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Feb 1, 2018 - Swissôtel, Sydney. Developing authentic leadership skills and positioning yourself for success as a leade
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Women in

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Leadership Summit

Developing authentic leadership skills and positioning yourself for success as a leader in sales and business development

FEATURED SPEAKERS Peggy Renders Executive Manager, Head of Solution Advisory SAP Australia & New Zealand Jennifer Wright Vice President Sales, Performance Acceleration SAP Katie Dowling Executive Director, Head of Corporate Sales, Australia - Financial Markets Westpac Banking Corporation Matthew Foster General Manager Royal Canin Mars Becky Cook Vice President & General Manager, Global Client Group JAPA American Express

2018 Theme: ‘Breaking Barriers’ Pre-Summit Workshop 16 April 2018 Summit 17 & 18 April 2018 Post-Summit Workshop 19 & 20 April 2018

Swissôtel, Sydney Lead with confidence

Kelly Purcell Director, B2B Marketing & Growth Fairfax Media Australia

Overcome obstacles

Brian Gallagher Chief Sales Officer Southern Cross Austereo

Unlock your potential

Tara Ridley Director, ANZ Partner Organisation Cisco Natalie Moore General Manager of Sales - Retirement Living Lend Lease Leah Barroccu Head of Field Sales Nestle Carol Johnson Director, Sales Enablement Salesforce Jodi West Head of Institutional FX Sales ANZ Kathy Hicks National Manager, Key Account Team Sanofi

Inspire others

EXCLUSIVE DISCOUNT

Members of supporting organisations receive a special 10% discount off standard rates!

Phone: +61 2 8239 9711 www.liquidlearning.com Booking Code - QC

EVENT PARTNERS

Lottie Laws Head of Video Twitter Rene Cunningham Director of Sales & Marketing Thales Kristi Mansfield Director of Strategy & Transformation Oracle Andrea Ingham Head of Sales Spotify Jo Moxey Head of Advisor Distribution BT Financial Group

ORGANISED BY

Pre-Summit Workshop 16 April 2018 9.00 - 4.30

Break career barriers and overcome obstacles The progression from a sales position to a leadership position is often a difficult one. In any given sales role it comes down to the individual to find the motivation, drive and skills to succeed. When transitioning into leadership, the first challenge is breaking through a self-focused mindset and developing your leadership style. Many different barriers are present for both current and aspiring female leaders in sales, but these can be overcome with the right training and skills. This workshop will provide insight into how to create a constructive and inclusive workplace environment, honing strengths and developing skills as a transformative leader. Julie will provide attendees with essential strategies and skills for leadership development. By the end of the workshop, participants will be able to confidently communicate their ideas, concepts and strategies. Make an impact with authentic leadership • What it means to be authentic • Discover your leadership attributes and unique qualities • Leadership styles that reinforce a positive culture Build an inclusive workplace culture • Work from a people-centric perspective • How to progress if a culture is not inclusive • Learn to communicate effectively with different personalities Progress confidently and positively in a competitive space • Understand your own mindset and how it impacts others around you • Remain positive despite challenges • Use the right style in the right situation Lead with emotional intelligence • Balance reason, emotion and direction • Recognise, understand and influence the emotions of others • View situations as a challenge and lead accordingly

Expert Facilitator: Julie Alexander Executive Director Changing Change International Julie is an international executive with over 25 years’ experience working with blue chip companies like Avis, Cendant (owners of brands such as Century 21, Howard Johnson and Wyndham), and with retail banks and insurance co’s internationally - NatWest, Lloyds Bank and RBS in the UK and ANZ, CBA and Visa Consulting in Australia, as well as the British Government. She is also a master coach, behavioural specialist, trained facilitator and trainer. With a background in PR, event management, international exhibitions and latterly client management and client development, Julie has also specialised in multi-million dollar consultative sales and the creation of new divisions. Her passion is business culture optimisation and transformation. She uses her skills and experience to educate, consult, mentor and coach globally.

More people? More savings!

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DELEGATES

DELEGATES

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10%DISCOUNT

15%DISCOUNT

20%DISCOUNT

TEAM BOOKINGS

SPONSOR TODAY!

