Navigating a Summit: A Young Leader’s Guide to CoreNet Global Summits

1. CoreNet Global Webinar Series Navigating a Summit: A Young Leader’s Guide to CoreNet Global Summits Tuesday, August 31st 2010 11:00am- 12:00pm EST

2. CNG Young Leaders Committee Virtual Learning Programs (VLP) Phoenix Summit Details – Young Leader Activities/Programs End-User Perspective on Navigating a Summit Service Provider Perspective on Navigating a Summit Questions & Answers Table Of Contents

3. 2010 Global YL Committee • Erica Chapman – Chair • John Wichman – Vice Chair • Joey Vlasto – Chapter Liaison Chair • Seth Martindale – Chapter Liaison Vice • Jennifer Graves - Chapter Liaison Associate • Kenny Rodriguez – Programs Chair • Addison Meriwether – Programs Vice • Sara McTyeire – Programs Associate • Jessica Beers - Strategy Chair • Scott Steuber Strategy Vice • Kristin Bender Strategy Associate • Michelle Lagos – Website & Communication Chair • Don Schmidt – Website & Communication Vice • Michael Sander – Website & Communication Associate • Stephanie Vondersaar – Service/Charity Chair • Elizabeth Pierce – Service/Charity Vice Young Leaders Committee Mission: Provides a forum for professionals 35 and under to fast track their careers in the corporate real estate industry through educational opportunities, networking, community investment volunteer events, & leadership opportunities. Get Involved Today! Contact Laura DiBacco – ldibacco@corenetglobal.org www.corenetglobal.org/youngleaders

4. Virtual Learning Programs (VLPs) • Tool used to reach out to Young Leaders across all chapters • Webinars will be sponsored by CoreNet Global and produced by the Young Leader Committee • Various topics primarily geared towards Young Leaders • Always a need for new topics for VLPs and future Programs! Contact Kenny Rodriguez (kenny.rodriguez@bnymellon.com) or Addison Meriwether (addison.meriwether@cushwake.com)

5. CoreNet Global Phoenix Summit September 18th – 21st • Saturday September 18th is the Community Reinvestment Challenge • Welcome to America Project: 7am - 2pm • SARRC GardenWorks: 8:30am - 2pm • Young Leader Events at the Phoenix Summit: • Monday, September 20th: Young Leaders Yoga Event (7am – 7:45am) • Registration for yoga is $20, paid in advance. All proceeds will go to SARRC GardenWorks and Welcome to America Project • Monday, September 20th: Young Leaders Program (2:30pm – 4pm) • Session #15: Stop Taking Up Space!: Resources for Exceptional Advancement • Monday, September 20th: Young Leaders Dine Out (6:30pm) • Contact Laura DiBacco at CoreNet Global (ldibacco@corenetglobal.org) to register.

6. Kathy Winkler • Vice President, Corporate Real Estate at Prudential Financial • Responsible for strategy & planning of 9MM SF of space ($250MM Rental Obligation) • Responsible for company’s art, furniture & space standards programs • President of CNG New York City Chapter • Former Committee Chair of CNG NYC SIGs and Education & Professional Development Committee

7. Lloyd Cooper • Senior Vice President, Real Estate Broker, Montreal Central at Cushman & Wakefield • B.C.L., L.L.B., M.B.A, MCR, SIOR • Specializes in tenant transactions • Over 25 years of real estate experience • Annual deal count of 100+ transactions & annual average of 2MM SF. • Top sales producer for over a decade & Canada’s Top Ten National Salespeople since 1994.

8. Navigating a Summit: The End-User Perspective

9. Navigating a Summit: The End-User Perspective • What was my first summit like? • Spring of 2005 • Overwhelming! • Friend in the industry helped me ‘navigate’ through multiple programs and introduction to other peers • Attended a networking event alone and found people were friendly & fun! • How have the summits changed since then? • From networking and social functions to a trademark of high quality learning programs.

10. Navigating a Summit: The End-User Perspective • Why are summits important? • Learning • Industry trends • Peer-to-peer knowledge sharing • Professional development • Networking opportunities • Why should Young Leaders attend a CoreNet Global summit? • Learning • Professional growth • Industry exposure • Networking • What should an End-user Young Leader expect in attending a CNG Summit? • Professional growth; industry knowledge that can assist in negotiation and strategizing; opportunity to meet other experienced professionals

11. Navigating a Summit: The End-User Perspective • Do’s • Plan ahead- review the programs/session descriptions and choose the events/learning session/speakers that best suit your needs. Set up and bring a calendar of events. You will not have time to do it there! • Go to as many events as possible. • Book the hotel far in advance, the best, most convenient accommodations get booked up quickly. • Wear comfortable shoes, you will walk a lot! • Dress nicely on the plane, you will run into others attending the summit

12. Navigating a Summit: The End-User Perspective • Do’s (Continued) • Try to connect with a friend/colleague in the industry that has attended the summit to help you navigate through the programs, but don’t be afraid to venture out on your own and explore, meet people, introduce yourself, this is a very friendly industry. • Look for volunteer opportunities (CRC, roundtable facilitator). • Look for mentors. • Follow up with people you want to stay in contact with and before the next Summit, contact the same people to see if they are attending again. • Have fun, but PACE YOURSELF!

