Advanced Bidding Sessions #ICCA12 MONDAY 22/10/2012


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Presentation held at the 51st ICCA Congress which took place in San Juan, Puerto Rico from 20 - 24 October 2012. For more information on ICCA please visit

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Advanced Bidding Sessions #ICCA12 MONDAY 22/10/2012

  1. 1. 51st ICCA Congress Advanced Bidding Sessions ME 304 Monday, October 22, 2012 14.00 – 16.30International Congress and Convention Association. Session sponsored by:Twitter: #ICCA12
  2. 2. Questions to the audienceHave you been involved in a bid recently?In how many bids you were involved last year? 1–5 6 – 10 11 and moreHow many bids did you win in the last year? Up to 10% Up to 50 % More than 50%International Congress and Convention Association.Twitter: #ICCA12
  3. 3. Session DesignFirst Round:The loosing story - 3 Presentations Table DiscussionSecond Round:The winning story – 3 Presentations Table DiscussionThird Round:Making the difference – Creativity Table DiscussionFinal DiscussionInternational Congress and Convention Association.Twitter: #ICCA12
  4. 4. First Round – The loosing storyAlice Au – Toronto Convention BureauWorld Police & Fire Games 2017 10.000 competitors + accompanying persons (20,000 expected visitors) 66 sports 70 countries 10-day event in July/August not in the ICCA DatabaseInternational Congress and Convention Association.Twitter: #ICCA12
  5. 5. First Round – The loosing story• WPFG 2015 Bid – started in 2007• LOC included Toronto Police Service, Toronto Fire Services, TPAAA, TPFFA, TPA, City Economic Development Department, Provincial Government, Toronto CVB• September 2008 - First site visit• 5 cities in the running• Shortlisted: Fairfax, VA / Toronto, ON & Winnipeg, MBInternational Congress and Convention Association.Twitter: #ICCA12
  6. 6. First Round – The loosing story• July 2009 – Presentation at the 2009 WPFG in Vancouver headed by TPS Co- chair with key speakers: the Chief of Police, Chief of Fire Services, Premier’s & Mayor’s video endorsement, emceed by the President/CEO of Toronto CVB with great show of Police & Fire services athletes’ presence• Reason for Loss: Came across as too much of a tourism pitch!?!International Congress and Convention Association.Twitter: #ICCA12
  7. 7. First Round – The loosing story• 2nd attempt - WPFG 2017 Bid• January 2010 – LOC re-grouped• March 2010 – submitted required documents• October 2010 – 2nd site visit of all proposed venues – all rated “very good to outstanding” (higher than first visit)• Competition: Montreal, Ottawa, Winnipeg, Melbourne (AUS) and Chengdu (China)International Congress and Convention Association.Twitter: #ICCA12
  8. 8. First Round – The loosing story• June 2011 - Funding commitment secured from Federal, Provincial, Municipal Governments in cash & in-kind (venue rent discount)• August 2011 – Bid presentation in NYC at the 2011 Games (headed by TPS & TFS and the two Chiefs, Premier & Mayor’s message, Provincial Govt Rep, plus P & F athletes’ presence)/ Toronto CVB presence for Q & A support onlyInternational Congress and Convention Association.Twitter: #ICCA12
  9. 9. First Round – The loosing story• Lost to Montreal• Reason offered - very emotional pitch by Montreal to have WPFG in their city in 2017 to join in the celebration of the 375th anniversary of the founding of Montreal (but we also think $$$ talks!)International Congress and Convention Association.Twitter: #ICCA12
  10. 10. First Round – The loosing storyEric Chou – Metro Toronto Convention CentreInternational Congress of Dietetics 2020 every fourth year + 3000 participants Congress Center, September Members Meeting decides ICCA Series 1380401International Congress and Convention Association.Twitter: #ICCA12
  11. 11. First Round – The loosing storyAndreas Abold - Abold Bureau for MarketingCommunicationFIFA World Cup 2022 Not in the ICCA DatabaseInternational Congress and Convention Association.Twitter: #ICCA12
  12. 12. First Round – Table DiscussionAround the table present additional loosingexperiencesEach table comes back with one lessonlearned or an obstacle discovered10 minutes timeInternational Congress and Convention Association.Twitter: #ICCA12
  13. 13. Second Round – The winning storyAlice Au – Toronto Convention BureauInternational Mass Spectrometry Congress2016 + 2000 participants no venue preference August – September Governing Committee decides ICCA Series 1276730International Congress and Convention Association.Twitter: #ICCA12
  14. 14. Second Round – The winning storyIMSC 2016 – Bid started in Dec. 2010•PCO of the Canadian Society for MassSpectrometry (CSMS) convinced the societyto move forward with Toronto•Jan. 2011 – Feb. 2012: Bid doc prep withLOC from across Canada•March-June 2011: scientific programdrafted•Nov. 2011-Jan. 2012: Solicited Govt &Industry support lettersInternational Congress and Convention Association.Twitter: #ICCA12
