08 ICCA RSMP 2012 - What turns a high quality search into a genuine sales lead

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Presentation given at the ICCA Research, Sales & Marketing Programme 2012

The ICCA RSMP took place from 13 - 16 June 2012 at the Festival Spieler Hauze in Bregenz, Austria.

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  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • ICCA Research, Sales & Marketing Programme 2012
  • 08 ICCA RSMP 2012 - What turns a high quality search into a genuine sales lead

    1. 1. ICCA Research, Sales & Marketing ProgrammeWhat turns a high qualitysearch into a genuine sales lead?International Congress and Convention Association.www.iccaworld.com | icca.mobi | #irsmp12
    2. 2. Too much of a good thing?International Congress and Convention Association.www.iccaworld.com | icca.mobi
    3. 3. Filter it down• Subject matter• First open year for bids• Preferred meeting months• Preferred venue• Preferred region/country next meeting• Break-out roomsInternational Congress and Convention Association.www.iccaworld.com | icca.mobi
    4. 4. International Congress & Convention AssociationChecklist of information to research forsuppliers:1. Is the conference likely to come to my destination?2. Can my venue facilitate the conference?3. Can my location facilitate the conference?4. Budgetary factors relating to the conference5. How is the conference organised?6. Information on social programmes7. What does the decision-making process look like?International Congress and Convention Association.www.iccaworld.com | icca.mobi
    5. 5. International Congress & Convention AssociationCheck list for suppliers (continued)• Is there a local counterpart/member present in my country and is he/she willing to set up an organising committee?• Is a formal bid required (bid-manual)?• What factors are most important in a successful bid?• Deadline bids and Decision-date• Decision-making body: Who decides and who influences?International Congress and Convention Association.www.iccaworld.com | icca.mobi
    6. 6. Research is essential!• We ask our members to make sure they do their research before approaching potential clients!• Every Association is different & unique – bridge the gap between association- and supplier• Check ICCAworld.com for documentation on decision-making process.International Congress and Convention Association.www.iccaworld.com | icca.mobi
    7. 7. Decision-influencing factors• Rotation pattern – need to be seen in specific parts of the world on a regular basis, or part of a policy requirement.• Decision linked to Presidency or other holders of key offices.• Membership growth potential; build chapter network.• Raise PR awareness of association and its key issue(s) with public and/or government.International Congress and Convention Association.www.iccaworld.com | icca.mobi
    8. 8. International Congress & Convention AssociationDecision-influencing factors(continued)• Destination suffers from specific challenge (eg medical, environmental, social) association exists to address.• Large local membership nearby; strong local chapter.• Audience for products and programmes offered by association.• Local demand/desire for educational content delivered by this event.• Knowledge transfer to underdeveloped countries/ regions.International Congress and Convention Association.www.iccaworld.com | icca.mobi
    9. 9. International Congress & Convention AssociationDecision-influencing factors(continued) Business opportunities for current members; investment opportunities for members and association itself. Strong research/expertise/specialisations in association’s key subject area(s) Availability of strong local speakers. Important local site inspection opportunities related to the association’s field of interest.International Congress and Convention Association.www.iccaworld.com | icca.mobi
    10. 10. Decision-influencing factors(continued)• Opportunity to leave strong local legacy impact.• Opportunity to collaborate with other national or international associations in same or related fields.• Wish to anticipate/meet the strategic needs of major sponsors/business partners.• Wish to respond to competition from other associations or private sector events.International Congress and Convention Association.www.iccaworld.com | icca.mobi
    11. 11. Consideration:• Build long-term partnership relationships with institutions and the key individuals who represent a destination’s intellectual capital, finding ways to link their interests to those of the local meetings industry.International Congress and Convention Association.www.iccaworld.com | icca.mobi
    12. 12. Consideration• Meetings industry should attempt to build stronger relationships with local universities.• Leading cities like Singapore have known for years that having a strong connection between academia, business, and government is a great way to be more successful in winning bids.• Others are now catching on to this same equation – is your destination one of them?International Congress and Convention Association.www.iccaworld.com | icca.mobi
    13. 13. International Congress & Convention AssociationCurrent online environment forassociations:International Congress and Convention Association.www.iccaworld.com | icca.mobi
    14. 14. International Congress & Convention AssociationCurrent online environment forassociations:International Congress and Convention Association.www.iccaworld.com | icca.mobi
    15. 15. Associations interest in this:• to see the information being held on your events by ICCA• to update such information• to identify and connect with other association executives• to benchmark on ICCA member services / performancesInternational Congress and Convention Association.www.iccaworld.com | icca.mobi
    16. 16. ICCA’s interest in this• The more that association executives use ICCA data to connect with other association executives, the easier it will be for ICCA members to “transfer trust” between the associations with whom they have a business relationshipInternational Congress and Convention Association.www.iccaworld.com | icca.mobi
    17. 17. International Congress & Convention AssociationCreate ultimate meeting resource forassociations• Education• Association Expert Seminar• Forum for Young Professionals• Intel / knowledge:• ICCA press corner• ICCA resources• Case studies• Statistics• Connections / Networks• With other association executives• With ICCA membersInternational Congress and Convention Association.www.iccaworld.com | icca.mobi
    18. 18. ICCA Research, Sales & Marketing ProgrammeThank you!International Congress and Convention Association.www.iccaworld.com | icca.mobi | #irsmp12

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