SIA'S EXECUTIVE FORUM

2020 Executive Forum North America – Agenda

• Monday, March 9, 2020

  1:00 – 8:00 PM	Registration Open | Luster Gallerie
  5:00 – 6:00 PM	SIA Conference and Corporate Membership Overview | Splash 9/10 Join the SIA team and conference attendees to kick off the 2020 Executive Forum. Gain insights into how to maximize your experience at the conference networking events, keynotes and concurrent sessions. This overview will also share ideas on unlocking the value of SIA’s membership and resources, as well as provide an opportunity to ask questions. Speakers: Timothy Landhuis, Director of Research, North America, Staffing Industry Analysts Adrianne Nelson, Sr. Director, Global Membership Products, CCWP, Staffing Industry Analysts
  6:00 – 8:00 PM	Welcome Reception | Ocean Lawn

  Tuesday, March 10, 2020

  8:00 AM – 6:30 PM	Registration Open | Luster Gallerie
  8:00 – 9:00 AM	Networking Breakfast & Exhibits Open | Sparkle Ballroom
  9:00 – 10:00 AM	OPENING KEYNOTE Strategies for a New World | Glimmer Ballroom The staffing industry is evolving at an accelerating rate, driven by explosive changes in technology, increasingly sophisticated clients with ever greater demands and a critical shortage of candidates with the right skills. SIA has its finger on the pulse of the changes in the workforce solutions ecosystem surrounding the staffing industry. In this keynote, we will draw from SIA’s latest research to explore what’s changing, what’s not and what strategies and capabilities will be required for the leaders of tomorrow. Speaker: Barry Asin, President, Staffing Industry Analysts
  10:00 – 11:00 AM	KEYNOTE What Got You Here Won't Get You There | Glimmer Ballroom The corporate world is filled with executives who have worked hard for years to reach the upper levels of management. They’re intelligent, skilled, and even charismatic. But only a handful of them will get themselves and their company to the next level. One reason too easily overlooked has to do with subtle nuances that often make all the difference. These small “transactional flaws” performed by one person against another (as simple as not saying thank you enough) can lead to negative perceptions that can hold any executive back. The good news is that this is easy behavior to change, and world-renowned business educator and coach Marshall Goldsmith shares how in this straightforward, jargon-free session. Speaker: Marshall Goldsmith, Pioneering World’s #1 Executive Coach
  11:00 – 11:30 AM	Networking Break & Exhibits Open | Sparkle Ballroom
  11:30 AM – 12:15 PM	CONCURRENT SESSIONS Success Story Showcase | Flicker 1/2 Top staffing executives share lessons from the growth and development of their business. Hear how two leaders are finding and blazing new trails to the future. Hint: The evolution is not what you might expect! Moderator: Subadhra Sriram, Editor & Publisher, Media Products, Staffing Industry Analysts Panelists: Vik Kalra, CEO, Mindlance Nina Vaca, CEO, Pinnacle Group Workforce Engagement Models – Threats and Opportunities | Flicker 3 From sole supplier agreements to MSP and RPO, from human cloud and remote work to total talent management and offshoring, the sheer volume of client choices for engaging talent can be overwhelming. In response to the dizzying pace of change and greater client requirements, what will be “the next big thing” (or things)? How can your organization prepare to confront the challenges these new options present? And, how can you harness new technologies to create a competitive advantage in your marketplace? In this session, we move beyond the current state to discuss what the workforce solutions of the future may look like, and what you can do to set yourself up for success in 2020 and beyond! Speakers: John Nurthen, Executive Director, Global Research, Staffing Industry Analysts Peter Reagan, Sr. Director, CWS & Research, CCWP, SOW Mgmt. Expert, Staffing Industry Analysts Selling your Brand, Recruiting and Retention for the Long Haul | Splash 9/10 As demographic shifts and advances in technology continue to drive tremendous change in the workforce for the foreseeable future, how do you position your staffing company to recruit and retain the best of tomorrow’s evolving talent supply? Join us to uncover the keys to create a recruiting and retention strategy that sets your company up for the long haul! Moderator: Adrianne Nelson, Sr. Director, Global Membership Products, CCWP, Staffing Industry Analysts Panelists: Chris Beckage, Senior Vice President of Business Development in North America, Acara Solutions, Inc. Carla McKelvey, Senior Vice President Talent Engagement & Culture, Staffmark Matt Rivera, VP, Marketing & Communications, Yoh/Day & Zimmermann Staffing Sector Focus: Industrial | Splash 11/12 Don’t miss our deep dive discussion regarding industrial staffing, where we will examine the biggest challenges facing staffing executives today and provide insight on how to succeed now and in the future. In this session, our panelists will highlight demand trends across a variety of verticals—including manufacturing and e-commerce—as well as look at the increasing role of technology across operations and the evolving demand from both clients and candidates. Moderator: Timothy Landhuis, Director of Research, North America, Staffing Industry Analysts Panelists: Mark Elwood, Chairman and CEO, Elwood Staffing Stacey Lane, Executive Vice President - Field Operations, Staffmark Group Paul Seymour, President Commercial Division, EmployBridge
  12:15 – 1:45 PM	Birds of a Feather Networking Lunch | Glimmer Ballroom Join your peers at our "Birds of a Feather" lunch tables for informal conversations and sharing. Discussion Topics: • Certified Contingent Workforce Professional (CCWP) • Human cloud & emerging platforms • International expansion • Managed Service Providers (MSP) • Mergers & acquisitions • Managing regulatory headaches • Most effective marketing tactics • Recruiting innovations • Recruitment Process Outsourcing (RPO) • Statement of Work Certification (SOW) • Talent acquisition technology Network with Peers by Segment: • Life Sciences (Clinical/scientific staffing) • Direct hire and retained search • Engineering staffing • Finance/accounting staffing • Healthcare staffing • Industrial staffing • IT staffing • Legal and/or education staffing • Marketing/creative staffing • Office/clerical staffing Open/topic-unspecified tables will also be available for those wishing to start a conversation on another topic or area of interest.
  12:15 – 1:45 PM	Networking Lunch & Exhibits Open | Sparkle Ballroom
  1:45 – 2:30 PM	CONCURRENT SESSIONS Mojo: Increasing Meaning, Happiness, and Employee Engagement | Flicker 1/2 Mojo, that positive spirit we feel when we do something that’s purposeful, powerful, and positive and the rest of the world recognizes it, is impacted by four key factors: identity (Who do you think you are?), achievement (What have you done lately?), reputation (Who do other people think you are and what have you done lately?), and acceptance (What can you change and when do you need to just let it go?). In this session, Marshall Goldsmith outlines the positive actions leaders must take to reach peak mojo, initiate winning streaks and keep them coming. Speaker: Marshall Goldsmith, Pioneering World’s #1 Executive Coach The Client Behind the MSP | Flicker 3 As a staffing company, you are all too familiar with an MSP and the rules, processes and discipline they instill and manage on behalf of their client. But how familiar are you with the client? All too often, we hear that suppliers do not have the opportunity to speak to or hear from the client, that all communication comes from and through the MSP. Here is your chance to hear from and ask questions of the “client behind the MSP”. Come and learn about their roles, priorities, objectives, and why they chose to partner with an MSP. Also, understand why and when do they decide to rationalize their existing supplier base and, more importantly, what prompts the opportunity to add new suppliers to their list. Moderator: Dawn McCartney, VP, CWS Council, CCWP, SOW Mgmt. Expert, Staffing Industry Analysts     Panelists: Charles Flocco, Sr. Manager, Capital One Thespina Spivey, Program Director, Contingent Workforce, The Coca-Cola Company M&A Today: Strategic Considerations for Buyers and Sellers | Splash 9/10 The headlines are flush with announcements about mergers, acquisitions, and private equity investments. What does this mean for your firm’s growth strategy and corporate roadmap? In this fast-paced session, our panel of experts will illuminate the current M&A environment and provide specific examples of how your firm can take advantage of today’s opportunities. Moderator: Timothy Landhuis, Director of Research, North America, Staffing Industry Analysts Panelists: Tim Billings, Partner, Quad-C Management, Inc. Alan Bugler, Managing Director, Bowstring Advisors Thomas Kardos, Managing Partner, Blackwood Capital Group Staffing Sector Focus: IT | Splash 11/12 Not only is IT the largest segment of the professional staffing industry, it is one of the most dynamic. The segment has experienced consistent growth in recent years, but competition has intensified, not only among traditional staffing suppliers, but also from consulting, outsourcing, offshoring and human cloud providers. In this session, we will hear insights from industry leaders that can help you navigate your firm through these competitive forces and the evolving landscape. Moderator: Brian Wallins, Research Manager, Staffing Industry Analysts Panelists: Mahfuz Ahmed, CEO, DISYS LLC Kye Mitchell, COO, Kforce
