Whether you're in a buyer or a seller's market, relationships are key to successful contract negotiations. So is knowing what you must have, would like to have and can live without. This presentation focuses on what meeting and event planners can leverage with hotels and venues and includes feedback from PYM LIVE attendees from San Francisco, Chicago and Austin about what they're asking for, getting and using addenda for across the country. Presented on June 6, 2014 at the San Marcos CVB Client Appreciation event by @PYMLive and @JeffRasco. White papers of related content can be found at http://planyourmeetings.com search "contract negotiations."
2. Special thanks to these PYM LIVE speakers
Melissa Washington - SmartNet Strategies
Joyce J. Ginsburg - JJG Meetings
Christy Lamagna, CMP, CMM, CTSM - Strategic Meetings & Events
Paula J. Rigling, CAE, CMP - Meeting Planning Professionals
#toursanmarcos @PYMLive @JeffRasco
3. What will be covered in this presentation
1. Reminder: The power of relationships
2. Contract elements, what affects them & things to consider
3. Concessions: group discussion, sharing & tips
4. Addenda: group discussion, sharing & tips
5. Additional resources
#toursanmarcos @PYMLive @JeffRasco
4. Disclaimer: I’m not a lawyer
This is for educational purposes only. :)
#toursanmarcos @PYMLive @JeffRasco
5. #toursanmarcos @PYMLive @JeffRasco
Remember
• The person on the other side is a person,
not an “opponent.”
http://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpghttp://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpg
6. #toursanmarcos @PYMLive @JeffRasco
Remember
• The person on the other side is a person,
not an “opponent.”
• The goal for both of you is to book and
create a successful meeting.
http://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpghttp://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpg
7. #toursanmarcos @PYMLive @JeffRasco
Remember
• The person on the other side is a person,
not an “opponent.”
• The goal for both of you is to book and
create a successful meeting.
• Communicate what you value and why.
http://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpghttp://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpg
8. #toursanmarcos @PYMLive @JeffRasco
Remember
• The person on the other side is a person,
not an “opponent.”
• The goal for both of you is to book and
create a successful meeting.
• Communicate what you value and why.
• Don’t be afraid to ask questions.
http://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpghttp://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpg
9. #toursanmarcos @PYMLive @JeffRasco
Remember
• The person on the other side is a person,
not an “opponent.”
• The goal for both of you is to book and
create a successful meeting.
• Communicate what you value and why.
• Don’t be afraid to ask questions.
• Know what are your “must haves,” “would
like to haves” and “can live withouts” and
negotiate accordingly.
http://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpghttp://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpg
10. #toursanmarcos @PYMLive @JeffRasco
Remember
• The person on the other side is a person,
not an “opponent.”
• The goal for both of you is to book and
create a successful meeting.
• Communicate what you value and why.
• Don’t be afraid to ask questions.
• Know what are your “must haves,” “would
like to haves” and “can live withouts” and
negotiate accordingly.
• Protect yourself and your group. Nothing
“never happens.”
http://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpghttp://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpg
11. #toursanmarcos @PYMLive @JeffRasco
Remember
• If the answer is “no,” ask why. See if there
are any alternatives.
http://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpghttp://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpg
12. #toursanmarcos @PYMLive @JeffRasco
Remember
• If the answer is “no,” ask why. See if there
are any alternatives.
• This isn’t personal. It’s business.
http://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpghttp://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpg
13. #toursanmarcos @PYMLive @JeffRasco
Remember
• If the answer is “no,” ask why. See if there
are any alternatives.
• This isn’t personal. It’s business.
• Work with your sales contact to find
benefits for both sides.
http://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpghttp://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpg
14. #toursanmarcos @PYMLive @JeffRasco
Remember
• If the answer is “no,” ask why. See if there
are any alternatives.
• This isn’t personal. It’s business.
• Work with your sales contact to find
benefits for both sides.
• Have a back-up plan.
http://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpghttp://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpg
15. #toursanmarcos @PYMLive @JeffRasco
Remember
• If the answer is “no,” ask why. See if there
are any alternatives.
• This isn’t personal. It’s business.
• Work with your sales contact to find
benefits for both sides.
• Have a back-up plan.
• Know that sometimes you have to walk
away.
http://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpghttp://farm8.staticflickr.com/7001/6674198667_171392d865_b.jpg
21. #toursanmarcos @PYMLive @JeffRasco
Contract basics
• Dates
• Number of guest rooms needed
• Function space requirements
• Food & beverage needs
Each of these areas must be addressed before the contract is signed!
