What can PCO’s really deliver? Not what can they promise!
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What are the ‘real’ responsibilities of a PCO? What should you expect? What is a strong PCO model and how can this benefit Associations? What can Associations do to work to work more successfully with PCOs? Where there is a choice, should marketing and sponsorship really be PCO’s responsibility? Ben Hainsworth, Executive Director for Associations of K.I.T. Group. www.associationscongress.com
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What can PCO’s really deliver? Not what can they promise!
- 1. HOST SPONSORS #ACIE15 ORGANISED BY Executive Director for Associations What can PCOs really deliver? Not what can they promise! BEN HAINSWORTH K.I.T. Group © Associations Network 2015
- 2. What can PCO’s really deliver? Not what can they promise! May 6, 2015 Ben Hainsworth Executive Director for Associations K.I.T. Group GmbH
- 3. Key Clients of K.I.T. Group
- 4. FORBES - The Most Stressful Jobs of 2015 Firefighter 1 Enlisted military personnel 2 Military general 3 Airline pilot 4 Police officer 5 Actor 6 Broadcaster 7 Event coordinator 8 Photojournalist 9 Newspaper reporter 10
- 6. A suite of integrated modular services:
- 7. Proprietary event, fully owned by PCO PCO as full organiser – profit share to association Core PCO - long term full service One time full service PCO Core service partner for specific operational services – e.g. accommodation, registration, secretariat, abstract, AV, exhibition, F&B, social, crisis mgmt Core service partner for specific non- commodity services – eg event strategy, destination selection, retainment & recruitment, sponsor relations, brand, communication & marketing, programme & content development One time provision of specific services eg DMC Consultant and provider of specialised services – regulatory and compliance, fiscal, financial, insurance, accountancy, legal, accreditation One time local PCO Mapping organisational models and partnerships - today’s PCO perspective PCO as full organiser , guaranteed license fee &/or profiit share to assoc Association full in-house organisation
- 8. Question 1
- 9. 9of Do you contract PCOs? A) No B) Yes, for all services C) Yes, but only for some services Question 1
- 10. Question 2
- 11. Company Slogan 9of This is an example text to place your own text here, what you want to put at here instead this dummy text. This is an example text to place. For what services do you engage PCOs? Accommodation Y/N Registration Y/N Abstract Management Y/N Speaker & Programme Mgmt Y/N Venue & Logistics Mgmt Y/N Exhibition Management Y/N Sponsorship Management Y/N Marketing and Communication Y/N Question 2
- 12. Question 3
- 13. Company Slogan 9of This is an example text to place your own text here, what you want to put at here instead this dummy text. This is an example text to place. If you work with PCOs do you normally? A) Use just one PCO per event B) Use a combination of multiple PCOs on same event Question 3
- 14. Question 4
- 15. Company Slogan 9of This is an example text to place your own text here, what you want to put at here instead this dummy text. This is an example text to place. If you partner with a PCO do you do so for? A) All our congresses B) Only our main annual event C) Depends on the destination Question 4
- 16. Question 5
- 17. Company Slogan 9of This is an example text to place your own text here, what you want to put at here instead this dummy text. This is an example text to place. How often do you issue new RFPs for PCO services? A) Every year B) Every two years C) Every three years D) Other _____________ Question 5
- 18. • Procurement power – reduce costs • Devoted resources – reduce your overheads / free up own resources • Salesforce & process – increase revenues • Budget management – accountability, profitability • Best practice, innovation – increase quality • Flexibility/scalability • consistency • Objective strategic advice - relations with leadership • Concentrate on managing and developing your association Advantages of PCO solutions
- 19. • Association has a VISION around which goals are agreed upon • Association accesses external resources & skillsets • Responsibilities and expectations are unambiguously defined • Both parties are diligent and act in good faith, trust • Association nurtures KOL commitment and content generation • Institutional synergies and complementarity – passion and efficiency • A non-static evolving relationship Strong models of partnership: what works?
- 20. • Short term agreements • Price being sole & overriding criterion • Ambiguous roles & responsibilities, too many chefs.. • Lack of diligence or delivery • Interests of association and PCO in conflict • PCO identity dominating the relationship • Inertia, lack of perspective • Misalignment, misunderstanding Models of partnership: what works less well?
- 21. Proprietary event, fully owned by PCO PCO as full organiser – profit share to association Core PCO - long term full service One time full service PCO Core service partner for specific operational services – e.g. accommodation, registration, secretariat, abstract, AV, exhibition, F&B, social, crisis mgmt Core service partner for specific non- commodity services – eg event strategy, destination selection, retainment & recruitment, sponsor relations, brand, communication & marketing, programme & content development One time provision of specific services eg DMC Consultant and provider of specialised services – regulatory and compliance, fiscal, financial, insurance, accountancy, legal, accreditation One time local PCO Mapping organisational models and partnerships - today’s PCO perspective PCO as full organiser , guaranteed license fee &/or profiit share to assoc Association full in-house organisation
- 22. Do you excel at all congress management activities ? Questions to ask yourself? Is congress management the area where your volunteer leadership expect you to excel ? Are there other association activities where your staff might have greater added value ? To what activities should you be allocating your limited resources ? Can you really afford not to engage an expert PCO ? Are you clear enough on your own expectations to be able to contract the right PCO ?
- 23. Thank you for your attention! For more about us : http://react-profile.org/ebook/KITGroup/ImageBrochure/
- 24. HOST SPONSORS #ACIE15 ORGANISED BY www.associationscongress.com www.associationsnetwork.org