  2:30 – 3:00 PM	Networking Break & Exhibits Open | Sparkle Ballroom
  3:00 – 3:45 PM	CONCURRENT SESSIONS Diary of a Wimpy Sales Manager | Glimmer Ballroom In previous sessions, sales guru Tim Alderman has shown us all the reasons salespeople fail, but sometimes the problem isn’t the salesperson but the sales manager. In this session, he’ll review all the ways in which sales managers (and owners) succumb to wimpiness, and how to stop it. A few of the many examples Tim will cover include how to use “excuse proof” agreements to avoid getting caught in the “spin cycle” of excuses and how to level the playing field rather than constantly give into the most “experienced” staff. Speaker: Tim Alderman, President/CEO, Alderman Hockaday & Associates, LLC Trends and Opportunities in Latin American Staffing Markets | Flicker 3 *Note: This session is in English. A separate panel on this topic will be held the following day in Spanish. As one of the world’s fastest-growing and dynamic economic regions, Latin America offers many opportunities for the more adventurous staffing firms, but there are also traps for the unprepared. Learn about some of the key individual staffing markets throughout the region and what makes them different from the US market. Moderator: Tony Gregoire, Research Director, CCWP, Staffing Industry Analysts Panelists: Andrés Cardemil Oliva, CEO & Founder, HumanNet David Herranz, President, Adecco Staffing USA Private Equity – The Process of Transitioning to the Next Level | Splash 9/10 Congratulations! You started with a dream, founded a company and it has grown even beyond your expectations. But if you are looking to take your company to the next level, what got you here might not get you there, as Marshall Goldsmith would say. Are you the right leader to bring your company to that next level? In this session, we will discuss the challenges with identifying, hiring and transitioning your company to a new CEO, while ensuring all that is valuable and important remains, as the company continues to grow. Staffing Sector Focus: Engineering | Splash 11/12 Our panel will identify key trends in the engineering staffing sector and offer strategies for how to engage clients across various industries, such as manufacturing, energy, aerospace, technology, and government. Attend this session to gain insights as to how to position your firm for success in a sector with high demand, often scarce talent, but abundant opportunity. Moderator: Matt Norton, Sr. Research Analyst, CCWP, Staffing Industry Analysts Panelists: Dane Groeneveld, CEO, PTS Advance Angie Keller, Senior Vice President, Randstad Engineering Monique Mollere, Sr. Vice President, Talascend
  3:45 – 4:00 PM	Transition Break
  4:00 – 5:00 PM	KEYNOTE PANEL The View from the Top: CEOs on a Changing Industry | Glimmer Ballroom The staffing industry is poised at a time of great transition and great opportunity. In this session we will hear from leaders of some of the largest and most successful firms in the industry as they share their perspectives on the changes and opportunities ahead including the changing ecosystem, the impact of technology, the evolving needs of clients and candidates and what it will take to be successful into the future. Join us for an engaging discussion with leaders of some of the most iconic names in the industry. Moderator: Barry Asin, President, Staffing Industry Analysts Panelists: Bert Bean, CEO, Insight Global Karen Fichuk, CEO, Randstad Jonas Prising, Chairman & CEO, ManpowerGroup Peter Quigley, President & Chief Executive Officer, Kelly Services
  5:00 – 6:30 PM	Networking Reception & Exhibits Open | Sparkle Ballroom

  Wednesday, March 11, 2020

  8:00 AM – 6:30 PM	Registration Open | Luster Gallerie
  8:00 – 9:00 AM	Networking Breakfast & Exhibits Open | Sparkle Ballroom
  9:00 – 10:15 AM	KEYNOTE Reinventing Talent Management for the Networked Age | Glimmer Ballroom As traditional economic and social pillars of the industrial age have come to an end, it is time for companies to rethink recruiting, compensation, training, collaboration, retention and the management of talent, as part of a new, networked model. Don Tapscott, one of the world’s leading authorities on the impact of technology on business, describes this new paradigm in management – Talent 2.0 – and how staffing companies can win in the networked age by harnessing the power of human capital. Speaker: Don Tapscott, Leading Authority on the Impact of Technology on Business