29. #toursanmarcos @PYMLive @JeffRasco
Guest rooms - don’t forget
• Shoulder dates (pre- and post-event needs)
• Number of each type of room
https://www.flickr.com/photos/wwarby/9638499309
30. #toursanmarcos @PYMLive @JeffRasco
Guest rooms - don’t forget
• Shoulder dates (pre- and post-event needs)
• Number of each type of room
• General attendees
https://www.flickr.com/photos/wwarby/9638499309
31. #toursanmarcos @PYMLive @JeffRasco
Guest rooms - don’t forget
• Shoulder dates (pre- and post-event needs)
• Number of each type of room
• General attendees
• Staff rooms
https://www.flickr.com/photos/wwarby/9638499309
32. #toursanmarcos @PYMLive @JeffRasco
Guest rooms - don’t forget
• Shoulder dates (pre- and post-event needs)
• Number of each type of room
• General attendees
• Staff rooms
• Suites for executives
https://www.flickr.com/photos/wwarby/9638499309
33. #toursanmarcos @PYMLive @JeffRasco
Guest rooms - don’t forget
• Shoulder dates (pre- and post-event needs)
• Number of each type of room
• General attendees
• Staff rooms
• Suites for executives
• VIP guests
https://www.flickr.com/photos/wwarby/9638499309
34. #toursanmarcos @PYMLive @JeffRasco
Guest rooms - don’t forget
• Shoulder dates (pre- and post-event needs)
• Number of each type of room
• General attendees
• Staff rooms
• Suites for executives
• VIP guests
• Speakers
https://www.flickr.com/photos/wwarby/9638499309
35. #toursanmarcos @PYMLive @JeffRasco
Guest rooms - don’t forget
• Shoulder dates (pre- and post-event needs)
• Number of each type of room
• General attendees
• Staff rooms
• Suites for executives
• VIP guests
• Speakers
• Vendors, etc
https://www.flickr.com/photos/wwarby/9638499309
37. #toursanmarcos @PYMLive @JeffRasco
Guest rooms - rates
• Who’s paying for the rooms?
• If attendees pay: What rate do you need to
generate attendance?
https://www.flickr.com/photos/wwarby/9638499309
38. #toursanmarcos @PYMLive @JeffRasco
Guest rooms - rates
• Who’s paying for the rooms?
• If attendees pay: What rate do you need to
generate attendance?
• Will there be a special staff rate?
https://www.flickr.com/photos/wwarby/9638499309
39. #toursanmarcos @PYMLive @JeffRasco
Guest rooms - rates
• Who’s paying for the rooms?
• If attendees pay: What rate do you need to
generate attendance?
• Will there be a special staff rate?
• What’s included in the resort fees? Are
those amenities your attendees need?
https://www.flickr.com/photos/wwarby/9638499309
40. #toursanmarcos @PYMLive @JeffRasco
Guest rooms - rates
• Who’s paying for the rooms?
• If attendees pay: What rate do you need to
generate attendance?
• Will there be a special staff rate?
• What’s included in the resort fees? Are
those amenities your attendees need?
• Do you need to negotiate a commission to
go back towards your association, personal
payment (for independents) or client?
https://www.flickr.com/photos/wwarby/9638499309
41. #toursanmarcos @PYMLive @JeffRasco
Guest rooms - rates
• Who’s paying for the rooms?
• If attendees pay: What rate do you need to
generate attendance?
• Will there be a special staff rate?
• What’s included in the resort fees? Are
those amenities your attendees need?
• Do you need to negotiate a commission to
go back towards your association, personal
payment (for independents) or client?
• Do you need VIP upgrades? Airport
transfers for attendees?
https://www.flickr.com/photos/wwarby/9638499309
42. #toursanmarcos @PYMLive @JeffRasco
Guest rooms - relationships
• Maintain an excellent relationship with your
Convention Sales Manager because …
https://www.flickr.com/photos/wwarby/9638499309
43. #toursanmarcos @PYMLive @JeffRasco
Guest rooms - relationships
• Maintain an excellent relationship with your
Convention Sales Manager because …
• Can they sell the rooms you can’t fill?
!
https://www.flickr.com/photos/wwarby/9638499309
44. #toursanmarcos @PYMLive @JeffRasco
Guest rooms - relationships
• Maintain an excellent relationship with your
Convention Sales Manager because …
• Can they sell the rooms you can’t fill?
