ADRP Conferences

Pre-Conference

 

Certification Sessions

Wednesday, May 19, 2010: 8 - 11:30 a.m.

Proper Planning Prevents Park and Prays:
Developing Successful Calendar Building Skills
Aissa A. Martin MT (ASCP), Regional Manager,
Recruitment Support, American Red Cross Southern Region

Early Registration Cost: $99 (Includes Workshop and Wednesday breakfast)

A  successful recruiter or manager knows the 5 P’s of calendar management -  Proper planning prevents park and prays! One of the major responsibilities of a donor recruiter is to develop a well-balanced sponsor calendar that will maximize units collected per collections staff, increase average collection per operation, ensure achievement of monthly goals, and provide donor opportunities to increase donor frequency. This workshop will guide the new recruiter in fundamentals of the sponsor calendar and allow for practice of evaluating sponsor groups for calendar placement and development.

Take Home Value:
 • Understand that the purpose of the calendar building process is to prioritize operations and maximize the utilization of resources.
 • Identify types of sponsor accounts and develop strategic scheduling techniques.
 • Practice techniques to build a sponsor calendar that increases drive size and eliminates the need to schedule “Park and Pray” drives.

Wednesday, May 19, 2010: 1 - 4:30 p.m

Territory Management and
Strategic Planning for Account Managers
Andrea Cefarelli, Director of Recruitment, New York Blood Center
Debra Kleinman, Manager, Business Development, New York Blood Center

Early Registration Cost: $99 (Includes Workshop and Wednesday lunch)

Session will cover detailed strategic planning and territory management training for maximum territory performance. This will include annual strategic planning, understanding the 80/20 rule, center market segment priorities and best practices for identification and cultivation of potential.

Take Home Value:
 •  Strategic planning and territory management.   
 •  Identification of key accounts, strategic priority markets, identification of opportunities for increased frequency and performance for maximum growth. 
 •  Best practices for maximization of new business potential. 

Skill Building Workshops

Wednesday, May 19, 2010: 8 - 11:30 a.m.

Coaching During Challenging Times
Chris Sopa, Chris Sopa International

Early Registration Cost: $99 (Includes Workshop and Wednesday breakfast)

What a time to be a recruiter or manager! Today’s climate is characterized by extraordinary levels of uncertainty, disruption, and change, and the forecast is for more of the same. Yet with negative comes extraordinary opportunities. Leaders must chart a course through this stormy environment, developing and implementing effective strategies while maintaining drive, morale, motivation, innovation and vision for their recruiters and centers. Success, and even survival, depends on it.

Take Home Value:
Managers of recruiters should attend this session to learn how to:
 • Redouble efforts to establish trust and credibility with staff.
 • Avoid chaos, unintended consequences, and working at cross-purposes.
 • Manage dilemmas to increase the effectiveness of your strategies.
 • Ready your team or organization to seize new opportunities.
 • Empower your people to perform their best even in trying circumstances.

Wednesday, May 19, 2010: 1 - 4:30 p.m

Management Best Practices Symposium
Worth the Investment...
Panel Speakers Include: Jill Allen, American Red Cross; Michelle Stefan, Carter BloodCare; Betsy Ward, Memorial Blood Centers/2007 ADRP Manager of the Year
Facilitator: Aissa Martin, American Red Cross and 2003 ADRP Manager of the Year

Early Registration Cost: $99 (Includes Workshop and Wednesday lunch)

With senior leadership scrutinizing each line in the budget, investing in the development of the management team that directly drives the sales force is essential. This symposium brings together strategic thinkers in recruitment to share best practices, anticipate and mitigate current changes, share perspectives and develop problem-solving solutions. 

Proven industry experts, including past winners of the ADRP Manager of the Year Award, will present their view and perspective on current topics. Participants will be asked to pre-submit case scenarios for discussion.  During the last half of the session, participants will work in small groups to solve the experts’ case studies.  As they develop solutions, peers and experts will be on hand to coach and provide real time feedback. Skill and tactics learned in this session can be quickly implemented.

Take Home Value:
 • Tips and tactics for goal distribution among territories.
 • Motivating the new generation of recruiters ( GenY in a Boomer’s World).
 • Managing recruiters to perform to metrics other than “goal attainment.”
 • Maintaining a positive relationship with organizational departments.

CEO Leadership Symposium

Wednesday, May 19, 2010: 12:30 - 3 p.m.

Reinventing Recruitment
Featuring  FISH! Philosophy - Part 1
Deena Ebbert, FISH! Speaker

Early Registration Cost: $99 -- Includes Part 1 and 2

  • How do we plan the right thing at the right time?
  • How do we serve and continue to cultivate our client base, our community relationships, our image and our constituency?
  • How do we communicate successfully in an environment when everything changes so quickly? 
  • How do we do it all when there are so many avenues available to us via technology when perhaps we have more “stickiness” face to face? 

ADRP recognizes the challenges blood center CEOs and senior managers have in today’s unpredictable and multi-directional change environment.  In today’s marketplace, to maintain the status quo is to fail.

To help blood center management lead and motivate their organizations in this sometimes dynamic and sometimes chaotic situation, ADRP is hosting this special CEO Leadership Symposium: Reinventing Recruitment.

Statistics show that only about one-third of employees and managers at a company are engaged – that leaves a lot of upside for generating success and revenue with the best marketing tool you have – your people! Attend this workshop to see how the proven practices of The FISH! Philosophy can re-awaken the passion and energy recruiters and other employees have to serve your donors, sponsors and each other! The goal is to show leadership how to create a framework that motivates donor recruitment staff while at the same time explaining the need to be fluid in their role. Your blood center needs to be extraordinary – this session will help you get there!

This two and one-half hour session will remind you of the way you really want to lead and give you the practical tools to awaken a renewed passion that generates increased efficiency and higher productivity!

Take Home Value:
 • Learn how to keep resource levels high in a shifting economy.
 • Be re-energized by fresh new ideas.
 • Take back strategies to put into practice immediately.
 • Be reminded of the power of the contribution you make within the community.
 • Create successful sustainability. 

A natural leader, Deena Ebbert spent 15 years sought after by heads of industry during times of turbulence and change. From innovative high-technology start-ups to Fortune 500 powerhouses, Deena built a reputation by creating winning environments where top-performing teams flourish.

Wednesday, May 19, 2010: 3:30 - 5 p.m.

Reinventing Recruitment
Featuring Industry Panel - Part 2
Facilitated by President John A. Hagins

As noted above, during 2009 blood centers and their recruitment teams faced incredible challenges. Across the globe, blood centers saw inventories grow followed by increased product outdates. Today, blood centers face:
 •  Fluctuations in demand.
 •  The impact of the current global financial environment.
 •  An aging demographic.
 •  The need to rapidly correct inventories.
 •  Anticipated future risk reduction measures.

Regardless of whether—or rather when—the industry experiences a rebound in blood demand, centers are anticipating that the industry will look and respond differently as a result of emerging demands and operating standards. Centers need to redesign the supply and demand models and to reposition marketing and communication to foster donor retention and responsiveness. They also need to adopt flexible workforce planning and improve demand forecasting.

During the second part of this session, a panel of industry leaders will discuss trends and offer predictions and advice on Reinventing Recruitment.