  10:15 – 11:15 AM	Executive Perspectives | Glimmer Ballroom In this session, we will share brief “TED talk” style insights from industry leaders who are on the cutting edge of change impacting our industry today. Our speakers will share how they are creating opportunities to grow their business by capitalizing on the rapidly evolving needs and expectations of employers and talent. Digital Transformation in Staffing: A Case Study from TrueBlue/JobStack Speaker: Patrick Beharelle, CEO, TrueBlue MSP of the Future Speaker: Corinne Ripoche Van Hecke, President, Pontoon Solutions From Start-Up to $750M – How Culture is the Key to Making Bigger Better for Everyone Speaker: Jerry Bostelman, CEO & Founder, Vaco
  11:15 – 11:45 AM	Networking Break & Exhibits Open | Sparkle Ballroom
  11:45 AM – 12:30 PM	CONCURRENT SESSIONS The Blockchain Revolution and What it Means for Business | Flicker 1/2 The technology likely to have the greatest impact on the enterprise and the global economy has arrived, and it’s not big data, artificial intelligence, self-driving cars or solar energy. It’s the blockchain. In this session, Don Tapscott explains how blockchain technology is powering a second era of the internet and discusses the profound implications for business strategy, competitiveness and leadership. Speaker: Don Tapscott, Leading Authority on the Impact of Technology on Business Cash Management Strategies | Flicker 3 How confident are you in your company’s cash management plans? Lack of working capital not only can stifle growth but also can be a significant financial and legal liability. Invoices can take months to collect, yet you don’t have the same payment terms when it comes to paying your employees and the government. On top of all that are potential insurance claims, penalties and other surprise expenses. In this session, we’ll learn from a panel of experts on how to navigate these challenges while growing your firm. Moderator: Maxim Kupfer, Interactive Research Developer, CCWP, Staffing Industry Analysts Panelists: Jerry Grady, Partner, UHY LLP Gary Spinner, Chief Operating Officer, Lyneer Staffing Solutions, LLC Maximizing Opportunity in the MSP/VMS Supply Chain | Splash 9/10 As managed service providers and vendor management systems have penetrated a large share of the staffing market, many staffing companies derive some, if not all, of their revenue from these channels. Operating within this environment brings its own challenges and opportunities. How can you demonstrate quality to the end-client? How do you incentivize your staff and work efficiently to gain market share profitably? Our panel will discuss their own experiences and share techniques for creating value working within the MSP/VMS model. Moderator: Jo Matkin, Global Workforce Solutions Research Director, Staffing Industry Analysts Panelists: Tony Bartenetti, President, Nelson Tammy Browning, SVP Global Operations, KellyOCG David Lawrence, CEO, Vine Resources Limited Ben Thakur, CEO, eTeam Inc. Don’t Have the Talent, Do You Know Why? | Splash 11/12 In a competitive talent environment, what is your organization doing to attract talent and keep them engaged? Hear from a panel of workers who have chosen the contingent, freelancer, gig life. Hear what is most important to them when choosing an employer and an assignment, and what keeps them engaged throughout. Moderator: Diana Gabriel, SVP, Global Strategy & Solutions, CCWP, Staffing Industry Analysts     Panelists: Reena Gupta, Founder & CEO, Mom Relaunch LLC Allison Robinson, CEO and Founder, The Mom Project
  12:30 – 2:00 PM	Networking Lunch & Exhibits Open | Sparkle Ballroom
  2:00 – 2:45 PM	CONCURRENT SESSIONS Digital Disruption in Recruitment Marketplaces | Flicker 1/2 Employers are increasingly tapping into online recruitment marketplaces, platforms that facilitate the distribution of job openings to a network of individual freelance recruiters and staffing agencies. These platforms are being used primarily, though not always, as the final resource for difficult-to-fill vacancies. This business model, which had been quietly developing for many years, is suddenly getting much more attention from investors. Attend this session to hear more about what could end up being one of the most disruptive models in the workforce solutions ecosystem. Moderator: Brian Wallins, Research Manager, Staffing Industry Analysts Panelists: Sunil Bagai, CEO, Crowdstaffing Ken Lazarus, CEO, Scout Exchange Trends and Opportunities in Latin American Staffing Markets | Flicker 3 *Note: This session is in Spanish. A separate panel on this topic in English is on