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Building Stronger Relationships, Building Stronger Profits

Tuesday, June 19, 2012 (3:30 AM - 6:30 AM)


Kahala Hotel & Resort, Honolulu HI

5000 Kahala Avenue


United States

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Building Stronger Relationships, Building Stronger Profits

Ask any marketing or sales person how the relationships with their clients are going, and you’ll either hear about “opens and clicks” or “I have a great relationship – got pipeline that is going to close.”  Alternatively, you might hear that response rates are down, or that the competition is killing them on price.  But real business relationships, and the profits that they bring, happen in the middle of those two extremes.  Relationships are about engagement – with content, and with people – and those two items are linked for the ultimate customer.

So how do you build stronger relationships with prospects and customers?  You might be surprised to know that it isn’t about discounts, low prices, and golf games.  It’s about understanding what drives each type of individual and leveraging that knowledge to deepen a relationship that benefits both parties – them and you.

In this session, you will take away:
  • The 5 Stages of a Business Relationship and Why They Matter
  • Engagement Options at Each Stage of the Relationship
  • How No Stage is Created Equal and Why That’s Good
  • Marketing & Sales Strategies & Tactics that are relationship builders and enhancers
  • Assessing the State of a Relationship – Science or Intuition

Start building real relationships with approaches that matter to the recipient – and partner with your marketing and sales counterpart to make it relevant and timely for your prospects and clients.  Build THAT and profits will come. 

Lisa Dennis, President
Knowledgence Associates

Lisa Dennis brings over twenty-five years of marketing and sales to client engagements.  She has hands-on experience with both the marketing and selling of business-to-business and business-to-consumer products and services.  Her consulting firm serves clients in high technology, insurance, manufacturing, healthcare, and professional services.  Clients include Akamai, Dell, HP, IBM, Mutual of Omaha, Tufts Health Plan, and many more.

Prior to founding Knowledgence Associates in 1997, she held publishing, product management and marketing/sales roles at Bolt Beranek and Newman, Thomson & Thomson (a member company of The Thomson Corporation), The Center for Business Intelligence, and World Congress.

Lisa is the chapter president for SMEI Boston, and sits on the international board of directors for SMEI, serving as Vice Chair for Affiliates and Chapters.  She has a B.A. in Writing from Wheaton College, and an MBA in Marketing from Babson College.


First Course
Tomato Mozzarella Salad with Balsamic Reduction and Pesto

Crispy Hoisin Lemon Chicken with Choi Sum and Crystal Fried Rice
Vegetarian Option - Grilled Portobello Mushroom and Asparagus Risotto

Apple Tart with Caramel Ice Cream

Registration Details

Early Registration Online (by June 15)
SMEI Members:  $55
PSE Students:  $55
Non-Members:   $65 
  Regular Registration Online (after June 15) or Paying at the Door
SMEI Members:  $60
Non-Members:   $70
*Save $5 by registering online!

Walkins Paying at the Door
SMEI Members:  $65
Non-Members:  $75

5:30 PM - 6:30 PM  - Registration & No-Host Cocktails
6:30 PM - 8:30 PM - Dinner & Program

Tuesday, June 19, 2012 (5:30 PM - 8:30 PM)

Mahalo to our Trade Sponsors

  The Kahala Hotel & Resort
  Techniques Hawaii
  Hawaiian Airlines
  Dollar Rent-A-Car
  Mana Means Communications
  Ameriprise Financial : David Livingston, Financial Advisor
  Hagadone Printing Company

Questions?  Please contact Naomi Kanna, Executive Director at 594-7391 or

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