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2016BMC Sessions
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General Sessions

 Peer Interaction Sessions 

Workshops

 

General Sessions

The Trust Edge: How Top Leaders Gain Faster Results, Deeper Relationships and a Stronger Bottom Line
David Horsager, MA, CSP, CEO, Horsager Leadership, Inc.
Trust is a fundamental, bottom line issue. Without it, leaders lose teams, salespeople lose sales, and organizations lose reputation, retention of good people, relationships and revenue. But with trust, individuals and organizations enjoy greater creativity, productivity, freedom, and results. Through academic research and firsthand experience, David Horsager has learned what it takes to gain – and keep – The Trust Edge. Through a captivating presentation, Dave combines humor and illustrations with business insight and analysis. He will show you how the little things, done consistently, add up to huge results. Attendees will walk away with concrete steps they can immediately use to improve their lives and careers.

The Trending Roles of TPAs in DC Markets
Alison Thornton, Senior Consultant, Novell Consulting Group
The DC market continues to expand, and with it, the role of the TPA in supporting businesses. It is estimated by SPARK Institute and Deloitte that TPAs are involved in 75% of retirement plans under $5 million and 50% of plans under $10 million. Approximately 60% of all new plan activity is under $1 million; thus, 45% of all new plans involve a TPA! What can this kind of information tell you about the future of your business?

During this session, Alison Thornton, Principal at Novell Consulting Group, will review the historical trends of TPAs in DC markets, the Synergistic roles of TPAs and various provider groups, and a look forward at potential opportunities for TPAs to grow their firms. Additionally, Alison will discuss the “horizontal vs. vertical” integration of plan administration, and why co-opetition works best for TPAs.

Managing the Dynamics of Change
Dr. Jerald Jellison, Professor of Social Psychology, University of Southern California in Los Angeles
Managing the Dynamics of Change presents an innovative method for getting employees to quickly commit to change efforts and simultaneously ramp up their performance. Drawing upon his extensive field research and consulting experience with Fortune 500 companies, Jerald Jellison, Ph.D. reveals how effective change occurs and shows you how to manage your employees' reaction to change, engage your team's emotions and actions, and move employees up the curve as fast as possible.

Managing People and New Department of Labor Standards -- 5 Things Every Manager Should Know
Claudia St. John, SPHR, SHRM-SCP, President, Affinity HR Group, LLC
Karen Mattull, SPHR, SHRM-SCP, Director of Human Resources, BeachFleischman CPAs

Even the best managers face challenges when navigating tricky people-issues at work. And managing people is made even more difficult given the recent DOL changes to overtime and independent contractor status. From hiring and onboarding new employees, to managing existing ones, this session discusses the most common mistakes managers make and offers recommendations on how to avoid them.

The Reality of Disaster Recovery Preparedness
Michael Price, Founder and President of MPA Networks
Is your firm ready for a technology disaster? Are you sure? Do you know what happens after a disaster? The truth may surprise you.

Michael will share true life stories of disasters in small and medium sized businesses. You can’t adequately prepare until you know what you’re up against. Spoiler Alert: Disasters occur in almost all companies; you’re NOT statistically immune – quite the opposite. Michael will discuss disaster basics like definition, magnitude and frequency. He will also answer the most common questions around disaster recovery. A Q&A segment will be included.

Zebra Different. Cheetah Fast.
Colby B. Jubenville, PhD, Principal, Red Herring Innovation and Design
Become a Z&C Organization led by Z&C Leaders! Organizations that compete on unique perspective, education and experience and intentionally choose to be different begins with the people they hire, the way they coach their employees, the systems and traditions that drive the business and understand that they must be better tomorrow than they are today. This presentation provides attendees an opportunity to look different at themselves and their business and run faster by staying on the “inside” of the customers mind and industry. You’ll learn how to look differently at your people and business, compete on your unique value, and grow employee engagement!


Peer Interaction Sessions

Best Practices for TPA (Client Related)
This session will be a great opportunity to work with peers on some of the most critical aspects of your client management processes. Discuss what to include in your service agreements, how to prepare a fully documented business plan and how to track key performance indicators. Share best practices for charging client administration fees and how often you increase the TPA administration fees. Additionally, discuss how you keep your employees motivated and hear suggestions on how to maintain a superior level of service with a client.

 

Dealing with Non-Compliance
Dealing with non-compliance raises a host of issues for those involved in servicing the plan. How do our engagement letters, ethical concerns and proper reporting and disclosure requirements impact our engagements when things go wrong? How do we train our staff to know when to bring the issue to management, and when does management decide to bring in an attorney? How do we mitigate our own exposure to liability for plan errors? We all have those challenging times when EPCRS and the Fix-it Guide fall a bit short of providing us with these "soft-skills" that require judgment calls. We can all "top" one-another with an amazing story of non-compliance that's unique and perhaps even juicy! But, let's keep those for our memoirs and movie scripts and instead focus on the service provider's role in making a prudent decision in how to deal with the host of issues.