• Do they need to bump a group?
https://www.flickr.com/photos/wwarby/9638499309
45. #toursanmarcos @PYMLive @JeffRasco
Guest rooms - relationships
• Maintain an excellent relationship with your
Convention Sales Manager because …
• Can they sell the rooms you can’t fill?
• Do they need to bump a group?
• Can you make good another year?
https://www.flickr.com/photos/wwarby/9638499309
49. #toursanmarcos @PYMLive @JeffRasco
Function space
• Actual meeting space needed
• Take into account:
• Set-up time / rehearsal time
• Type of set-up needed
QueridianSolutionsqueridian.com
50. #toursanmarcos @PYMLive @JeffRasco
Function space
• Actual meeting space needed
• Take into account:
• Set-up time / rehearsal time
• Type of set-up needed
• Purpose of event
QueridianSolutionsqueridian.com
51. #toursanmarcos @PYMLive @JeffRasco
Function space
• Actual meeting space needed
• Take into account:
• Set-up time / rehearsal time
• Type of set-up needed
• Purpose of event
• Risk management
QueridianSolutionsqueridian.com
52. #toursanmarcos @PYMLive @JeffRasco
Function space
• Actual meeting space needed
• Take into account:
• Set-up time / rehearsal time
• Type of set-up needed
• Purpose of event
• Risk management
• Back-up weather plans
QueridianSolutionsqueridian.com
53. #toursanmarcos @PYMLive @JeffRasco
Function space
• Actual meeting space needed
• Take into account:
• Set-up time / rehearsal time
• Type of set-up needed
• Purpose of event
• Risk management
• Back-up weather plans
• Attendee mobility
QueridianSolutionsqueridian.com
54. #toursanmarcos @PYMLive @JeffRasco
Function space
• Actual meeting space needed
• Take into account:
• Set-up time / rehearsal time
• Type of set-up needed
• Purpose of event
• Risk management
• Back-up weather plans
• Attendee mobility
• Outdoor lighting/walkways
QueridianSolutionsqueridian.com
56. #toursanmarcos @PYMLive @JeffRasco
Food & beverage
• What’s the hotel’s minimum requirement for
those dates?
https://www.flickr.com/photos/matchfitskills/8891100231
57. #toursanmarcos @PYMLive @JeffRasco
Food & beverage
• What’s the hotel’s minimum requirement for
those dates?
• What type of functions are required?
https://www.flickr.com/photos/matchfitskills/8891100231
58. #toursanmarcos @PYMLive @JeffRasco
Food & beverage
• What’s the hotel’s minimum requirement for
those dates?
• What type of functions are required?
• What does your group like?
https://www.flickr.com/photos/matchfitskills/8891100231
59. #toursanmarcos @PYMLive @JeffRasco
Food & beverage
• What’s the hotel’s minimum requirement for
those dates?
• What type of functions are required?
• What does your group like?
• Can the chef prepare something for your
budget?
https://www.flickr.com/photos/matchfitskills/8891100231
60. #toursanmarcos @PYMLive @JeffRasco
Food & beverage
• What’s the hotel’s minimum requirement for
those dates?
• What type of functions are required?
• What does your group like?
• Can the chef prepare something for your
budget?
• Can you use smaller cups / plates to save
money?
https://www.flickr.com/photos/matchfitskills/8891100231
61. #toursanmarcos @PYMLive @JeffRasco
Group discussion: Concessions
What concessions are important to your group?
What are you asking for and getting?
What do you have to compromise on?
62. #toursanmarcos @PYMLive @JeffRasco
Time to share: Concessions
• What’s important to you and your group/company?
• What are you asking for and getting?
• What are you having to compromise on?
63. #toursanmarcos @PYMLive @JeffRasco
Concessions - Tips from PYM LIVE San Francisco, Chicago & Austin
• What’s important to you and your group/company?
• Free Wi-Fi in
sleeping rooms
and meeting
space
• Discounted F&B
• Free parking
• Free water
• VIP amenities /
free room drops
• A/V discounts
• No resort fees
• Free airport
transfers
• Free staff meals
• Free staff rooms
• Load in/load out
dates
• Waived shipping/
receiving fee
• No meeting room
rental fee
• Free business
center
• No fee for
bringing own
projector, laptops,
tech people, etc.
