“contract control”€¦ · “contract control” presented to rcma 2015! !! by...
TRANSCRIPT
“Contract Control” presented to RCMA 2015
by Robin M. Ware, CMP
www.TheWareAgency.com
About Robin • Mee$ng Planner • Hotel Sales 10 Years • Director of Events & Planning for largest church in the country for 3 years
• Cer$fied Life & Business Coach
Social Media
• @robinmware • #emerge2015
• Text to Join • Please text ware to 22828
Contract Control
• What are you leaving on the nego$a$ng table?
• Are you asking for what you WANT AND NEED?
• Do you know your worth?
What You’ll Learn
• Standard Contract Asks that BENEFIT You or Your Organization • 25 Bonus Contract Asks that
BENEFIT Your Attendee • The Importance of Knowing
your Worth
• To really take Contract Control, you must know….
……Your Economic Value …..Have a WISH List ….Have a NEEDS List
Contract Control
• History • Pick Up Report (by the week, month per
venue) • Outline of rooms request • Work with the CVB (in addition to being
a Planner’s helper, they’ll help validate you)
Contract Control
1. Be Organized 2. Be Professional (this is not a freeforall ) 3. Remember the #1 Rule of Negotiating 4. Don’t be afraid to ASK 5. Be professional (1 decision maker, 1
contact person that calls the Sales Manager, honor your word
5 VIP Keys
• Work with your CVB • Arrive on time for site visits • Only bring “key” people (as few as
possible) • One point of contact that speaks with
hotel outside of site visit
Be Your Professional Best!
• If it’s not WRITTEN, it doesn’t exist. • Sales Managers get booking
bonuses. • Conventional Service Managers
don’t.
ALWAYS R EMEMBER!
Why This Matters?
• Image of your organization • Sponsor commitments • Dollars and SENSE
Contract Control that
BENEFITS PLANNERS
• SITE VISITS – AIR, HOTEL, GROUND, & DMC – SERVICE YOUR RFP
• GOVERNMENT OFFICIAL GREETINGS – MAYOR – GOVERNOR – KEYS TO CITY PRESENTATIONS
CVB
• Meeting Planner Points • Bonus Reward Points for YOU & Key
Man • Complimentary Room/Suite/Floor
Upgrade for YOU • Private Room or Designated Area for
Check-In
Sales Manager
• Attrition • 1:35 (accumulative and not per
night) • Commission • Rebate
Sales Manager
• Meeting Space • Meeting Room A/V • Outside A/V Fee Waived • Power Drops/Electricity • Internet
Sales Manager
• Exhibit Tables • Linens (floor length, 8 points,
or color) • Custom Menus based on YOUR
price points • CAD Drawings
Sales Manager
• Branding (GoBo, Welcome Mat, Exterior Signage, Room Keys, Banners/Digital Signs) • Room Amenities for VIP’s • Multi-Year Signing Bonus • Staff Attire (branded shirts or
tuxedos for formal events)
Sales Manager
• Complimentary Board Meeting – Rooms – Meals – Meeting Space – A/V – Ground Transportation
Sales Manager
• Welcome Reception • Turndown • Fruit/Beverage Station in Lobby
during peak or non peak hours
Sales Manager
• Designated Floor • Access to a “Dark
Channel”
Sales Manager
• Special Restaurant Pricing and Hours • Special Items in Bookstore • Coffee Bar
Sales Manager
• In person invitation at current year’s meeting • Branding on current year’s
lanyard, name badges • Purchase of ad in program
book
Sales Manager
On Site Contract Control
Parking
• Complimentary Parking • Valet Parking • VIP Parking • Bus Parking • Offsite Private Lot Parking (downtown hotels)
Bellmen
• Portage (Luggage Drop) • Room Deliveries • Airport ShuTle • ShuTle Service to Venue • ShuTle Service within 5 miles • Luggage Storage
Front Desk
• Early Check-‐In • Late Checkout • Room Keys • Refrigerators • Rollaways • On Screen Video Gree$ngs • Private Check-‐In Area
Concierge
• Coupon Books • Branded Maps • Local Health Club/Gym • Lounge • Handle SPECIFIC VIP’S
Pool & Spa
• Spa Services • Pool Cabana • Towels • Chair Rental • Water Sports
Beverage Services
• Specialty Drinks • Juice Bar • Removal of Mini Bar
Restaurant • Special Hours • Branded Menu’s • Custom Menu for dietary and religious purposes
• Special Pricing • Extended Menu Offerings • Group Sea$ng • Private Room
Business Services
• Prin$ng • Computer Usage • Copier at registra$on desk • Shipping and Handling
Banquets
• 1:20 servers • White glove service • Clean up aaer event • Coffee service per gallon and not per person • Branded water boTles • Coke vs. Pepsi products
Banquet Services
• Load-‐In and Load-‐Out • Room Flips • 24 Hour Set Up • Pens/Pads, Candy and Water Service • Car Load-‐In and Load-‐Out
A/V
• On site assistance during load-‐in and set up • Operators
Security
• 24 Hour • Keys to Mee$ng Rooms
YES! We offer CONTRACT Consul$ng & Nego$a$ng!!!
Contact Informa$on
Robin M. Ware, CMP The Ware Agency
www.TheWareAgency.com P.O. Box 9396
MarieTa, GA 30065 678.948.5383