Receive a 20% discount when booking a team of 8 to attend, please call: +61 2 8239 9711 or email: [email protected]

Limited sponsorship and exhibition opportunities available. For your chance to brand yourself as a market leader, please call: +61 2 8239 9711 or email: [email protected]

Enhance your leadership effectiveness

Day One

17 April 2018

10.55 - 11.30 CASE STUDY

Develop a holistic approach to leadership

In the competitive sales environment, it is important to be resourceful and motivated as a leader. In this session, Kristi will draw on personal experience and share her leadership path, exploring what helped get her where she is today. • Seek opportunities to strengthen your skills • Explore diverse challenges and experiences • Find extra-curricular career building opportunities

2018 Theme: ‘Breaking Barriers’ We all want to reach our full potential, but how do we break through the inevitable barriers confronted during a career? Every accomplished leader made it to where they are today by overcoming the obstacles holding them back. Once the barriers impeding personal and professional growth are removed, aspiring leaders are one step closer to reaching their professional potential. Our line-up of inspirational leaders will share the obstacles they have overcome on their journey to senior level leadership. This is a great opportunity to gain the tools necessary to pave the way toward a successful and rewarding career. 8.30 - 8.55

Registration and Morning Coffee

8.55 - 9.00

Official Welcome and Opening Remarks from the Chair

9.00 - 9.35

11.30 - 11.45 Questions and Discussion 11.45 - 12.20 EXPERT COMMENTARY

Break through unhelpful mental barriers

Mindset is a critically important make or break factor when positioning yourself for career progression. With an incredible career and inspirational personal journey, Bernadette will share insights on how to succeed in the face of adversity. • Shift your focus to what matters most • Adopt a mindset of mental readiness • Communication skills for optimal leadership

OPENING KEYNOTE CASE STUDY

Advance with self-awareness

A conscious and self-aware leader believes you can only really succeed at your highest level by helping others and society as well. A conscious leader is focused not just on profits and goals, but focuses on the 3 P’s: People, Profit and the Planet. Peggy is passionate about promoting this leadership style and will share her experiences in this session. • Work with conscious and purposeful leadership • Reflect on past experiences • Create stepping stones for others

Peggy Renders Executive Manager, Head of Solution Advisory SAP Australia & New Zealand 9.35 - 9.50

Kristi Mansfield Director of Strategy and Transformation Oracle

Questions and Discussion

9.50 - 10.25 CASE STUDY

Progress with confidence in a male-dominated industry

Successful women in sales are steadily beginning to rise into visible leadership positions. While this is a progressive step for the industry, there are still many unique challenges women face when developing their career. Jodi will share her stories of professional growth and the insights she has gained during her career in sales. • Perceived gender differences in leadership • How gender affects your networking style • Advantages of diverse perspectives

Jodi West Head of Institutional FX Sales ANZ 10.25 - 10.40 Questions and Discussion

Bernadette McClelland Chief Executive Officer 3 Red Folders 12.20 - 12.35 Questions and Discussion 12.35 - 1.35 Networking Lunch 1.35 - 2.25

INTERACTIVE PANEL DISCUSSION

The importance of inclusive leadership

Striving for gender balance at the leadership level is important when creating an inclusive work culture. Recognising these inequalities and taking steps to rectify them is the responsibility of both males and females. Our panel will discuss strategies for building an inclusive culture. • Are there communication differences between genders? • Disrupt outdated thinking patterns and unconscious bias • Inclusive leadership styles

Andrea Ingham Head of Sales Spotify Tara Ridley Director, ANZ Partner Organisation Cisco Brian Gallagher Chief Sales Officer Southern Cross Austereo Matthew Foster General Manager Royal Canin Mars Kelly Purcell Director, B2B Marketing and Growth Fairfax Media Australia Becky Cook VP & GM Global Client Group JAPA American Express

10.40 - 10.55 Morning Tea

FOLLOW THIS EVENT Tweet about this event using the hashtag #WilmaChat and @LiquidLearning for daily industry updates!

