1. Ask yourself if your own organization is prepared to work within the rules of the client.
- Do you understand what the contractual requirements are?
- Do you understand the approvals process once a contract is issued?
- Do you have the reporting/data feedback structure in place to be a supportive vendor or partner?
- Do you know all the players on the client side and understand their individual roles?
2. Set yourself up with the reporting capabilities to support clients’ SMMPs by providing data.
You should be able to run reports on:
- Total number of meetings booked in and out of channel
- Who contracted the meetings
- Number of room nights consumed
- Room revenue generated (and be able to compare it to other clients to prove you are providing volume value)
- Food and beverage totals
3. Use your data to suggest possible cost savings (such as alternate arrival/departure patterns, etc.).
All cost figures should reflect total spend across an entire portfolio. Voice your willingness to carry out extensive negotiation.
4. Train your staff.
Train your staff in procurement initiatives and negotiation skills so they fully understand how to add value to every opportunity you receive – plus avoid any frustrating delays and miscommunications.
5. Above all, understand your clients’ overall objectives.
- Know what clients will or won’t negotiate
- Communicate in a way that caters to clients’ needs
- Be respectful of budget and maximize ROI to deliver great experiences
Want to learn more about SMMPs? Check out the enlightening white paper, Understanding Strategic Meetings Management Programs (SMMP) of Corporate Accounts.