the agenda for the previous day. This session is an opportunity for staffing leaders in Latin America to hear from and ask questions of a panel of experts on how to navigate the opportunities and challenges in various markets in the region, and how we can improve coordination across the various countries in the region for multi-national opportunities. Be ready for a lively discussion, en español! Moderator: Martin Padulla, Founder & Managing Director, Staffing America Latina Panelists: Eugenio Micheletti, Director, Emerging Staffing Brokers SAS Federico Muttoni, Managing Director, Advice Ruth Revolorio, CEO, The People Company Bridging the Talent Gap – Training, Education and Client Engagement | Splash 11/12 A common complaint from employers is their difficulty in filling critical job openings. Some firms have responded by going beyond recruiting and into training and education, either taking on this responsibility themselves or partnering with clients or third parties. In this session, we will hear from companies who have addressed client demand by helping to bridge the talent gap. Moderator: Subadhra Sriram, Editor & Publisher, Media Products, Staffing Industry Analysts Panelists: Cathi Canfield, VP, Associate Experience and Advancement, EmployBridge Bill Cummings, EVP Enterprise, Galvanize Robert Gasser, Chief Revenue Officer, Revature Joyce Russell, President, The Adecco Group Foundation US
  2:45 – 3:15 PM	Networking Break & Exhibits Open | Sparkle Ballroom
  3:15 – 4:00 PM	CONCURRENT SESSIONS Not Your Grandmother's Job Board | Flicker 1/2 The world of job boards is in a state of flux. Advances in AI and other technologies have afforded new opportunities to enhance and adapt services as well as to develop new products. The sector is once again attracting considerable investor interest, resulting in significant fundraising and M&A deals. During this session, we’ll take you on a detailed tour of the various business models that have evolved and explain how they can benefit your business. Speaker: John Nurthen, Executive Director, Global Research, Staffing Industry Analysts The Staffing Industry and the Economic Backdrop | Flicker 3 We’ll hear from a panel of industry leaders on how staffing companies can best prepare for recessions and expansions in the economic cycle. Attend this session if you would rather be prepared than a victim of bad timing. Managing Contracts – The “Laws” You Live By | Splash 9/10 Contract terms are the “laws” you negotiate and live by with customers, vendors, and any other organization you do business with, but striking a fair balance between your interests and those of the other party in a contract negotiation can often be challenging. In this plain language session, long-time staffing lawyer George Reardon will outline the principles of negotiation for staffing firms so you can better ensure the contracts you sign are balanced and the laws you live by protect your company as well. Companion handouts will also be available. Speakers: Fiona Coombe, Director, Legal & Regulatory Research, CCWP, Staffing Industry Analysts George Reardon, Principal, George M. Reardon, Attorney and Counselor at Law Staffing Sector Focus: Office/Clerical | Splash 11/12 A large sector in the midst of transformation, office/clerical staffing offers much for discussion. As AI and automation become increasingly prevalent in the field, how will this sector be impacted by technological change? In an environment of record low unemployment, how are staffing companies providing the right talent to their customers? These questions and more will be addressed by our panel of staffing leaders. Attend this session to get up to speed on what it takes to succeed in office/clerical 2.0. Moderator: Curtis Starkey, Research Analyst, Staffing Industry Analysts Panelists: Stacie Habegger, Chief Sales Officer, The ActOne Group Sara Menke, CEO, Premier Talent Partners Deb Thorpe, SVP & GM - U.S. Operations, Kelly Services
  4:00 – 4:15 PM	Transition Break
  4:15 – 5:30 PM	KEYNOTE Economic Forecast 2020 | Glimmer Ballroom In this session, economist Dr. Rossell draws on history, theory, and her ringside seat to Wall Street to deliver her economic outlook and discuss the impact of key current events. We’ll read the tea leaves, gain insight on where the economy is headed, and what it means for our industry. Speaker: Marci Rossell, Expert Economic Forecaster and Former Chief Economist for CNBC
  5:30 – 6:30 PM	Networking Reception & Exhibits Open | Sparkle Ballroom
  6:30 PM	Exhibits Close

  Thursday, March 12, 2020

  7:30 AM – 12:00 PM	Registration Open | Luster Gallerie
  7:30 – 8:30 AM	Networking Breakfast | Glimmer Ballroom 5/7