All WILMA Members receive 10% off the Standard Rate Sign up today at www.wilma.net.au

PLUS TWO WORKSHOPS! Plus two separately bookable interactive workshops before & after the event

VALUE PLUS DISCOUNT Receive up to $400 off registration if you register and pay by 7 December 2017

2.25 - 3.00

EXPERT COMMENTARY

Communication barriers in the workplace

A lack of understanding about different communication styles can prevent teams from effectively working together. Researchers have identified several communication traits which tend to be more commonly divided across genders, creating a barrier for open communication between employees. Judy will explore how to overcome these common communication challenges. • Get quick buy-in from all stakeholders • Nip problems in the bud early • Learn how to be confident and assertive, rather than emotional or aggressive

Judy Hojel Chief Executive Officer People and Performance Training 3.00 - 3.15

Questions and Discussion

3.15 - 3.30

Afternoon Tea

3.30 - 4.05

CASE STUDY

Lead organisational change and build teams that deliver results

Great leaders challenge the status quo in the pursuit of excellence. In this context, it is beneficial to have an appreciation of how change affects employees. In this session, Natalie will discuss how to improve team performance for organisational success and the realities of implementing change. • Strategies to initiate and influence change • Develop confidence when dealing with conflict • Navigate unconscious bias as a female leader

Natalie Moore General Manager of Sales - Retirement Living Lend Lease 4.05 - 4.20

Questions and Discussion

4.20 - 4.30

Concluding Remarks from the Chair

Day Two 18 April 2018 8.30 - 8.55

Morning Coffee

8.55 - 9.00

Opening Remarks from the Chair

9.00 - 9.45

OPENING CASE STUDY

Seek out and seize career opportunities

Having the confidence to take risks and work outside of your comfort zone is what drives career progression. Seeking and seizing opportunities to develop your career can sometimes take you in an unexpected, yet rewarding direction. In this session, Katie will discuss her initial transition into sales and the leadership journey that followed. • Know your worth and transferable skills • Figure out what you want to achieve and make it happen • Effectively utilise your connections

Katie Dowling Executive Director, Head of Corporate Sales, Australia - Financial Markets Westpac Banking Corporation 9.45 - 10.00 Questions and Discussion 10.00 - 10.45 EXPERT COMMENTARY

Bridge the gap from specialist to leader

Transitioning into a leadership role often means making the move from technical or process expert to an influencer, from micro to macro, and developing the ability to see the bigger picture. Tamar will discuss the common challenges faced in this transition and the skills to overcome them. • Find strengths in your new role • Break through old mindsets • Develop a strategic and agile leadership identity

Tamar Balkin Organisational Psychologist/ Executive Leadership Coach Balkin Coaching

4.30-5.30PM NETWORKING RECEPTION

10.45 - 11.00 Questions and Discussion

Make the most of your experience, join us to network over complimentary canapés and drinks

11.00 - 11.15 Morning Tea

FACULTY OF EXPERTS Greg Gladman Managing Director, Global Sales Sales and Leadership Performance Judy Hojel Chief Executive Officer People and Performance Training Bernadette McClelland Chief Executive Officer 3 Red Folders Julie Alexander Executive Director Changing Change International

11.15 - 12.00 CASE STUDY

Motivate employees to perform to their full potential

A good attitude and positive workplace culture are essential in any sales role. Reflecting on her successful leadership career, Carol will discuss how management can engage employees and foster a high-performance culture. • How to build rapport • Strategies for leading inclusively • Motivate your team for success

Carol Johnson Director, Sales Enablement Salesforce 12.00 - 12.15 Questions and Discussion 12.15 - 1.15 Networking Lunch

Sue Barrett Founder and Managing Director Barrett Consulting Group Tamar Balkin Organisational Psychologist/ Executive Leadership Coach Balkin Coaching

SUPER SAVER DISCOUNT

EARLY BIRD DISCOUNT

Receive up to $250 off registration if you register and pay by 1 February 2018

Receive up to $150 off registration if you register and pay by 23 March 2018

Overcome career challenges 1.15 - 2.15

INTERACTIVE PANEL DISCUSSION

Demonstrate resilience in challenging times

As a leader in sales, it is important to have the strength to lead through difficult times and motivate teams to persevere in the face of adversity. Our panel of experts will discuss what resilient qualities successful leaders can display in order to motivate and inspire others. • Channel emotions in a productive way • Be present and productive in all aspects of your life • Avoid emotional burnout

Rene Cunningham Director of Sales & Marketing Thales Jennifer Wright Vice President Sales, Performance Acceleration SAP Lottie Laws Head of Video Twitter Kathy Hicks National Manager, Key Account Team Sanofi Leah Barroccu Head of Field Sales Nestle Jo Moxey Head of Advisor Distribution BT Financial Group 2.15 - 3.00