• Reduced vendor/
hotel commission
on A/V
• No corkage/
reduced corkage
fee for wine
brought in
• Locked in F&B
pricing for future
events
64. #toursanmarcos @PYMLive @JeffRasco
Guest rooms
• What’s the cut-off date to reduce your room
block? (ex: 15-20% reduction possible
within 30-45 days pre-event)
https://www.flickr.com/photos/wwarby/9638499309
65. #toursanmarcos @PYMLive @JeffRasco
Guest rooms
• What’s the cut-off date to reduce your room
block? (ex: 15-20% reduction possible
within 30-45 days pre-event)
• Request a room audit so you get full credit
for all attendees at hotel, including ones
who booked outside the block.
https://www.flickr.com/photos/wwarby/9638499309
66. #toursanmarcos @PYMLive @JeffRasco
Guest rooms
• What’s the cut-off date to reduce your room
block? (ex: 15-20% reduction possible
within 30-45 days pre-event)
• Request a room audit so you get full credit
for all attendees at hotel, including ones
who booked outside the block.
• Negotiate comp room credit (ex: 1 per 40)
to be applied to master account
https://www.flickr.com/photos/wwarby/9638499309
68. #toursanmarcos @PYMLive @JeffRasco
Function space
• What unusual venues/amenities exist on
property (or in the city)
• Can there be business-friendly amenities
comped for the registration desk? (e.g.,
outlets, phone line)
QueridianSolutionsqueridian.com
69. #toursanmarcos @PYMLive @JeffRasco
Function space
• What unusual venues/amenities exist on
property (or in the city)
• Can there be business-friendly amenities
comped for the registration desk? (e.g.,
outlets, phone line)
• Does the property have any soft goods they
have on hand that can be used to augment
decor?
QueridianSolutionsqueridian.com
70. #toursanmarcos @PYMLive @JeffRasco
Function space
• What unusual venues/amenities exist on
property (or in the city)
• Can there be business-friendly amenities
comped for the registration desk? (e.g.,
outlets, phone line)
• Does the property have any soft goods they
have on hand that can be used to augment
decor?
• What can the CVB provide?
QueridianSolutionsqueridian.com
72. #toursanmarcos @PYMLive @JeffRasco
Food & beverage - attrition
• Base attrition on lost profit not lost revenue
• Put in writing (addendum) - no service fees
or sales tax will be charged on F&B attrition
https://www.flickr.com/photos/matchfitskills/8891100231
73. #toursanmarcos @PYMLive @JeffRasco
Food & beverage - attrition
• Base attrition on lost profit not lost revenue
• Put in writing (addendum) - no service fees
or sales tax will be charged on F&B attrition
• If you’re in danger of not making your
numbers, can you upgrade menus &
service?
https://www.flickr.com/photos/matchfitskills/8891100231
74. #toursanmarcos @PYMLive @JeffRasco
Food & beverage - attrition
• Base attrition on lost profit not lost revenue
• Put in writing (addendum) - no service fees
or sales tax will be charged on F&B attrition
• If you’re in danger of not making your
numbers, can you upgrade menus &
service?
• F&B maximum: Can you unlock additional
concessions by hitting a certain number?
https://www.flickr.com/photos/matchfitskills/8891100231
77. #toursanmarcos @PYMLive @JeffRasco
Addendum - Tips from PYM LIVE San Francisco, Chicago & Austin
• Force majeure
• Sleeping room attrition
(based on lost profit)
• F&B attrition (based on
lost profit)
• Sustainability
requirements and
reporting
• F&B maximum
unlocking additional
concessions
• Reporting requirements
(data, energy, attendee
spend)
• Cancellation/rebooking
clause
• Noise/enjoyment clause
• Construction/renovation
• Concessions (include
top 3 must haves)
• Prevent competitors
from booking
overlapping event dates
• Change of ownership/
flag
78. Need more tips & ideas?
“Contract Negotiation: Prepared & Fair are Effective in Any Market”: ez.com/prepared
“F&B Negotiation Strategies,” this presentation and more: slideshare.net/KristiCaseySanders
Contract Negotiation articles and other meeting planning advice: PlanYourMeetings.com
Upcoming webinars: ez.com/pymhangout
Claim your free membership to PYM: ez.com/pymsubscribe
Plan well & prosper, friends! Stay in touch! @PYMLive @JeffRasco #yaypym
#toursanmarcos @PYMLive @JeffRasco