The Value Builder Summit is an annual gathering of professional advisors who come together to network, learn and share strategies for accelerating the growth of their practice

The Value Builder Summit 2017

About

Hollywood A-listers have Sundance… Copywriters meet every year in Cannes… Government bigwigs have Davos… Virtually every important community has an annual shindig – a place where connections are made, gossip is shared, friendships are forged and the direction of a movement is defined. The Value Builder Summit is the annual gathering of professional advisors who focus on helping owners improve the value of their companies.

More than three quarters of all owners say they plan to exit in the next decade. Many will turn to an advisor for help. The stakes are high and the winners will be those advisors on the front line, setting the rules, driving the thinking and leading the industry.

Stake your claim at the industry’s most important event of the year.

SPEAKERS

John Warrillow
Award-Winning Entrepreneur and Advisor
Biography

John Warrillow is the founder of five companies, and the bestselling author of Built To Sell: Creating A Business That Can Thrive Without You, which was recognized by both Fortune and Inc magazines as one of the best books of 2011, and his new book, The Automatic Customer: Creating A Subscription Business In Any Industry. A regular contributor to Inc.com and The Globe and Mail, Warrillow was called one of the “Top Ten Business-To-Business Marketers” by B2B Marketing. Assessing businesses for over 15 years, he shares his expertise in areas ranging from entrepreneurship, sellability, and the benefits of subscription-based marketing to build–and sustain–success.

John is the founder of The Value Builder System, a cloud-based assessment tool business owners use to assess the “sellability” of their company. The Value Builder System is licensed to a network of 1,700 accountants and other advisors around the world who use it as a succession planning “conversation starter” with their clients. Prior to starting The Value Builder System, John started and exited four companies, including a quantitative market research business that was acquired by The Corporate Executive Board (NYSE: CEB) in 2008.

Warrillow is also the author of Drilling for Gold: How Corporations Can Successfully Market to Small Businesses.

John Nieuwenburg
W5 Coaching
Biography

John Nieuwenburg is an award winning Business Coach who has worked with hundreds of clients. There are almost as many different kinds of business coaching as there are business coaches. John coaches in 3 primary areas. Business growth: getting results using proven tools, strategies and techniques, Personal Growth: working with you to make the shifts in mindset needed to facilitate success and Accountability: helping you to stay accountable for the results you have chosen that up until now may have been just a dream.

In an earlier life John was the Managing Director of the BC Liquor Stores that now does $2.8 Billion in revenue with a net income of $911 million. Before that he was an Executive with a national menswear retailer.

When not coaching John! John enjoys being with his fiancée Jennifer and also golf, skiing, running and reading.

Allie Harding
Orange Kiwi
Biography

Allie Harding is a partner at Orange Kiwi and is currently pursuing her PhD at the Chicago School of Professional Psychology. Her dissertation is focused on change and effectiveness at the point of business owner transition. Working as an accomplished organizational consultant, Allie has assisted senior leaders, boards, and the organizations they serve at critical points of transition.

Andrew Taylor
Orange Kiwi
Biography

Andrew Taylor is a partner at Orange Kiwi and an experienced business leader and consultant. Drawing on his experience serving Fortune 500 clients at McKinsey and Company, Andrew has served in executive roles in both New Zealand and the United States. He provides advisory and consulting services to businesses at the point of transition.

Bo Burlingham
Forbes
Biography

Bo Burlingham is a contributor to Forbes and was previously an editor-at-large of Inc.magazine. Bo is the author of five books, the most recent being Finish Big: How Great Entrepreneurs Exit Their Companies on Top (Portfolio/Penguin, 2014). A previous book, Small Giants: Companies That Choose To Be Great Instead of Big (Portfolio/Penguin, 2006), was one of five finalists for the 2006 Financial Times/Goldman Sachs Business Book of the Year award.

Bo joined Inc. in January 1983 as a senior editor and became executive editor six months later, a position he held for the next seven years or so. In 1990, he resigned and became editor-at-large for a number of reasons, including his desire to go back to writing. He subsequently wrote two books with Jack Stack, the co-founder and CEO of Springfield Remanufacturing Corp. and the pioneer of open-book management. One of the books, The Great Game of Business(Doubleday/Currency, 1992), has sold more than 300,000 copies. The other, A Stake in the Outcome(Doubleday/Currency, 2002).