EXPERT COMMENTARY

ABOUT THE EVENT The sales profession is a high-pressure, competitive and dynamic environment. A successful sales team requires exceptional direction from resilient and confident leaders. The most important factor in shaping any working environment is derived from the behaviour demonstrated by those who lead teams. As a result, professionals leading business development, account management and other areas of sales must have a strong grasp of effective leadership strategies. In a country where the majority of all purchasing decisions are made by women, females are still largely underrepresented in sales. To accelerate career progression in this competitive role, existing and emerging female leaders must develop their ability to lead through adversity, bounce back from career setbacks and realise their authentic leadership style. Liquid Learning is proud to present the 3rd Women in Sales Leadership Summit. Our exceptional programme of industry-leading speakers will equip high-performing women in sales with an essential set of skills to step into leadership roles. Attendees will hear uplifting and inspiring personal experiences from successful women in this exciting and competitive space. Register team members early to take advantage of generous group and early-bird discounts!

The role and art of accountability in sales leadership

In a global survey of over 3000 managers, 82% of respondents reported they lack the discipline to hold others accountable. Greg will reflect on his years of experience in sales leadership and showcase the evaluation results of over 18,000 sales managers to reveal the global best practices for accountability. • What is accountability and why is it so difficult in sales? • Improve your workplace accountability culture • Break through any barriers in the way of your success

WHO WILL ATTEND Current Leaders

Greg Gladman Managing Director, Global Sales Sales and Leadership Performance 3.00 - 3.15

Questions and Discussion

3.15 - 3.30

Afternoon Tea

3.30 - 4.30

Aspiring Leaders

INTERACTIVE CLOSING ROUNDTABLE

Future directions for women’s leadership in sales In this interactive session, Julie will bring together the themes and ideas explored over the course of the two days. Through an engaging discussion, she will help to summarise key takeaways from the event and ideas alongside suggestions about how to progress with these inspiring lessons in mind. • Key lessons gained from the summit • Important skills to help you succeed • Develop an action plan moving forward

Future Leaders

Julie Alexander Executive Director Changing Change International 4.30

Concluding Remarks from the Chair and Summit Close

More people? More savings!

3

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5

7

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DELEGATES

DELEGATES

DELEGATES

10%DISCOUNT

15%DISCOUNT

20%DISCOUNT

Phone: +61 2 8239 9711 www.liquidlearning.com

Post-Summit Workshop 19 & 20 April 2018

Account Managers High Performance & Leadership Workshop Successful account management requires a specific balance of soft and hard skills, and a strong resolve to overcome the challenges. Managing stakeholders from both the client side and within your own organisation requires the development of influential leadership skills. Not the typical leadership of a line manager or people manager, but leadership of a strategic and tactical nature that is centred on an initiative, multi-stakeholders, and a desired outcome for both parties. This unique two-day workshop will examine the many moving parts, the core leadership elements of being a highly effective strategic account manager. Sue Barrett, founder and CEO of Barrett Consulting Group, will be your leader, guide and facilitator over these two days. Using real client accounts, this practical and hands-on workshop will take you through the process of working on strategic key accounts, identifying those clients who are prepared to partner with the organisation and those who may be less inclined to such partnerships. From here, the Account Manager can apply a range of sales strategies and tactics to determine the best ways to engage and develop each client account and lead and engage their internal teams to drive results. You will leave with the skills and techniques needed to understand different decision-making processes to define true client-driven value so that the national/strategic account becomes a willing, rather than hostile, partner in the buy-sell process. This experiential program will provide you with the leadership skills, techniques, and tools to define key accounts, assess the viability of opportunities and determine the strategies needed to ensure accounts are locked in and opportunities are won at maximum value to both buyer and seller. Day One

9.00 - 4.30

Self-leadership and discovering your authentic leadership style as an Account Manager • Effectively position yourself as a leader in your business • Self-motivation and pursuing new opportunities for value creation • Access growth opportunities professionally and personally by establishing strategic dialogue and developing partnerships internally and externally Understand Account Management • Overview of the strategic account management functions • Identify differences between strategic, major and key accounts and how to work with them