13. Navigating a Summit: The End-User Perspective • Don’ts • Have fun, attend parties but remember, it’s a business meeting, drink responsibly, don’t get carried away, maintain a level of professionalism. • Don’t expect others to come to you, reach out to strangers and introduce yourself. • Enjoy your friends, but don’t just hang out with them, explore on your own and get out of the summit what is important to you. • Don’t expect service providers to wine and dine you; offer to pay your own way and treat sometimes and it will protect you from feeling obligated in the future. • Don’t sit in your hotel room and watch TV. • Take a break from your office responsibilities and don’t end up on your laptop/on-line or on the blackberry doing your emails. Good to check in periodically, but don’t let that prevent you from getting the most out of the summit.

14. Navigating a Summit: The End-User Perspective • As an End-User, what are your main objectives in attending a CNG summit? • Professional Development • Be selective in attending learning sessions/programs and events that will develop your skills/knowledge for new career opportunities • Education - best practices & case studies for business objectives • Select learning sessions that will provide me with knowledge I need to do my current job better • Networking • Attend networking events and introduce myself and get to know other industry professionals that will be able to help me with current job challenges and potential future career opportunities • Experience - can be used in regional symposiums and local chapter events • As the NYC Chapter President, I spend time meeting with CoreNet Global staff and leadership team, as well as other chapter leaders to gain best practices on Chapter development opportunities.

15. Navigating a Summit: The Service Provider Perspective

16. Navigating a Summit: The Service Provider Perspective CoreNet Global/IDRC History • Started in early 90’s as IDRC • Junior office tenant Rep Specialist • Invited by a client  End User • Dichotomy between service provider/End User • IDRC – Social/Networking Focus • Corenet – Education Focus • MCR • SLCR • Merger of Organizations • Change of character/make-up • Less reliance on social networking • Loosening of off-site rules • More focus on education courses • Reliance on trade floor for $$

17. Navigating a Summit: The Service Provider Perspective Importance of Attending Summits • Opportunity to get out of the local market • Expand horizons • Exchange information, market intel, best practices • Meet peers; Other service providers members of your organization or network • Meet end users in a non-threatning and informal context • Stay ahead of your local competitors • Education Element • Sessions • Keynote speakers • Pre-conference education courses • Stay ahead of your local competitors and members of your organization • Social Networking • Establish new social/business network • Have fun!! • See new cities/markets • Continuity of attendance • New Products, Services, Innovations • Trade floor exhibitors • Other service providers

18. Navigating a Summit: The Service Provider Perspective Preparation for a Summit • Register early (At previous summit) • Cheaper rate + promotions • Book into main hotel ASAP • Register for a pre-summit course • Book flights to arrive early Friday • Check out the global attendee list • Plan meetings with target users • Send emails to colleagues, friends or members of network to plan dinners, cocktails, tours etc. • Check out the list weekly for new attendees • Monitor event invitations • Dinners, meetings, exhibitions, tours • RSVP to as many as possible • Look at local sports schedule • Hockey, Basketball, Football, Baseball • Make advance dinner reservations • Saturday night

19. Navigating a Summit: The Service Provider Perspective Arrival at Summit • Did you book airport pick-up? • Pennsylvania • Look for obvious CoreNet attendees to share a ride • Start networking • Check in • Get room • Pick up registration package and badge ASAP and go through materials and latest attendee list. Hang around registration area to meet people. • Check out the business centre • Put your badge on immediately • Start networking and make friends • Line up dinner plans for Saturday night • Sunday afternoon • Attend hospitality events • Attend charter events 4 -6 pm • *** OPENING RECEPTION

20. Navigating a Summit: The Service Provider Perspective Setting up Your Schedule • Review session handbook and pick break-out sessions to attend • Set up breakfast meeting or network at the continental breakfast • Attend the opening session • Network at all coffee breaks • Attend lunch at the exhibit hall • Network at lunch • Visit all exhibit booths and understand product offerings • Set up dinner Monday night • RSVP for regional event • OR • Network/Corporate Dinner • OR • Dinner with clients

21. Navigating a Summit: The Service Provider Perspective Do’s & Don’ts • DO • Attend all sessions and networking events • Maximize networking time • Visit the exhibition hall, business center • Exchange market information • Bring lots of business cards • Bring proper business and business casual clothing • Look sharp and neat • Make a good impression • DON’T • Be loud and obnoxious • Get drunk • Be pushy and aggressive • Crowd the End-Users • Oversell

22. Navigating a Summit QUESTIONS?

23. Navigating a Summit ON BEHALF OF THE CORENET YOUNG LEADERS COMMITTEE, THANK YOU FOR ATTENDING!