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As meeting, conference and event planners, it is always a challenge to find ways to work with the Federal Government. The newest strategy we have seen in requests for quotes has been for NO COST contracting. This means that the planner is required to recoup all of the costs incurred in planning the event, usually including the meeting site costs. This is done through registration, exhibitor, and sponsor fees. The challenge is to determine reasonableness in building a budget based on anticipated costs and projected income, including no charge to government employees. This is, of course, much easier when you have a meeting that will draw your anticipated number of attendees, exhibitors, and sponsors. Sometimes the government gives you a range of attendees, which is another challenge for budgeting.
I know the government agencies are looking for ways to save money, but we must caution ourselves, not to lose money in the process of contracting with the government. One of the recent bids we did required no more than a 10% profit to the contractor. In building a budget, that is easy to project, in reality I am not sure how that works.
We find this to be a new and interesting trend. We have seen it in the private sector for a long time, but now the government is engaging in this practice, without a full understanding of the consequences. When bidding, you don’t have a contract with a meeting site, an audio-visual vendor, a drayage company, or a caterer. This means that much of what you use to determine a registration fee to propose to the government is based on your experience and best guesses as you are projecting costs.
We will keep you posted on how this trend as we continue in our efforts to work with the Federal Government.
~ Linda Begbie • Executive Director, RDL enterprises
Showing posts with label meeting. Show all posts
Showing posts with label meeting. Show all posts
Friday, November 25, 2011
Wednesday, June 22, 2011
Advantages of Technology-Based Meetings
Last month, I wrote about the advantages of face-to-face meetings. In all fairness, I must point out that technology-based, or “virtual” meetings also have some advantages as well, especially in certain situations. Here are the main ones I have come across.
Not having to travel to a meeting or conference, especially if it requires air, train, or extensive driving, certainly saves time. The time not spent on travel can be put to use in the office or at the job site working on other projects. It also saves on costs since you are not paying for transportation and, if the meeting requires overnight accommodations, it will save you the cost of a hotel stay, as well as meals and other incidental expenses.
In terms of flexibility for when and where the meeting is “held”, this really only makes a difference when the numbers attending the meeting are low. A Board meeting, for example, or a team meeting might be good candidates for making into virtual meetings. Conferences operate at a different level. Even if you were to make one into a virtual event, the sheer number of “attendees” reduces flexibility when considering “when”. As for the “where”, the participant does retain control over that – they could log into the event from work, home, or any location with the appropriate technology (i.e. a computer with internet access) – so I can see that as an advantage, if the participant is able to stay focused on the meeting…
The multi-tasking and increased productivity issues are, to me, a little harder to justify as being advantages. While people believe that they can multi-task, is that really the best way to participate in a meeting or conference? You only have so much mind-power available at any given time. Attempting to multi-task really means dividing your attention. If your attention is divided, how much of the information from the meeting are you really retaining?
I can see an argument for increased productivity being an advantage but that is mostly connected to the time saved by not traveling. Since it can be difficult to get serious work done while on the road, not traveling can increase bottom line productivity – but this seems to be more a function of the “It saves time” position than an advantage in its own right.
Each time an advance is made in virtual meetings technology, I see articles declaring the demise of the face-to-face meeting – and, yet, those meetings continue to happen. Virtual meetings are great for short meetings with few participants and limited agendas or goals. Face-to-face meetings are usually better when you are bringing large numbers of participants together for interactive sessions or networking. The reality is that there is room for both types of meetings in our industry and neither one can completely supplant the other – so keep your options open and find the one that is right for your event…
~ Karl Baur, CMP • Project Director, RDL enterprises
- They save time.
- They save money.
- There is more flexibility in the “when and where” of the meeting.
- Allow for multi-tasking and increased productivity.
Not having to travel to a meeting or conference, especially if it requires air, train, or extensive driving, certainly saves time. The time not spent on travel can be put to use in the office or at the job site working on other projects. It also saves on costs since you are not paying for transportation and, if the meeting requires overnight accommodations, it will save you the cost of a hotel stay, as well as meals and other incidental expenses.
In terms of flexibility for when and where the meeting is “held”, this really only makes a difference when the numbers attending the meeting are low. A Board meeting, for example, or a team meeting might be good candidates for making into virtual meetings. Conferences operate at a different level. Even if you were to make one into a virtual event, the sheer number of “attendees” reduces flexibility when considering “when”. As for the “where”, the participant does retain control over that – they could log into the event from work, home, or any location with the appropriate technology (i.e. a computer with internet access) – so I can see that as an advantage, if the participant is able to stay focused on the meeting…
The multi-tasking and increased productivity issues are, to me, a little harder to justify as being advantages. While people believe that they can multi-task, is that really the best way to participate in a meeting or conference? You only have so much mind-power available at any given time. Attempting to multi-task really means dividing your attention. If your attention is divided, how much of the information from the meeting are you really retaining?