Day Two

9.00 - 4.30

Engage and connect - Influencing stakeholders across the business • Creating the Butterfly versus Bow Tie effect: How to engage, connect and lead the right people in your business with the right people in your clients’ businesses to achieve harmony, right action and good results • The power of Tribe structures to better manage national accounts: A leading online business case study • Harness the power of non-sales people in your organisation to help develop and retain strategic accounts Defining client-driven value for each client and key partners • Mapping and working across your company’s value chain to deliver the right outcomes for buyers and sellers and strategic partners

• Strategies to add more value to your function

• Applying Key Account Management (KAM) tools and processes

Build, lead and develop an effective account team

Stakeholder management strategies to initiate and drive change

• Develop targeted account strategies with tactical day-to-day actions and activities for your account teams

• Identify different types of stakeholders - Motivate and collaborate with the appropriate people

• Create alignment on strategy, responsibilities and expected contribution from your business

• Steer key stakeholders to the desired outcome • Stimulate significant, immediate and lasting change with key stakeholders

• Drive team collaboration across all organisational units

• Understand and demonstrate intrapreneurial behaviours to initiate and drive effective change

Plans for progression • Reflections and action plans on Accounts • Create a personal development plan

Next steps and reflections • Account Action Plans review and preparation • Building on your personal development plan

Expert Facilitator: Sue Barrett Founder and Managing Director Barrett Consulting Group Living by the philosophy “everybody lives by selling something”, Sue Barrett is the founder and CEO of the innovative, forward-thinking and preeminent sales advisory and education firm, Barrett (est. 1995), as well as the online sales education and resource business. Helping people and businesses sell better, among her many achievements, Sue and her team were the first in Australia to make Selling a university qualification, build an online Sales Strategy and Operations Audit System that benchmarks the effectiveness of any sales operation, and build the world’s first sales competency dictionary. Sue is a Sales Philosopher, Activist, Strategist, Speaker, Trainer, Coach and Adviser and is regarded as one of the most authoritative thought leaders reporting on and working in the selling profession in Australia today with articles featuring weekly in SmartCompany, and regularly in BRW and IPA’s magazine The Public Accountant, with a growing following overseas. She has written more than 600 blog posts and 21 e-books on sales philosophy, ethics & culture, sales strategy & operations, sales leadership and coaching, sales methodologies & excellence, sales training strategies including blended and e-learning, sales recruitment, assessment and benchmarking, sales mindset, resilience and neuroscience. An advocate for women in sales, Sue is currently working on her latest research project ‘Sell like a Woman’, and with her team produces the Annual 12 Sales Trends Report. Sue was inducted into the Business Women’s Hall of Fame 2000, a Finalist in 1998 & 2001 Telstra Business Woman of the Year Award and 1997 Winner of Telstra & Victorian Government Small Business Award. Sue is the mother of 2 teenage boys and lives and works with her partner, Jobst, of 25 years. She is also a competitive swimmer and field hockey player, as well as a keen practitioner of yoga and meditation.

TEAM BOOKINGS

SPONSOR TODAY!

Receive a 20% discount when booking a team of 8 to attend, please call: +61 2 8239 9711 or email: [email protected]

Limited sponsorship and exhibition opportunities available. For your chance to brand yourself as a market leader, please call: +61 2 8239 9711 or email: [email protected]

Booking Form

Swissôtel, Sydney 68 Market St, Sydney, NSW, 2000 Ph: +61 2 9238 8888

3rd Annual Women in Sales Leadership Summit 16, 17, 18, 19 & 20 April 2018

WSAL0418A - QC

Organisation Name

Registration Information

Address

Title

Full Name

Position

Title

Email

Full Name or TBA

Postcode

Phone

Position

Email

Attendance Date/s

1

c 16 c 17 & 18 c 19 & 20

2

c 16 c 17 & 18 c 19 & 20

3

c 16 c 17 & 18 c 19 & 20

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c 16 c 17 & 18 c 19 & 20

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Options (per person)

Value Plus Rate***

Super Saver Rate**

Early Bird Rate*

Register and pay by 7 December

Register and pay by 1 February

Register and pay by 23 March

5 Days

$4595 + GST = ($5054.50)

$4745 + GST = ($5219.50)

$4,845.00 + GST = ($5329.50)

$4995 + GST = ($5494.50)

4 Days

$3995 + GST = ($4394.50)