Before joining Inc., Bo freelanced for various publications, including Esquire, Harper’s, Boston Magazine, and Mother Jones.

Bo has been married for 35 years to his wonderful wife, Lisa. They have two children and one fabulous grandson, with a granddaughter on the way.

JAMES (JIM) CANFIELD, III
CEO for Renaissance Executive Forums
Biography

Jim Canfield has long been interested in the unique roles and responsibilities of CEOs and senior executives. He is currently the CEO for Renaissance Executive Forums, a world-leading membership organization offering programs that coach CEO and management teams to drive bottom line business results and enhance quality of life.

Canfield formerly served as Chief Learning Officer and Vice President of West Coast Operations at TEC International (now Vistage), and, prior to this, as Chairman and facilitator of several CEO groups in Memphis, TN. Canfield also served as an executive coach, facilitating strategic planning initiatives for CEO and senior management executive clients, contributing his own blend of theoretical training and practical experience.

Canfield led the Institute for Executive Leadership at Rhodes College in Memphis, a leading liberal arts college. He was also a founding member of the Calibre Financial Group, which became the largest firm serving the investment needs of credit unions off Wall Street.

Canfield is a graduate of the Fogleman School of Business at the University of Memphis and the Rhodes College Institute for Executive Leadership.

Active in the community, in both private and public not-for-profit capacities, Canfield has served on the Board of Trustees for Lausanne Collegiate School and the Board of Directors for Hope House, among others.

Roger A. Knecht
President & CEO of Universal Accounting Center
Speaker, Author, Business Value Builder & Trainer
Biography

Universal Accounting Center (UAC) is USA’s largest post-secondary training organization for accounting, bookkeeping and tax preparation. It has found itself on the Utah 100, Inc. 500, and Inc. 5000’s prestigious lists, and it has also expanded its presence beyond the USA with a strong presence in Canada.

As president of UAC, Knecht oversees all national and international training offerings and with his leadership in sales and operations the company has grown 2366% since its foundation.

Knecht works to grow the services they offer, with the aim of helping accounting professionals to become Profit & Growth Experts for their employers and business clients. Knecht also works with business owners, presidents and executives to increase the financial value of their companies by using proven strategies, processes and procedures to build real worth within the business while also increasing profit margins and net income.

Knecht is a favorite presenter at UAC’s seminars, combining wit and wisdom in sharing the principles of business success, backed up by his extensive experience in marketing and management for corporations of all sizes.

Since 1999, Knecht has been instrumental in launching and growing thousands of accounting practices, and received an award of excellence from the Utah Correctional Industries for the success of the Prison Industry Employment program.

A graduate of Brigham Young University, Knecht is a member of Vistage International, a past Vice President of Education for IMA (Utah Chapter), Vice President of Membership with Toastmasters International (Utah Chapter), and Education Coordinator for BNI (Utah Goldmine Chapter).

His view of the profession looks to the future with enthusiasm—he explains, “Either the accounting profession can continue to be business coroners, running reports to diagnose the past, or we can be the doctors, the Profit and Growth Experts who help businesses be healthy and strong so that they can experience the best, most successful futures.”

Geoff Green
GRG Momentum
Biography

Geoff Green is one of Australia’s leading business exit strategists, an entrepreneur and corporate lawyer. He is also a Certified Value Builder.

He is the founder of GRG Momentum, a boutique business advisory firm which provides strategic advice and tailored programs to business owners looking to successfully exit their business.

Over a diverse 30 year career working in business advisory, corporate law and his own business ventures, Geoff has assisted hundreds of Australian entrepreneurs and high growth companies.

Geoff has a passion for entrepreneurship, commercializing innovation and building high growth companies, with a particular interest in strategic business exits.

He specializes in advising business owners on how to maximize the value of their business, achieve highly profitable business exits and prepare for the next stage of their lives.

Geoff has been involved in establishing and exiting several businesses including BSX, an alternative stock exchange, set up as a start-up business and sold within 5 years for a substantial profit to NSX. Geoff was a co-founder of BSX, together with Computershare and Bendigo Bank, and its initial managing director.

Private business owners highly value Geoff’s strategic input and he holds director and advisory board positions with a number of private companies.