 

Marketing & Sales
This session is a BMC classic! Discuss your organization’s marketing and sales strategies, including tips for growing your company's revenue with simple, powerful, low and no-cost marketing techniques. Share how you receive sales support from strategic partners, sales employees’ experiences, sales compensation plans and how you generate leads. Find out what is working for other TPAs and how you can increase your sales.

 

Practice Management (Non-Client Related)
We all know the challenges of working ON our business versus working IN our business. How much time are you devoting to this important role, and how much time should you be devoting to this important leadership role? Are you reviewing your internal financial statements monthly, and are you sharing the results with your team? How you determine your marketing budget? Because different tasks are heavily weighted at various times of the year, like Form 1099-R production in January, or year-end census requests and engagement letter packages in December, how do you strategize to move employees around in various roles to cover these busy season items? Have you identified and empowered the team members who show strengths in this vital area? Let's spend some focused time ON your business, and collaborate on best practices. Find out what other TPAS are doing that brings value and efficiency to their practice, and come away with tips that you can put to use immediately.

 

Succession Planning
Share your business goals with industry professionals and seek input from your peers on the benefits of selling your business to an outside entity or to your employees. Discuss the legal/technical assistance you engage to help in succession planning, timing of your goals and what your next steps should be once your business is sold. Talk with your peers about metrics used in valuing your business and how others have performed the valuation.

 

Marketing & Sales
This session is a BMC classic! Discuss your organization’s marketing and sales strategies, including tips for growing your company's revenue with simple, powerful, low and no-cost marketing techniques. Share how you receive sales support from strategic partners, sales employees’ experiences, sales compensation plans and how you generate leads. Find out what is working for other TPAs and how you can increase your sales.

 

More peer interaction sessions coming soon!


Workshops

Thursday Workshop SessionsBMC attendees will have the chance to dig further into several topics and interact directly with BMC speakers during these small group sessions. You will have to the option to attend two one-hour workshops.

  • Managing the Dynamics of Change
    Dr. Jerald Jellison, Professor of Social Psychology, University of Southern California in Los Angeles
    Go from thinking about change to making it happen! Join Dr. Jellison for a small group workshop that will build on the themes of his earlier presentation and provide opportunities for practicing some of these new tactics. In this workshop, you will have the chance to discuss in-depth the stages of the change management process, practice with some of the tools and processes provided by Jerry, and set down your plan for driving change when you return to your office. Please bring your questions, and be prepared to share examples of any previous efforts you have made at your company to institute a large scale change.
  • People Problems - Tips and Techniques for Handling Challenging Employee Issues
    Claudia St. John, SPHR, SHRM-SCP, President, Affinity HR Group, LLC
    Karen Mattull, SPHR, SHRM-SCP, Director of Human Resources, BeachFleischman CPAs

    Having difficulty hiring and motivating employees? Curious how your peers are handling new regulatory changes? Have a difficult employee situation that you would like help dealing with? Come share your challenges and ideas. Facilitated by two human resources experts, this session is designed to help participants get peer input or professional advice on how to handle their most challenging people problems.
  • Disaster Recovery Hands-on Workshop
    Michael Price, Founder and President, MPA Networks
    Continue the disaster recovery conversation with Michael Price as he digs even deeper into how to prepare for and recover from common disaster scenarios. In this session you’ll expand on the Technology Disaster Recovery Plan that was outlined in first Michael’s session. Whether it’s addressing remote storage and security, data breaches or environmental disasters, you’ll return to your office with an actionable plan for your office, and insights you can begin sharing with employees immediately.

Friday Workshop Sessions: Attend the session of your choice to start Friday morning! Choose from one of two sessions:

  • Growth Masters Panel and Marketing for the Future
    Panelists to be announced.
    Hear from NIPA members who participated in the 2015 Growth Masters Program to uncover the core marketing skills they built, the adjustments they made to their marketing programs, and the rewards reaped through aggressive, easy and fast techniques.
  • Fiduciary Benchmarks
    Tom Kmak, CEO and co-founder, Fiduciary Benchmarks
    In this session, learn how to use the Fiduciary Benchmarks service to stop the “Race to the Bottom” and instead how to emphasize to your clients how benchmarking DONE PROPERLY can be a win-win-win scenario that protects your plan fiduciaries, improves outcomes for participants and ensures that clients understand the Quality of your Firm, the Scope of Services you provide and the Value you deliver to them and their participants. The session will use actual stories from the audience regarding all the special things you do to show how to deliver a report once every three years that will help cement the partnership you have with your clients.

 

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