April 13, 2011

Webinar Wrap! Negotiating: The Numbers Game

Negotiating: The Numbers Game
Original Air Date: March 30, 2011 View this entire webinar online now!

Negotiating

Labor Pains
Planners need to consider union issues when entering into negotiations
Last fall, Hawaii nearly lost its biggest citywide convention of the season when the International Foundation of Employee Benefit Plans (IFEBP) considered cancelling…
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Resort Fees: How Negotiable?
That stealth charge can be put on the table as a concession
Should planners try to negotiate resort fees out of a contract or simply focus on getting the best deal possible on the room rate?
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Speaking of Value
Meeting planners can save a significant amount of money by employing savvy negotiation techniques with speakers
Content providers—speakers and presenters—are another important area where smart shopping matters.
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Negotiating Speaker Fees
Professional speaker Laura Stack offers up several prudent ways to negotiate with prospective speakers
The right approach for buyers is to make it as easy as possible for the speaker to agree without compromising fee integrity.
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Meetings in a Minute:
Negotiating Tips Video

Negotiating: The Numbers Game
Speaker: Bill Reed
Wed. March 30, 2011
1:00pm EST

With the hospitality industry waking up after a long slumber in a cash-strapped buyer's market, now is the time to sharpen your negotiating skills.

LEARNING OBJECTIVES:
• Identify sales cycles and need periods to pinpoint targets of opportunity
• Reframe how a meeting's objectives can be met
• Apply best site selection practices to achieve your objectives

F&B: Creating Impressions on a Budget
Speaker: Arlene Sheff
Wed., April 27, 2011
1:00pm EST

Food and beverage functions can either wow your guests or leave a lasting bad taste in their mouths. Now, more than ever, it's important to work effectively with catering managers and chefs to create added value, even on a limited budget. Learn new ways to impress your guests with creative menus and food service methods.

LEARNING OBJECTIVES:
• Identify creative food service methods
• Communicate with catering and chefs effectively to stretch their budgets
• Create food and beverage functions that wow guests
• Cover all the bases regarding attendee preferences

Bill Reed

1. Everyone needs to stay abreast of market conditions.
2. Market conditions differ in each destination.
3. Be clear about what you need, and what might be nice to have.
4. Understand the value of your meetings and events from the facility's point of view.
5. Negotiations are about give and take, don't give them a take it or leave it experience.

Negotiating: The Numbers Game
Available Online Now!

Q: Where would a corporate meeting planner find reliable information on the financial condition of a meeting site?
A: Have a conversation with your sales person and ask them for an overview. In most cases, they may need to get it from the CFO or controller. If you are doing a site visit, it's a good thing to discuss when you meet the GM, or ask to meet controller.
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