Geoff is author of the highly regarded book: The Smart Business Exit: Getting Rewarded for your Blood, Sweat and Tears.

He is also a sought after key note speaker on high growth business strategies, building enterprise value and successful business exits as well as a regular contributor to a range of mainstream and online media.

Jose Palomino
Author of Value Prop and president of Value Prop Interactive
Biography

Jose is the author of the very well received book, Value Prop, which is at the heart of Value Prop Interactive and The Program. As President of Value Prop Interactive, Jose has a strong track record of success working with business owners, mid-market CEOs, and Fortune 1000 marketing teams who want to take ideas, products, and services to market with greater consistency, speed, and impact. With over twenty five years’ leadership experience in technology and service sectors, Jose is a proven strategist, dealmaker, and presenter.

He has held management, technology, sales, and marketing positions at Yankee Group, Market Systems International, Tandem Computers, and Clearpoint Group – working with industry leaders including IBM, Accenture, Unisys, SAP, General Motors, Chase, and Citicorp. Jose combines tactical creativity, strategic orientation, marketing savvy and technical acumen to deliver insights, leadership and results. In his book, workshops and coaching, Jose makes this strategic marketing methodology practical and immediately usable – teaching how to implement the Value Prop Method to market products and services as I³: Innovative, Indispensable, and Inspirational.

Jose is an Adjunct Professor of Marketing at Villanova University where he earned his MBA and served as Chairman of the Executive MBA Alumni Association. He’s also served on the board of The Entrepreneurs’ Forum of Greater Philadelphia and is a Resource Speaker for Vistage International, the world’s largest CEO organization.

Steve Wilcox
Resultants for Business
Biography

Steve Wilcox is President of Resultants for Business, Inc. ("RFB"), a non-traditional business advisory firm focusing on an organization’s Strategic Execution, Value Acceleration and Exit/Transition. The RFB team of 14 members delivers implementation through facilitating the framework and tools proven to accelerate growth and drive value.

After graduating from the University of Wisconsin, River Falls, Steve started a business career that included building various horticulture and backyard businesses over a 25-year period:

  • Wilcox Services, a nursery, garden center, tree, lawn maintenance and landscape company
  • Environmental Landscape, a design-build firm serving executive level homes in the St. Croix River National Park Watershed.
  • Invisible Fence dealership serving the Eastern Minneapolis/St. Paul Twin City Metro
  • A multi-state distributorship for Sport Court game court and commercial flooring products and construction.

Steve and his wife Terri have “co-preneured” all of these companies; together developing skills in sales, marketing, operations and business management systems critical to the successful growth, transition and exit of each organization.

A balance of family, business and community service keeps Steve active. Steve has served the Twin City community in a variety of roles including:

  • 36 years in Rotary International serving as his club’s president, as the District Governor in 1999-2000 and as an International Training Leader in 2012-13
  • 38 years as a volunteer scout leader, currently serving scouting on the Executive Board for Northern Star Council BSA
  • He has served 25+ years as a “big” in Big Brothers/Big Sisters
  • Junior Achievement Board, UW-River Falls Foundation Board, Hudson, WI Chamber of Commerce

Currently, Steve serves on several non-profit boards including board member and Past-Chair of the St. Croix Valley Foundation. He was recently recognized with his wife Terri for the Hudson Wisconsin Area Chamber of Commerce lifetime service recognition. He enjoys skiing, sailing year around, sports and world travel.

Steve and Terri as well as their two children, Chris 33 (Kristen) and Kiira 30 reside in Hudson, WI - USA.

Stephanie Breedlove
Author of All In: How Women Entrepreneurs Can Think Bigger, Build Sustainable Businesses, and Change the World
Biography

Stephanie Breedlove has been walking the walk of a successful entrepreneur for over twenty years. After launching a career in corporate America with Accenture, she found her true calling as co-founder and CEO of Care.com HomePay (previously Breedlove & Associates), the nation’s largest and most comprehensive household payroll and tax firm. Her startup grew to national leadership, was later acquired for $55 million, and plays a vital role in the quality and professionalism of the in-home care industry.