  15. 15. Second Round – The winning story• Feb. 2012 – Funding support secured from Toronto hospitality community• Feb. 2012 – Budget drafted by PCO & approved by LOC, reflecting potential sponsorships from annual corporate supporters of the CSMS• March 1, 2012 – IMSC2016 Bid doc finalized and posted on secured website for IMSF Affiliate Members to downloadInternational Congress and Convention Association.Twitter: #ICCA12
  16. 16. Second Round – The winning story• Competitors – initial rumours of interest from Brazil, China, Ireland• Bid submission date extended to June 15, 2012 by the IMSF President• June 15, 2012: Only Spain submitted bid• September 15, 2012: Toronto hosted a “Canada Night Reception” in Kyoto for Council & Affiliate Members, evening prior to presentation at the IMSC 2012 CongressInternational Congress and Convention Association.Twitter: #ICCA12
  17. 17. Second Round – The winning story• September 16, 2012: Presentation to Council & Affiliate Members by CSMS Chair, Toronto CVB cue video + assist Q&A• Result: CANADA WON (17 to 5 votes)Key learnings:• Strong LOC and creative scientific program• A local member who plays an active role as a Council Member• Sound financial supportInternational Congress and Convention Association.Twitter: #ICCA12
  18. 18. Second Round – The winning storyEric Chou – Metro Toronto Convention CentreInternational Confed. of Midwives 2017 triannual + 2500 participants Congress Center no month preference Executive Council decides ICCA Series 1166901International Congress and Convention Association.Twitter: #ICCA12
  19. 19. Second Round – The winning storyAndreas Abold – Abold Bureau for MarketingCommunicationUITP World Congress 2011 biannual + 2500 participants/exhibition!!! Congress Center May - June Executive Board decides ICCA Series 1276501International Congress and Convention Association.Twitter: #ICCA12
  20. 20. Second Round – Table DiscussionAround the table present additional winningexperiencesEach table come back with one elementwhich was crucial for the win10 minutes timeInternational Congress and Convention Association.Twitter: #ICCA12
  21. 21. Third Round - CreativityAmelia Rozman - Sawarak ConventionBureauCreativity in and for the bidding processInternational Congress and Convention Association.Twitter: #ICCA12
  22. 22. Afternoon peeps… I am in ICCA Congress now. San Juan is awonderful destination. Have not met look alike Ricky Martin andJennifer Lopez yet… but I’ll be on the look out! Creativity is on theway. Time for me to present… Wish me luck!
  23. 23. Amelia RozimanGlobal Marketing and Communications DirectorSarawak Convention Bureau
  24. 24. Local Host Decision Makers Support Bid Criteria Budget WHAT IS CREATIVITY? In Wikipedia, creativity is defined as a mental and Presenter BIDDING social process involving the Opportunities & Challenges generation of new ideas or concepts, or new associations of the creative mind between Competitor existing ideas or concepts. Business Case Study Destination Site Inspection
  25. 25. Dress to impress! Hopefully I can seal thedeal tonight. But not enough cash  Go shopping! Focus girl… let the dress go! Let’s go to the mall… Macy’s is on sale!
  26. 26. SCENARIOGirl needs to seal the deal… We need to win the bid… She thinks She should be… We think We should be…She needs an expensive dress Solving her problem by We need to impress the Focusing how we can go for the dinner meeting to working on how she can decision makers with our above and beyond impress her client. improve her chance of success beautifully designed bid by offering unique products document and How we can break out from and services so she can charge bid presentation mostly by the constraints of the a premium price. addressing carefully what is unwritten rules required by the selection criteria that are given to us. Give the decision makers more than just one more nicely design bid document
  27. 27. Problem are a good opportunity Keep it simple Problem Solving
  28. 28. Restrictive Criteria No FocusGreat ideas often don’t come when we want them to.
  29. 29. Serious is boring! Main presenter talks too much or is so shy they do not talk at all
  30. 30. My dream bidding team - "Moe, Larry, andCurly" I love the classic original version Funny and creatively silly! My daughter thinks that Moe is the cutest of the three!
  31. 31. 51st ICCA Congress DiscussionInternational Congress and Convention Association. Session sponsored by:Twitter: #ICCA12
  32. 32. 51st ICCA Congress Thank you! And the Sponsors of this session!International Congress and Convention Association. Session sponsored by:Twitter: #ICCA12