MORNING – INTERACTIVE, OPTIONAL PRE-SUMMIT WORKSHOPS

 7:00 AM Continental Breakfast and Registration

 Workshop 1

8:00 AM – 12:00 PM Advanced Skills Mastery – The ASAP Certified Strategic Alliance Professional (CSAP) Preparation Workshop
Instructors:
Norma Watenpaugh, CA-AM, Principal, Phoenix Consulting

Ann E. Trampas, CA-AM, Senior Consultant, Phoenix Consulting

Advance your strategic alliance management expertise with experiential learning in this skills mastery workshop designed to help experienced alliance professionals prepare for the Certified Strategic Alliance Professional examination. The CSAP exam measures the ability to apply best practices and principles throughout the entire alliance life cycle from inception to transformation. This half day workshop will focus on team situation analysis using case study scenarios, simulating the environment that strategic alliance professionals encounter in the more strategic and advanced aspects of partner management including developing strategy and managing a portfolio. You will receive tools and references useful for the exam and for future on the job application.

8:00 AM – 12:00 PM Foundational Skill Building – Mini Workshops 
Stuart Kliman, Partner, Vantage Partners

In these back to back training workshops, Vantage Partners will teach fundamental negotiation and collaboration skills, conduct exercises that enable participants to practice new skills in hypothetical situations, and facilitate dialogue about how to apply new skills in the “real” world.

Topic 1 – Negotiation and Conflict Resolution
In this workshop, participants will learn and practice using a seven element model for ensuring joint-gain, value-maximizing solutions in formal negotiations as well as the everyday problems all alliance professionals “negotiate” each day.

Topic 2 – Building Trust
In this workshop, participants will learn the elements of trust, how to build it, maintain it, and re-build it. Instructors will share models for effective communication and commitment management and facilitate the sharing of case stories that demonstrate the importance of trust as well as concrete methods for building it.

12:00 –1:00 Lunch on Your Own

AFTERNOON – INTERACTIVE AMA, ASAP ENDORSED OPTIONAL PRE-SUMMIT WORKSHOP

Workshop 3  

1:00 – 5:00 PM Skills Mastery – The ASAP Certification of Achievement – Alliance Management (CA-AM) Exam Preparation Workshop
John Parker CA-AM, Associate of PSL and Phoenix Consulting. Member of ASAP Standards Advisory Board

Enhance your alliance skills and advance your career through a skills mastery workshop to help partner professionals to prepare for the ASAP CA-AM examination. The CA-AM test not only measures knowledge but also the ability to apply best practices and principles to alliance management situations and choose the best course of action. This half day workshop will focus on team problem solving within the context of case study scenarios, simulating the situations alliance managers face every day and challenging participants to apply what they know. You will receive tools and references to help you prepare for the exam and use in your job.

1:00 – 5:00 PM Expanding Your Influence: Understanding the Psychology of Persuasion
Kurt W. Mortensen, Founder, the Persuasion Institute, Author Persuasion IQ The 10 Skills You Need to Get Exactly What You Want and Maximum Influence (AMACOM 2004)

Bringing about the reaction you want from others and expanding your influence require insights that go beyond the actual process of influencing—and into the psychology of what truly prompts us to say “yes” or “no.” This workshop explores these psychological triggers, plus how this knowledge may be used not just for compliance, but for mutually desirable outcomes. You’ll uncover persuasion techniques that most people don’t even know exist and learn how to build your influence by applying these principles to any number of business interactions, from managing, mentoring and negotiating to conversations, writing and presentations. In addition, you will learn how to choose the best principle for any given situation and avoid being manipulated by others. Ultimately, this workshop can help you get the results you want—faster, and with more satisfaction and less effort.

How Attendees Will Benefit: Understand the principle of commitment and its impact on persuasion

We Will Cover:

 OTHER PRE-SUMMIT EVENTS

12:15 – 2:00pm ASAP Global Board Meeting (by invitation only)

2:00 – 3:30 ASAP Chapter Presidents Council Meeting (by invitation only)

3:30 – 5:00 Chief Alliance Officer (CAO) Roundtable (by invitation only)

“The Role of Alliances in These Tough Economic Times”

Moderator:

Mike Leonetti, Chairman, ASAP, Executive Director, Healthcare Partnerships, Boehringer Ingelheim Pharmaceuticals, Inc.

Guest Speakers:

Greg Prynn, Senior Manager, Business Development, Strategic Alliances, Cisco

Horst E. Findeisen, Vice President, Business Development, Star Alliance

James A. Ward, Vice President, Chief Procurement Officer, Eli Lilly and Company 

An informal peer-to-peer discussion by Chief Alliance Officers, kicked off by introductory remarks on the topic by the guest speakers, on the most crucial issues for alliances programs in the difficult economic times that companies face today and how alliances are uniquely positioned to play an important role in their companies strategies to cope with the challenges that they face.

3:00 – 5:00 Main Summit Early Registration

5:30 – 8:45 Chief Alliance Officer (CAO) Roundtable Participants and ASAP Global Board Reception and Dinner (by Invitation)