of the big four Australian banks, was charged with establishing from scratch the China business for another Australian bank which saw him spend 15 years in Asia where he grew the Greater China business for the bank holding the position as Chief Executive Officer for Westpac Hong Kong and Regional Head of Greater China for Westpac Banking Corporation.
After his banking career he joined the global campaign, research, intelligence and advisory firm C|T Group as Managing Director to establish their presence in Asia based out of Hong Kong. After establishing the office in 2019 he relocated back to Australia in 2021 into the role of Group Managing Director for Australasia, where among other things he worked on the establishment of their Singapore office He left C|T in June 2023.
Andy holds a Bachelor degree of Business, Accounting and Finance from Curtin University. He is a Fellow of the Institute of Chartered Accountants in Australia and New Zealand and a graduate member of the Institute of Company Directors in Australia as well as being a certified chair with the Advisory Board Centre.
Event Details - Sydney
Wednesday, 11 October 2023
Followed by cocktail party
Event Details - Melbourne
Wednesday, 25 October 2023
Followed by cocktail party
Event Details - Brisbane
Wednesday, 1 November 2023
Followed by cocktail party
6:00pm - 9:00pm
Members (Full day conference & cocktail party): $500
ICON thanks our Conference sponsors
ICON thanks our 'Future Talent' sponsor
ICON thanks our Conference Supporters