Contract Negotiation

RFPs: When to answer and when to pass

In my experience, not all business is good business. Professional relationships should be about shared goals, values and respect. More

5 things to do right now to get better hotel deals (FREE WEBINAR)

Sourcing hotels can be a huge drag on your already busy schedule. How do you get your meeting requests noticed? How do you ensure that you’re getting the best deal? More

Multiyear contracts: Do your homework, plan ahead

If the circumstances are right, the idea of a multiyear contract should be embraced. More

To market, to market: Gauging the industry’s strength

Knowing the difference between a sellers' market and a buyers' market will help you do your job more effectively. More

Outsourcing your meetings, in full or part: a primer

Before starting my business as an independent meeting planner, I was the director of meetings for a large Texas state association. At the time, it never would have occurred to me to hire a third party planner because I had a staff, and we were able to handle all the demands of our meetings. Since [...] More

Partnering for successful contract negotiations

How often have you walked away from a contract negotiation feeling positive, happy with the deal you struck and like you got the very best deal for your money? Is negotiating hotel contracts one of your least favorite parts of your job? I think very few meeting planners feel comfortable with this aspect, and I [...] More

Cost-saving strategies and solutions to industry challenges

Despite reassurances that the recession is over, corporate purse strings aren’t getting any looser. And that, coupled with increasing hotel and transportation costs and short booking windows, is leaving meeting and event planners feeling pinched. On the meeting supply side, hotel and convention sales managers are having a hard time connecting with potential clients and maintaining [...] More