Conference Day One

Tuesday, April 26

7:00 am – 8:30 am
Supplier Exchange Roundtable & Networking Breakfast

Join your colleagues for breakfast and the opportunity to participate in the highly engaging Supplier Exchange Roundtable. Hot topics that are extremely relevant to the supplier community will be discussed during this highly interactive session include: RFP Standardization, Total Cost of Ownership, Hot New Trends, and Unrealistic Expectations in Master Service Agreements.

Meet new members and learn from other supplier companies attending PRSM2016. Are you facing new or special issues, and you feel you’re alone? Talk to the other suppliers to learn about new solutions, what is trending in other service areas and connect with new and old friends across the industry.

Program facilitated by: Duane Cashin, President, Cashin & Company

7:30 am – 8:30 am
In the Blue Chair: Retailer Networking Breakfast (Retailers Only)

Join us during breakfast for a personal and up close conversation with a special retail guest about what it’s like to work for an industry leader in facilities management.

In the Blue Chair is a take-off on The Red Couch, an Internet talk show that features women and men who share their stories and secrets for living a successful life. The mission of The Red Couch is to inspire people to feel connected and to celebrate their achievements. It aims to make a positive impact that inspires and empowers you to not just survive, but thrive.

8:45 am – 10:30 am
Opening General Session & Annual Meeting
Open to all Conference Attendees

Creativity for the Fanatic: A Confession by an Outlaw

Petit 1

 Since well before his epic 1974 walk between the Twin Towers of the World Trade Center, Philippe Petit had become an artist who answered first and foremost to the demands of his craft — not only on the high wire, but also as a magician, street juggler, visual artist and writer. A born rebel like many creative people, his outlaw sensibility has spawned a unique approach to the creative process, making him an inspiration to all who dare to dream of the seemingly impossible.

Inviting others to enter into the experience of creating, Petit discloses, with characteristic enthusiasm, irreverence and originality, new and unconventional ways of going about the artistic endeavor. From generating and shaping ideas to practicing and problem-solving to pulling off the “coup” itself, the strategies and insights Petit shares will resonate with performers of every stripe and also with seemingly non-creative people in search of fresh ways of tackling the challenges and possibilities of everyday existence. Get a glimpse into the remarkable mind of someone who accomplishes creativity by thinking and doing differently than others.

His spellbinding act was also the basis of the 2009 Academy Award-wining documentary film, Man on Wire, as well as the 2015 feature film, The Walk, directed by Robert Zemeckis and starring Joseph Gordon-Levitt as Petit.

10:45 am – 11:45 am – Concurrent Education Sessions
Retailer2Retailer Best Practices Forums by Area of Responsibility (Retailers Only)

The Retailer2Retailer forum is designed to connect you with retailer peers in a relaxed setting that encourages direct and substantive discussion about FM challenges, practical approaches to success and developing strong networks for today and years to come. This year’s close-knit groups will promote candid, challenging discussions, “what if” scenarios and outside-the box thinking with supportive retail peers who have experience with and understand your specific challenges.

Roundtables may include:

  • Vice President, Senior Director or Director of Facilities/Development
  • Facilities Managers/Maintenance Managers
  • Project Managers
  • Project Coordinators
  • Architecture/Design
  • Construction

10:45 am – 11:45 am – Concurrent Education Sessions
Crucial Accountability
Tools for Resolving Violated Expectations and Broken Commitments

Imagine your colleague misses deadlines despite your repeated crucial conversations with him/her about the negative impact of the behavior? After each conversation, he commits to change. He has good intentions. And yet, day in and day out, he fails to deliver on time. So what’s getting in the way? How do you hold him accountable in a manner that produces better results and improves your relationship? Top performers are gifted at holding others accountable. They know how to diagnose the underlying causes behind broken promises, violated expectations, and bad behavior. In this engaging speech, participants will learn a high-leverage skill set that lies at the heart of problem solving and execution.

How this session will impact you:

  • Diagnose the Underlying Cause. Identify the underlying cause behind every problem using a six-source model of possible influences
  • Make It Motivating. Motivate others without resorting to threats or power and instead, search for and explain natural consequences of noncompliance
  • Make It Easy. Involve others in coming up with a solution to their ability barriers
  • Stay Focused and Flexible. Skillfully attend to the problem of choice rather than getting sidetracked

Presenter: Mark Carpenter, Vital Smarts
Moderator: Michael J. Vezina, Life Safety Engineered Systems, Inc.

10:45 am – 11:45 am – Concurrent Education Sessions
Establish Preeminence (Supplier Focus)

The single most powerful, dominating and comprehensive results producing system or strategy anyone, anywhere can deploy to ensure success is to execute the strategy of Preeminence. Why? Because preeminence extols, advocates, and champions every best practice and noble virtue known to mankind. Establishing preeminence should become the underpinning of your culture, marketing, and client interactions – everything should flow from this powerful belief system that you can, must and will be the best.

By participating in this session, you will enjoy the following outcomes:

  • How to set ownership of de facto industry standards
  • How to claim premium prices, and reap financial gain
  • Become the example and model for others to follow
  • Higher morale and commitment
  • Peer respect and superior reputational capital

Presenter: Gary Ryan Blair, Everything Counts
Moderator: Bruce Falke, Commercial Fire, Inc

10:45 am – 11:45 am – Concurrent Education Sessions
PM Strategies and Technologies Paving the Path for Next Generation Rooftop HVAC Systems

In this hands-on session you will be provided with an overview of lab findings that uncover the impact of common faults found in preventive maintenance programs, which impacts HVAC performance, energy, and on-demand consumption. In addition, you will understand how the next generation of rooftop HVAC system technology can mitigate faults and optimize HVAC performance.

Presenter: Ramin Faramarzi, P.E.
Moderator: Patty Cruz, RFMP, Sit ‘n Sleep

2:00 pm – 3:30 pm Supplier Workshop (Repeated Wednesday, April 27)
Increase Your Sales and Shorten Your Sales Cycle
Perfect Your Ability to Engage Top Decision Makers and Key Influencers

What if you could stand heads and shoulders above your competition in literally every phone call, email message and in-person meeting? How would you like to elevate your conversations with decision makers and key influencers by establishing yourself as a contributor versus a “supplier?” When it comes to selling there are few things that are more rewarding, and profitable, than consistently securing an audience with decision makers and key influencers. And, the good news is you can do it all day long by making some adjustments to the way you view the process and your selling approach.

By attending this program you will learn:

  • A process to identify key decision makers
  • An understanding of the goals, plans, and objectives that motivate top decision makers
  • Understand how to “align” your ideas and suggestions with your decision maker’s key business objectives
  • Review steps to secure meetings with decision makers by offering insights and ideas designed to help them move their agenda forward
  • How to penetrate a prospect organization at multiple levels and enlist the support of key influencers

Presenter: Duane Cashin, President, Cashin & Company