Stephanie’s deep experience combined with her rare ability to combine scale, profitability and quality has made her a sought after business expert, thought leader and speaker. Stephanie and her firm have been recognized as:

  • Austin Business Journal’s Best Places to Work
  • Austin American Statesman’s Top Work Places
  • Greater Austin Business Awards Finalist for Executive Leadership
  • Greater Austin Business Awards Finalist for Superior Client Service

Stephanie’s expertise has been showcased in The Economist, The Wall Street Journal, Working Mother, The New York Times, and more. She is author of All In: How Women Entrepreneurs Can Think Bigger, Build Sustainable Businesses, and Change the World, is a member of Central Texas Angel Network (the nation’s most active angel network), and is engaged with organizations that share her passion for strengthening entrepreneurship.

Agenda

  • 9:00 a.m.5:00 p.m.
    Certified Value Builder™ Certification (Optional)

    This pre-conference training opportunity is for those advisors who have not yet earned their Certified Value Builder professional designation. Earning your Certified Value Builder designation gives you the opportunity to offer The Value Builder Engagement.

  • 7:00 p.m.9:00 p.m
    Cocktails

    Join us for cocktails and network with a group of your fellow professional advisors from around the world.

  • 8:30 a.m.9:00 a.m.
    Continental Breakfast

    Grab a light breakfast before a big day of learning!

  • 9:00 a.m.10:00 a.m.
    Welcome
    Presented by: John Warrillow

    John Warrillow will officially welcome you to Las Vegas. In this session, John will highlight some of 2016’s biggest success stories within the Certified Value Builder community.

  • 10:00 a.m.10:30 a.m.
    Morning Break
  • 10:30 a.m.12:00 p.m.
    The Psychology of Exits - Moving Owners to Action
    Presented by: Allie Harding & Andrew Taylor, co-authors of The Psychology of Exits

    During this session, Allie Harding and Andrew Taylor, co-founders of Plan for Transition, will share the results of a two-year research project on why owners procrastinate about their exit plans and how advisors can turn complacency into action.

    Advisors to small and medium business owners know the grim statistics on the destruction of wealth and legacy when business owners fail to plan for their inevitable exit. Despite years of providing wise counsel, data and skilled technical advice, advisors are no closer to moving 67% of their owner clients to action. Yet, as a result of advisors’ efforts, most owners know that succession planning is important. The question is, “Why won’t owners take steps to control the most significant personal and organizational transition of their professional life?” or more importantly, “What can advisors do to break this cycle and move owners to action?”

  • 12:00 p.m.1:00 p.m.
    Buffet Lunch
  • 1:00 p.m.2:30 p.m.
    Lead Generation Mastermind

    Moderated by: Greg Ellwood, Steve Wilcox, Geoff Green, John Nieuwenburg, Terri Wilcox, Jane Drigans

    In this session you will join a fellow group of advisors to discuss effective strategies for generating new leads. Your moderator will encourage the group to share their own experiences about leveraging tactics such as:

    • Workshops
    • Search Engine Optimization
    • Traditional advertising
    • Paid search
    • Partner marketing through Centers of Influence (COIs)
    • Outbound telemarketing
    • Client referral programs
    • LinkedIn marketing

    This will be your opportunity to see how your fellow advisors build their coaching practices.

  • 2:30 p.m.3:00 p.m.
    Break
  • 3:00 p.m.4:30 p.m.
    Built to Sell Radio Live
    Guest: Stephanie Breedlove

    This session will feature a live discussion between Built to Sell Radio host, John Warrillow and Stephanie Breedlove. In 1992 Breedlove co-founded a payroll and tax company for household employers, Breedlove and Associates. It began small with a self-funded start, and then grew fueled by its profitability. By 2012 they had hit $9 million in annual sales and they received an offer from Care.com for more than five times revenue. In this session, John will chat live with Breedlove about her astronomical exit.

  • 4:30 p.m.6:00 p.m.
    Reception

    Raise a glass with your fellow advisors during this casual reception. Connect with your friends and colleagues from training and make new friends and connections with your fellow attendees.

  • 8:30 a.m.9:00 a.m.
    Continental Breakfast

    Grab a light breakfast before a second big day of learning!

  • 9:00 a.m.9:45 a.m.
    Designing Your Unique Value Prop
    Presented by: Jose Palomino

    Of all eight drivers we analyze through The Value Builder Score, The Monopoly Control — how well you have differentiated your company — is the single most heavily weighted factor in the algorithm. It’s clear that in order to maximize the value of your client’s business, you will need to help them create a differentiated competitive advantage and Jose Palomino is arguably the world’s foremost expert on the topic. Jose will describe his process for creating a unique value proposition whether you’re working with a client or applying his methodology to your own firm.

