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 [...] 
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 [...]
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 [...]
Partnering with the venue to maximize meeting goals
Recently, I read an article that discussed negotiating with hotels, and there was a very strong bias to the meeting planner. I am a planner, but it angered me that both sides were not presented. I believe we all want to achieve the best deal and that the real goal is to come away with [...]
Proposals, agreements and assumptions
Table of contents for Mastering contracts and negotiationsContracts: Getting to greenMission: Avoid attritionGet yourself “in shape” for the new meeting yearThe danger of planning meetings by templateThe importance of building relationships with your hotel sales contactsProposals, agreements and assumptionsContract negotiation best practices,
Part ITiming is everything, contractually speakingAs you know, contracts and agreements take many [...]
Force majeure clauses
Well, hurricane season is upon us and as the Labor Day crowds run for shelter, the thoughts of meetings, weather and other abnormalities came to mind. What does this have to do with meeting contracts? Plenty!
Flash back to fall 2005, shortly after Hurricane Katrina. At my birthday party, a co-worker asked me if I thought [...]
Contract renegotiation tips
So you’ve done your homework, researched the market, cut a great deal and are so proud of yourself. Then, six, eight or 18 months later, your conference or event starts to fall apart because of market uncertainty, losses in sponsorship or, in the case of a first time event, your marketing machine is too slow [...]
