Industry Challenges
    & Solutions
  Presented by Kristi Casey Sanders
    Editorial Director/Chief Storyteller
         ...
Biggest challenges
•   Budgets
•
•
•
Biggest challenges
•   Budgets
•   Negotiations/strategy
•
•
Biggest challenges
•   Budgets
•   Negotiations/strategy
•   Life/work balance
•
Biggest challenges
•   Budgets
•   Negotiations/strategy
•   Life/work balance
•   Education/advocacy
Text




                                                                 Budgets
Image by StephenPoff http://www.flickr.c...
Cost-saving strategies
      •      Reduce/Reuse/Recycle/Repurpose

      •      BYOStuff (projectors, supplies,
         ...
Just ask
               •      Suppliers are your best
                      friends & resource

               •      Cus...
Other bright ideas:
     •       Think theme

     •       Kill two birds with one stone

     •       F&B reduction strat...
“152+ Ways to Stretch Your
    Planning Dollars”
  E-mail kristi@planyourmeetings.com
     for a copy of this whitepaper
Negotiations/Strategy
Image by NoHoDamon http://www.flickr.com/photos/nohodamon/
Contract negotiations

      •      Contracts are written to
             favor the venue

      •      Everything is nego...
Remember:
      •      You can ask before the contract is
             signed; afterwards it’s just begging

      •      ...
Cancellations
      •      Spell out what will happen to the
             deposit in the contract, how it may be
         ...
Attrition

      •      Be honest about the numbers

      •      Can supplier/partners help
             you with marketi...
Driving attendance
     • Know your audience
     • Plan how to engage them
             before, during and after event

 ...
Engage the audience
     • Content is king
     • User-generated, on-demand
     • Multiple generations
     • Individuali...
Need ideas?
      •      Industry events/trade shows

      •      Destination guides & resource
             directory: w...
“The Practical Guide to
    Meeting Planning”
   Download this “meeting planner’s bible”
http://www.planyourmeetings.com/s...
Striking a Balance
Image by Geekgirly http://www.flickr.com/photos/geekgirly/
Toxic workplaces
      •       Team-building, communication
              is essential

      •       “Five Dysfunctions o...
Bad customer service
      •      Address the issue when it
             happens

      •      Explain why it’s unacceptab...
You can do it:
      •      Just say “no” to toxic people

      •      Give honest critique &
             feedback

    ...
Setting a price for
            your services
     •       How much do you want to
             make a year?

     •      ...
Education/Advocacy
Getting certified

     •       Certified Meeting Professional
             (CMP) designation is available
             thro...
Get strategic
      •      Know goals

      •      How is success measured?

      •      Track return on investment
    ...
Educate policy makers
      Industry news & action sites:

  •    www.MeetingsMeanBusiness.com

  •    www.MeetingIndustry...
Keep learning
     •       James Hogg’s “Emergent Technologies for
             Meeting Professionals” presentation:
     ...
Questions?
Thank you for
  tuning in!
   Let’s continue the conversation:
           Twitter @PYMLive
KCSanders at www.PYMConnect.com...
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Meeting Industry Challenges And Solutions

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Shrinking budgets, shortened planning windows, increased attrition, cancellation fees, contract negotiations and technology all can be formidable challenges to planning meetings and events. Planners attending the PYM LIVE Event in Austin in April 2009 asked the questions; Plan Your Meetings' Editorial Director Kristi Casey Sanders presented the solutions.

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  • Meeting Industry Challenges And Solutions