    Jose is the author of Value Prop and president of Value Prop Interactive. Jose is an Adjunct Professor of Marketing at Villanova University where he earned his MBA and served as Chairman of the Executive MBA Alumni Association. He’s also served on the board of The Entrepreneurs’ Forum of Greater Philadelphia and is a Resource Speaker for Vistage International, the world’s largest CEO organization.

  • 9:45 a.m.10:30 a.m.
    The Rainmaker
    Presented by: John Nieuwenburg, founder of W5 Coaching

    In this session, W5 Coaching’s John Nieuwenburg will describe his process for selling The Value Builder Engagement. John holds the record for selling the most Value Builder Engagements in one month (6) and will share his strategy.

    You’ll learn how to:

    • Structure your presentation so that it covers the five questions every prospect wants answered
    • Conduct the “business diagnostic”
    • Transition from asking questions to presenting The Value Builder Engagement
    • Prevent the three most common objections to starting a Value Builder Engagement
    • Get the engagement with one simple technique that gets you and your prospect into alignment

    If you’d like to improve your conversion rate of Value Builder Assessments to Value Builder Engagements, you will not want to miss John’s session.

  • 10:30 a.m.10:45 a.m.
    Morning Break
  • 10:45 a.m.12:00 p.m.
    Helping Your Clients Finish Big
    Presented by: Bo Burlingham, author of Finish Big: How Great Entrepreneurs Exit Their Business On Top

    In this session Bo Burlingham, the bestselling author of Finish Big, will address the surprising psychology of selling a company. Bo’s focus will be on the mindset of the owner leading up to a sale and reveal some of the key findings from his research for Finish Big. Bo will share the revealing stories of real life exits including the good, bad and ugly.

    Bo will also share his specific recommendations for how advisors can help their clients prepare for their eventual exit.

  • 12:00 p.m.1:00 p.m.
    Buffet Lunch
  • 1:00 p.m.2:30 p.m.
    Ask Me Anything Expert Panel
    Guests: Jim Canfield, Roger A. Knecht, Geoff Green, Steve Wilcox, Steve Sutton

    We have hand picked a group of successful advisors who will join a discussion about how they have incorporated Value Building into their practice. John Warrillow will moderate this session and you will be encouraged to ask your own questions of the guests on stage. This is your opportunity to get your burning questions answered by a team of experts.

  • 2:30 p.m.3:00 p.m.
    Break
  • 3:00 p.m.4:00 p.m.
    Action Planning
    Presented by: John Warrillow

    John will lead you through an action-planning exercise to help you implement what you have learned at The Value Builder Summit. You will identify your strategic priorities for the year ahead, set a series of achievable goals for the quarter and identify a short list of “must do” actions item to complete as soon as you are back in the office. John will also officially close the conference with a look forward at some of the plans we have for the year ahead.

Venue

JW Marriott Las Vegas Resort & Spa
221 N Rampart Blvd Las Vegas, NV 89145, USA

A spectacular Las Vegas resort worth betting on

Enjoy both the natural beauty of Nevada and the electrified excitement of the Strip while staying at the JW Marriott. This Las Vegas meeting venue is set on over 50 acres of beautiful gardens within southern Nevada’s premier golf neighborhood. A serene environment offers stunning views of Red Rock Canyon as well as the sparkling lights of the world-famous city.

Transportation Services

The JW Marriott Las Vegas Resort & Spa is located just 16 miles northwest of McCarran International Airport (LAS) and offers guests complimentary valet and self parking. There are several transportation options available for guests including, Taxi Service ($60.00 - $65.00 each way), Hotel Airport Shuttle Service ($30.00, available only for departures), Hotel Shuttle Service to LV Strip (complimentary, first-come, first-served on a set schedule) and an Airport Super Shuttle ($25.00 each way). Find JW Marriott's transportation options here.

Buy tickets

Your registration fee includes course material, lunches and snacks and does not include your hotel room. You will be responsible to arrange your own transportation and accommodations.

Anyone who stops learning is old, whether at twenty or eighty. Anyone who keeps learning stays young.
Henry Ford