$4145 + GST = ($4559.50)

$4,245.00 + GST = ($4669.50)

$4395 + GST = ($4834.50)

3 Days

$3195 + GST = ($3514.50)

$3345 + GST = ($3679.50)

$3,445.00 + GST = ($3789.50)

$3595 + GST = ($3954.50)

2 Days

$2395 + GST = ($2634.50)

$2545 + GST = ($2799.50)

$2,645.00 + GST = ($2909.50)

$2795 + GST = ($3074.50)

1 Day Workshop

$1345 + GST = ($1479.50)

$1395 + GST = ($1534.50)

$1,445.00 + GST = ($1589.50)

$1495 + GST = ($1644.50)

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Save up to $150

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Exhibition Package

Exhibition Table, Brand Exposure at Event, 2 x 2 Day Delegate passes

Group Discounts Available:

10% off Standard Rate Team of 3 - 4

TOTAL incl GST

$8995 + GST = ($9.894.50)

15% off Standard Rate Team of 5 - 7

Standard Rate

All Prices listed in Australian Dollars

20% off Standard Rate Team of 8 +

Conditions: Group Discounts apply for bookings made simultaneously. Only one discount applies. Group discounts apply to standard rates only. Group discounts are not applicable to Value Plus, Super Saver and Early Bird rates. Discounts cannot be applied retrospectively and must be claimed at the time of booking. Liquid Learning Group reserves the right to have sole discretion on an organisation’s eligibility for discounts. Note: Course materials, refreshments & lunches are included. Travel and accommodation are NOT included. Registration Options are per person only.

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Registration Policy: If you are unable to attend this event, you may send a substitute delegate in your place at no additional cost. Please advise us of any substitutions as soon as possible. Alternatively, you may transfer your registration to another event run by Liquid Learning Group Pty Ltd. A 10% service fee may apply. Should you wish to cancel your registration, please notify us in writing as soon as possible and a credit note will be issued valid for use towards any future event held by Liquid Learning Group Pty Ltd in the twelve months following date of issuance. Cancellation notifications received less than 14 days from the event running will receive a credit note to the value of the registration fee less a service fee of $400 plus GST. Liquid Learning Group Pty Ltd does not provide refunds for cancellation. The prices above are based on one person per registration. It is not possible for multiple people to attend within any day of the event on a single registration. Split tickets, i.e. a different person attending each day of the event, can be arranged. A fee will apply. Please call us for details. Liquid Learning Group Pty Ltd takes all care to produce high quality events that deliver as promised. All advertised details are correct at time of publishing.

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However, when circumstances beyond our control prevail, we reserve the right to change program content, facilitators or venues. We also reserve the right to cancel or reschedule events if circumstances arise whereby performance of the event is no longer feasible, possible or legal. Liquid Learning Group Pty Ltd will not be responsible for any loss or damage arising from any changes to or cancelling or rescheduling of an event. If an event is cancelled or rescheduled, Liquid Learning Group Pty Ltd will make every effort to contact every registered delegate; if an event is cancelled or you are unable to attend the rescheduled event you will be issued with a credit note valid for use towards any future Liquid Learning Group Pty Ltd event held in the twelve months following date of issuance. Disclaimer: Liquid Learning Group Pty Ltd has taken due care in selecting qualified professionals as its authors and course facilitators. The information provided by course facilitators is not produced by Liquid Learning Group Pty Ltd and should not be regarded as advice. Liquid Learning Group Pty Ltd accepts no responsibility for reliance on such information and recommends that its clients seek

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further professional advice. Privacy Statement: Liquid Learning Group Pty Ltd is committed to your privacy. All information collected on this registration will be held in the strictest of confidence and in accordance with the Privacy Act 1988. Liquid Learning Group Pty Ltd will add your information to a secure database. This will be used primarily to contact you for ongoing research, product development and notice of future events and services offered by Liquid Learning Group Pty Ltd. Occasionally you may receive information from organisations associated with Liquid Learning Group Pty Ltd. If you do not wish to receive such information please tick this box: c To update or have your details deleted please advise our Database team at Liquid Learning Group Pty Ltd, Level 9, 80 Clarence Street, Sydney NSW 2000, PH: +61 2 8239 9700, email: [email protected]  © 2018 Liquid Learning Group Pty Ltd ACN 108 415 354