  8:30 AM – 12:15 PM* *10:00 – 10:30 AM Networking Break	EXECUTIVE DEEP DIVES On the final day of Executive Forum we focus on in-depth exploration of the critical tactics and strategies that staffing executives need to ensure the growth and success of their business in a rapidly changing business environment. Breaking Through the Barriers to Growth | Glimmer 1/4 Nearly all staffing leaders say they want to grow their business, but few manage to actually do it. In this deep dive session, we will hear from leaders of staffing businesses who have gone from start up to the highest levels of the industry. It’s a difficult journey filled with opportunities for missteps and it often stretches leaders in ways they could hardly imagine. Using the lens of the acclaimed book Breaking Through: Leadership Disciplines From Top-Performing Staffing Firms we will explore in depth what it takes to grow your staffing business past the inevitable barriers and take your business to a new level of performance. Moderators: Barry Asin, President, Staffing Industry Analysts Mike Cleland, Founder, Charted Path Speakers: Jerry Bostelman, CEO & Founder, Vaco Alan Braynin, CEO, Aya Healthcare Mark Eldridge, Founder/CEO, ALKU Ranjini Poddar, CEO & Co-Founder, Artech L.L.C. Tech Stack 2020 | Flicker 1/3 Tech Stack 2020 is the must attend event for staffing company CEOs, CIOs, sales and recruiting executives who are looking to make decisions on what tools to include in their technology stack and how to optimize their tools and processes to drive revenue and ensure they have the candidates their clients need. 8:30 – 9:00 AM Tech Stack Keynote: Surviving and Thriving in the Era of Digitized Recruitment Technology is moving at such a rapid pace that it is difficult for any staffing firm to keep up-to-date as new products appear on a daily basis and established products are upgraded to take advantage of cloud computing, AI, big data and more. We're at the beginning of an era where staffing processes will be increasingly digitized, but this brings both risks and opportunities for the unwary. In this keynote, we will provide you with a clear picture of the highly complex and evolving landscape, best practices, and practical advice on how it all fits together to make your company more efficient and competitive. Speaker: John Nurthen, Executive Director, Global Research, Staffing Industry Analysts 9:00 – 10:00 AM Tech Innovation Speed Talks SIA has carefully selected tech vendors with a variety of solutions to make 7-minute pitches explaining their products, the problems they solve and best practices for making them work in your tech stack. This showcase of innovative products will both inform and inspire you at the start of a decade that could be the most disruptive the staffing industry has ever known. Buckle up for a fast and invigorating ride through the cutting-edge of staffing-related software. Moderator: Ursula Williams, Chief Operating Officer, Staffing Industry Analysts 10:00 – 10:30 AM *Networking Break 10:30 – 11:15 AM Insights from the Frontline Those in leading technology and operational roles within staffing firms have never been faced with a more challenging and rapidly evolving environment. Coping with a shifting landscape of providers, infrastructure challenges, rising cybersecurity and data protection concerns, tight budgets and user demands requires a unique set of skills, technical expertise and resilience. Our panel of experienced technology and business leaders will discuss the real-life strategic challenges that are affecting their businesses and how they are overcoming them. Moderator: John Nurthen, Executive Director, Global Research, Staffing Industry Analysts 11:15 AM – 12:15 PM Talent Acquisition Technology Roundtables In our Roundtable session, you will have the opportunity to exchange ideas with your peers across the five key segments of Talent Acquisition Technology. This Roundtable part of our program will comprise of three 20-minute sessions giving you the opportunity to discuss the three most important technology topics to you. Moderator: John Nurthen, Executive Director, Global Research, Staffing Industry Analysts Topics subject to change • Candidate Discovery: Online Job Advertising, Human Cloud, Sourcing Automation, Employee Referrals, Recruitment Marketplaces • Candidate Engagement: Texting/Email Technology, Recruitment Chatbots, Engagement Platforms • Candidate Verification: Background Check Verification, Social Media Screening • Candidate Assessment: Psychometric Assessments, Skills Tests, Interviewing Platforms • Systems of Record: ATS, VMS, Software Integrators and Workforce Analytics
  12:15 PM	Executive Forum North America Concludes