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Register* On-line

*Registration requires an invitation code

Business conditions are changing rapidly for retirement plan service providers, affecting the relationship manager function in many ways.   Years of fee compression accentuated by regulators’ obsession with everyday low prices affect staffing levels, service quality, and ultimately plan effectiveness.  Industry consolidation at all levels (advisor practices, advisory firms, service providers, and investment managers) complicates the task of relationship managers called upon to performed functions for which they may be ill-suited.  Investment array management services are more critical than ever to continued business success, increasing the need for relationship managers to be conversant on the topic.  On the business side, relationship managers are challenged to add value from related services for which plan sponsor demand exists, while preserving service model integrity. Flexing the relationship management organization to meet the new order of business is a key 2015 priority for heads of client relationship management teams.

Meeting Objective

Forum for Chief Client Relationship Management Officers of retirement plan firms to discuss emerging industry trends, major challenges and opportunities, current and upcoming governmental regulations and other topics of interest to attendees.  Informal discussions are organized around topics suggested in the registration process.  There are no minutes of this meeting.


Attendance is by invitation only.  The invitation is extended to heads of client relationship management of retirement plan service providers operating in the following markets:
Corporate, government, Taft-Hartley and not-for-profit markets
Across distribution channels (consultant, adviser, brokerage, TPA, bank, direct, agent and others)
Large and jumbo plans
Micro, small and mid-sized plans

Date and Time

May 6, 2015

1:15 p.m. - 3:15 p.m. - Optional joint strategy session with the Account Management Roundtable

7:00 p.m.—Pre-event Networking  dinner at Max's Tavern

May 7, 2015

8:30 a.m. to 3:30 p.m. – Sessions

Breakfast starting at 8:00 a.m.


MassMutual Hotel and Conference Center 
350 Memorial Drive
Chicopee, MA  01020

Dress Code

Business Casual dress code.

Hot Topics

Business Conditions

  • Business environment evolution
  • Changing buying and renewal process
  • Due diligence discussions

Financial Management

  • Approaches to steer relationship managers to maximize profitability of their assigned block
  • Quantifying plan complexity
  • Fee levelization
  • Expense management
  • Articulating value to combat fee compression


  • Plan design decisions - how to convince clients to adopt productive features
  • Segmentation of service model required activities by segment
  • Cost and value of participant meetings
    • Delivered by dedicated staff
    • Delivered by client relationship managers


  • Impact of technological innovation of the relationship organization (e.g. virtual client meetings, virtual teams, collaborative browsing, mobile technology)
  • Use of technology to improve participant outcomes while reducing costs
  • Client Relationship Management Systems - activity tracking systems and processes

Managing the Team

  • Time management
    • Driving efficiency - across client activities
  • Use of external surveys to drive relationship management activity / product development
  • Managing Talent
  • Coordination with advisors - best practices
  • Service model - alignment across teams
  • Leveraging internal resources more effectively

Other topics suggested by attendees


Wednesday, May 6, 2015
7:00 p.m.     Pre-event Networking Dinner at Max's Tavern
Thursday May 7, 2015
8:00 a.m      Continental breakfast buffet
8:30 a.m.     Introductions
9:00 a.m.     Roundtable discussions: Evolving business environment
10:00 a.m.   Break
10:30 a.m.   Moderated breakout sessions  

    • Micro / Small (<10 million)
    • Mid-sized plans (10 million-<$70 million)
    • Large and Jumbo plans (≥$70 million)

12:00 p.m.   Cold Buffet Lunch
1:00 p.m.     Roundtable discussions: Investment services
2:00 p.m.     Roundtable discussions: Team development
3:30 p.m.     Meeting adjourns

Optional Strategy Session - May 6, 2015

1:15 p.m. - 3:15 p.m.  Joint session with the Strategic Account Management Roundtable moderated by Kevin Chorniak, Former COO of Fifth Third Bank

This session will develop a strategic vision of effective client service/team interactions in a next generation client service organization within a distributed workforce based on research conducted by EACH Enterprise, LLC and Spring International.

Read the Strategic Vision Research

Optional Web Conference Series - July/August 2015

Making Plan Committee Meetings Truly Work - Workshopping Real Problems with Real Solutions

This series of 4 Web Conferences moderated by Professor Steven Rogelberg of UNC - Charlotte will help client relationship managers and account managers effectively lead plan committee meetings to promote effectiveness, engagement, and innovation.  The objective is definetely not to present 5 things to do differently, it is about establishing better practices and a different mindset to meetings so that value/ROI is better assured.

  • Webconferences will take place on EACH Enterprise's online learning and group discussion platform hosted by omNovia
  • Firms that take advantage of this option may send two attendees to the inaugural series of this webconference series

Read Full Description

Pre-event Networking Dinner

“Go after work, go with a big party on a Sunday or go for a business lunch.  There is a reason that this place is the go-to place for Springfield's A-Team.  The restaurant is on its game and the chefs shoot to score.”  The Valley Advocate

Hotel / Transportation

A block of rooms has been reserved at the MassMutual Hotel and Conference Center in Chicopee, MA.  The cost is $115.00 per night not including taxes and incidentals (payment due at checkout time.)  For reservations please check the appropriate box when you register.

MassMutual Hotel and Conference Center
350 Memorial Drive
Chicopee, MA  01020

Rental cars are recommended for transportation between Bradley International Airport and MassMutual Hotel and Conference Center.


Register on-line

Registration requires an invitation code.  Payments by credit card, debit card, check or bank transfer

Registration deadlines and Cost Per Attendee    

Registration deadline:

Roundtable, Strategic

Session, and

Webconference Series

Roundtable and

Strategic Session

Roundtable Only
On or before March 31, 2015 $1,600.00 $1,150.00 $950.00
After March 31, 2015 $1,950.00 $1,400.00 $1,100.00

Cancellation policy:

EACH Enterprise, LLC will refund your entire meeting fee if you cancel on or before March 31, 2015.  For cancellations between  April 1, 2015 and April 23, 2015, EACH Enterprise, LLC will refund your registration fee minus an administration fee of $175.  No refunds for cancellations after April 23, 2015.  In the unlikely event that the number of registered attendees falls short of expectations, EACH Enterprise, LLC will refund the entire registration fee. 

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Phone: (860) 254-5046
Fax: (860) 838-2830
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EACH Enterprise, LLC
16A Pasco Drive
East Windsor CT 06088