This document provides information and tips for finding clients for event and function management. It suggests targeting corporates, associations, and government for meetings, conferences, and other events. It lists websites and organizations to find potential clients and event details. It also recommends personally contacting decision makers, hosting familiarization events, and collaborating with local partners. The document advises attending industry expos and conventions to meet suppliers and gather ideas. It stresses keeping an up-to-date online presence through a website and e-newsletters to promote event space and services.

1. Events and Functions Management
Summit
Ian Stuart AFMEA
Business Events Consultant
Business Events Sydney

2. Who are they and what do they want?
• Corporates. Sales meetings, product launches, training, brain
storming, AGMs
• Associations. 600,000 not for profit associations. Meeting space,
breakout rooms, catering, exhibit space, registration space, security.
• Government. As for associations but greater certainty of attendance.

3. Where to find clients
• Convention and Visitors Bureaux eg www.BESydney.com.au
• www.meetingsevents.com.au (lists 527 event management
companies)
• www.ises.org.au (focus on social events)
• www.pco.asn.au (only for professional conference organisers)
• www.associations.net.au (for association managers)
• www.ausae.org.au (for association managers)
• Check index boards at other properties
• Leverage your club’s members’ connections
• Photograph and report on conferences that you host, send media
releases about the events

4. Where to find clients
• Personally call on Marketing Managers, Sales Managers and EAs
• Host familiarisations and site inspections
• Get them to visit your property and spoil them!
• Seek referrals and testimonials from existing clients
• Collaborate with local accommodation providers and attractions,
consider packaging and joint promotion
• Always measure the response

5. What to read
• Micenet magazine www.mice.net.au
• Convention & Incentive Marketing www.cimmagazine..com
• Spice News www.spicenews.com.au

6. Places to visit/exhibit
• RSVP Melbourne 26/27 May, Melbourne Convention and Exhibition
Centre
• RSVP Sydney 22/23 July. Sydney Convention and Exhibition Centre
• Australian Business Events Expo, 22/23 July. Sydney Convention
and Exhibition Centre
• AIME. 15/16 February 2011, Melbourne Convention and Exhibition
Centre

7. Pick their brains!
• Staging companies
• Event producers
• Exhibition suppliers

8. Propaganda!
• Keep your website accurate and up to date
• Publish e-newsletters
• Consider social media to spread the word virally

9. Events and Functions Management
Summit
Ian Stuart AFMEA
Business Events Consultant
Business Events Sydney