    1. 1. Industry Challenges & Solutions Presented by Kristi Casey Sanders Editorial Director/Chief Storyteller Plan Your Meetings
    2. 2. Biggest challenges • Budgets • • •
    3. 3. Biggest challenges • Budgets • Negotiations/strategy • •
    4. 4. Biggest challenges • Budgets • Negotiations/strategy • Life/work balance •
    5. 5. Biggest challenges • Budgets • Negotiations/strategy • Life/work balance • Education/advocacy
    6. 6. Text Budgets Image by StephenPoff http://www.flickr.com/photos/stephenpoff/
    7. 7. Cost-saving strategies • Reduce/Reuse/Recycle/Repurpose • BYOStuff (projectors, supplies, signage) • Get more than 3 quotes on everything • Everything is negotiable; ask questions • Know what’s essential • Get scrappy Image by Newton Free Library http://www.flickr.com/photos/newtonfreelibrary/
    8. 8. Just ask • Suppliers are your best friends & resource • Customize • Soft vs. hard dollars • Relationships are key • Know the going rate Image by DavidDMuir http://www.flickr.com/photos/daviddmuir/
    9. 9. Other bright ideas: • Think theme • Kill two birds with one stone • F&B reduction strategies • Go local (colleges, state buildings, neighborhood taverns, etc.) • Book hotel rooms like weddings do or look at MeetingsCommunity.org • Transportation • Piggyback! Image by Kristi Sanders http://picasaweb.google.com/kristicasey/PortlandOregonGreenFAM#
    10. 10. “152+ Ways to Stretch Your Planning Dollars” E-mail kristi@planyourmeetings.com for a copy of this whitepaper
    11. 11. Negotiations/Strategy Image by NoHoDamon http://www.flickr.com/photos/nohodamon/
    12. 12. Contract negotiations • Contracts are written to favor the venue • Everything is negotiable • Ask about everything that’s not clear or defined • Strike out redundancies • Protect your group Image by Jk5854 http://www.flickr.com/photos/julishannon/
    13. 13. Remember: • You can ask before the contract is signed; afterwards it’s just begging • It’s a two-way street • Customize attrition, cancellation & group rate clauses • Cross out double-dipping fees • Put everything in writing • You can include incentives/penalties Image by Christopher Chan http://www.flickr.com/photos/chanc/
    14. 14. Cancellations • Spell out what will happen to the deposit in the contract, how it may be applied in the future, if rooms may be released or resold • Be honest and upfront • Communicate as soon as you know • Work with suppliers/venues to make it a win/win • With hotel’s permission, repost unsold rooms on www.MeetingsCommunity.org Image by Emtboy9 http://www.flickr.com/photos/justageek/
    15. 15. Attrition • Be honest about the numbers • Can supplier/partners help you with marketing? • Can a portion of the attrition fee be used to enhance the event? Image by NathanaelB http://www.flickr.com/photos/purecaffeine/
    16. 16. Driving attendance • Know your audience • Plan how to engage them before, during and after event • Use social media; contact regular media • Enlist their aid creating content • Give incentives for referrals • Partner to get the word out Image by .mw http://www.flickr.com/photos/mwillms/
    17. 17. Engage the audience • Content is king • User-generated, on-demand • Multiple generations • Individualized, authentic, “special” experiences • Leverage technology • Give back to community Images by Carf http://www.flickr.com/photos/beija-flor/ (top and bottom); and Text 100 http://www.flickr.com/photos/text100/
    18. 18. Need ideas? • Industry events/trade shows • Destination guides & resource directory: www.PlanYourMeetings.com • Searchable city listings: www.Cvent.com • Ask your peers: www.MeetingsCommunity.org or www.PYMConnect.com • Ask local CVBs, search Web sites, ask your favorite museums, restaurants, clubs about space Image by Zadro http://www.flickr.com/photos/themusicoflife/
    19. 19. “The Practical Guide to Meeting Planning” Download this “meeting planner’s bible” http://www.planyourmeetings.com/subscribe/
    20. 20. Striking a Balance Image by Geekgirly http://www.flickr.com/photos/geekgirly/
    21. 21. Toxic workplaces • Team-building, communication is essential • “Five Dysfunctions of a Team” by Patrick Lencioni • Don’t expect everyone to work 24/7 • Have a life; take a break • Share testimonials, say thanks! Image by Toastforbrekkie http://www.flickr.com/photos/toastforbrekkie/
    22. 22. Bad customer service • Address the issue when it happens • Explain why it’s unacceptable • Fill out satisfaction surveys honestly • Talk to managers; ask for new sales contact, if needed • Pay for the level of service you get Image by Kharied http://www.flickr.com/photos/kharied/
    23. 23. You can do it: • Just say “no” to toxic people • Give honest critique & feedback • Listen • Accentuate the positive • Focus on goals, solutions • Take care of yourself Image by Themis Chapsis http://www.flickr.com/photos/pointofdesign/
    24. 24. Setting a price for your services • How much do you want to make a year? • How much do you need to get by on? • Shoot for the high end, but be realistic • Build in a treat for a job well done Image by Swamysk http://www.flickr.com/photos/stephenpoff/
    25. 25. Education/Advocacy
    26. 26. Getting certified • Certified Meeting Professional (CMP) designation is available through www.ConventionIndustry.org • There are 18 designations you can earn. Find the one that’s right for you at: www.planyourmeetings.com/ advice/ (1/08/08) Image by DavidDMuir http://www.flickr.com/photos/daviddmuir/
    27. 27. Get strategic • Know goals • How is success measured? • Track return on investment (ROI) and return on objective (ROO) • Keep a record of your successes • Prove Your Worth as a Meeting Planner presentation at www.SlideShare.net Image by Caribbeanfreephoto http://www.flickr.com/photos/georgiap/
    28. 28. Educate policy makers Industry news & action sites: • www.MeetingsMeanBusiness.com • www.MeetingIndustryinCrisis.org • www.KeepAmericaMeeting.org • www.PlanYourMeetings.com • www.USTravel.org
    29. 29. Keep learning • James Hogg’s “Emergent Technologies for Meeting Professionals” presentation: www.PlanYourMeetings.com/advice (11/21/08) • “Going green in 5 easy steps”: www.PlanYourMeetings.com/advice (4/24/09) • Advice on PR/sponsorships/marketing: www.PlanYourMeetings.com/advice (7/27/07-8/06/08) • www.SlideShare.net • Go to industry events, network with your peers, travel, read Image by Svenwerk http://www.flickr.com/photos/svenwerk/
    30. 30. Questions?
    31. 31. Thank you for tuning in! Let’s continue the conversation: Twitter @PYMLive KCSanders at www.PYMConnect.com Kristi.Sanders@PlanYourMeetings.com
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