MASTERCLASS: Venue Negotiation - how everyone can win
Event date/time: 06/07/2012 09:00 -16:30
CLICK HERE TO BOOK BY INVOICE Please note: Payments must be received by the date of the Masterclass
You really can save if you learn the tricks of negotiating with venues
There's much more to it than dates and duration. For example, you should never try to reduce the cost of food and beverage. A venue will then reduce quality to reflect the price. But if you know which budget lines to focus on, you can save cash without cutting corners
Learn tips to steer a way through the jungle of considerations that need to be understood before client, venue or agent can be sure of a win win deal.
This full-day M&IT Masterclass seminar on venue negotiation takes place on Friday 6th July 2012 at IET London: Savoy Place, 2 Savoy Place, London WC2R OBL from 09.00 – 16.30 hrs.
The seminar will examine the core principles of negotiating venue facilities and services, the nature of negotiation and the principles of 'giving and getting' to achieve the best deals. The concept of yield in the meetings market, the implications of high fixed costs, fluctuating demands and the perishability of the meetings product will be examined in depth.
There will be ample opportunities for everyone to share their experiences.
After the course participants will be able to:
• Understand the current market conditions and industry pricing strategies and their impact on negotiations
• Prepare and plan a venue negotiation using a structured process.
• Discover what is important to the venue aside from achieving rate.
• Challenge and undermine the position of the venue using qualification questions and logic.
• Recognise and involve other variables aside from rate in a negotiation.
• Select and use the right negotiation behaviour to create favourable movement.
• Plan the movement of concessions to achieve the maximum impact in a negotiation.
• Recognise when a negotiation is coming to a close and keep control of what has been agreed.
Lunch is included.
Helen Sandman: Sales Performance Consultant, MG Sales Performance, former Account Director at Zibrant and Business Development Director at Inntel Ltd held a national sales role with Trusthouse Forte Hotels before moving into the agency sector. She had a long and varied career in business development with Inntel, Peter Rand Group and Zibrant. Since 2005 Helen has been working with organisations to boost their sales and revenues.
Helen has worked on various consultancy, coaching and training projects working with international and national hotel brands such as Park Plaza, Accor, Apex, Village and SACO. Her diverse experience includes work for airlines, travel agents, event agencies, unusual venues and serviced apartment providers. Helen managed the training team for Whitbread’s award winning Going For Gold sales programme as well as delivering workshops and leadership coaching.
Helen has enormous experience in the agency sales and MICE sector and she works closely with BDRC and is a preferred trainer for the HBAA. She is a Myers Briggs Type Indicator practitioner and uses the personality profiling tool in coaching to help participants understand more about themselves and those they work with.
Gareth Crowder, Global Procurement Director, Zibrant, Global Operations Learning outcomes
What previous delegates said:
"Very relevant to my role and will certainly take away a lot of tips for future negotiation" – Morwenna Gilbert, Conference Executive Royal Society of Chemistry
"Some very good tips l can take away with me – thank you". Kelly Benfield, Marketing Executive, Blake Lapthorn Tarlo Lyons
"Lots of information which catered for all industries". Hayley Clark, Health Protection Agency
First delegate price : £ 350.00 + VAT
Additional delegate price : £ 299.00 + VAT
CLICK HERE TO BOOK BY INVOICE