I can see an argument for increased productivity being an advantage but that is mostly connected to the time saved by not traveling. Since it can be difficult to get serious work done while on the road, not traveling can increase bottom line productivity – but this seems to be more a function of the “It saves time” position than an advantage in its own right.
Each time an advance is made in virtual meetings technology, I see articles declaring the demise of the face-to-face meeting – and, yet, those meetings continue to happen. Virtual meetings are great for short meetings with few participants and limited agendas or goals. Face-to-face meetings are usually better when you are bringing large numbers of participants together for interactive sessions or networking. The reality is that there is room for both types of meetings in our industry and neither one can completely supplant the other – so keep your options open and find the one that is right for your event…
~ Karl Baur, CMP • Project Director, RDL enterprises
Wednesday, May 18, 2011
4 Advantages of Face-to-Face Meetings
When the economy is as tight as it is, many companies and government agencies see meetings and conferences as easy places to eliminate spending. Training budgets are slashed and, in some cases, agencies are outright forbidden to attend or support conferences even if there is little or no cost to the agency. However, this approach is rather short-sighted in my view – and not just because I’m a meeting planner.
True, there is the potential to save time and money by cutting trainings or by reducing or eliminating participation in face-to-face meetings. But, the way I look at it, much more is lost. Here are four advantages of face-to-face meetings that often get overlooked when too much attention is focused solely on fiscal issues.
1. People prefer to do business – and better business deals are often done – with people they have a relationship with and building meaningful relationships is much better done in person. And, the social interactions that take place during a live event help to build those relationships. In fact, in recognition of the importance of social interactions, many conferences build in time for networking and relationship-building. Yes, you can build relationships with others through virtual events but it takes much longer to accomplish than through face-to-face interactions. How much more time (and money) does it take to find and build new, meaningful, business relationships compared to maintaining and strengthening the ones you have?
2. Meeting face-to-face allows you to read body language, see facial expressions, and get a better “read” of others present. Non-verbal cues are important to human interaction: you can look them in the eye when conversing, note changes in body posture, observe what they are doing with their hands, etc. When you can instantly “read” the other person, you can react more appropriately to the conversation – and the situation. This is crucial if you are trying to build consensus, lead a group, or persuade potential partners to agree to your position – or trying to build a professional relationship.
3. Face-to-Face meetings allow participants to engage in more complex thinking, particularly “strategic” thinking, especially when you have more than just two or three participants. In a face-to-face setting, conversation can flow naturally, moving from one topic to another with relative ease as participants share information and build upon ideas and concepts already shared. As the number of participants grows in a virtual meeting, it tends more towards becoming a lecture-style presentation instead of an interactive discussion, which ends up stifling creative and constructive conversations. Conferences, in particular, involve large numbers of people – too many to effectively participate in a virtual event.
4. Fewer Distractions. This may not seem to be the case but consider how easy it is to “tune out” on a conference call, or work on another project at the same time, or walk away from the conversation. The ability to multi-task is often cited as a reason why people like virtual meetings but turn that perspective around. Do you really want the other party (or parties) to set you aside during the conversation so they can work on something else? When you are meeting with people face-to-face, it forces them to be more engaged in the discussion and it is easier to tell if they are no longer engaged so you can move on to the next issue or shift the discussion as appropriate.
A successful meeting is dependent on many things but the manner in which the meeting takes place is an important factor. Do you meet in person, or simply connect by phone or video chat? For many things, a phone call or an email may be all that is needed but, if you want to build long-term, meaningful relationships (whether personal or professional), you need to do more than that. You need to be there, live and in person…
~ Karl Baur, CMP • Project Director, RDL enterprises
True, there is the potential to save time and money by cutting trainings or by reducing or eliminating participation in face-to-face meetings. But, the way I look at it, much more is lost. Here are four advantages of face-to-face meetings that often get overlooked when too much attention is focused solely on fiscal issues.
1. People prefer to do business – and better business deals are often done – with people they have a relationship with and building meaningful relationships is much better done in person. And, the social interactions that take place during a live event help to build those relationships. In fact, in recognition of the importance of social interactions, many conferences build in time for networking and relationship-building. Yes, you can build relationships with others through virtual events but it takes much longer to accomplish than through face-to-face interactions. How much more time (and money) does it take to find and build new, meaningful, business relationships compared to maintaining and strengthening the ones you have?
2. Meeting face-to-face allows you to read body language, see facial expressions, and get a better “read” of others present. Non-verbal cues are important to human interaction: you can look them in the eye when conversing, note changes in body posture, observe what they are doing with their hands, etc. When you can instantly “read” the other person, you can react more appropriately to the conversation – and the situation. This is crucial if you are trying to build consensus, lead a group, or persuade potential partners to agree to your position – or trying to build a professional relationship.
3. Face-to-Face meetings allow participants to engage in more complex thinking, particularly “strategic” thinking, especially when you have more than just two or three participants. In a face-to-face setting, conversation can flow naturally, moving from one topic to another with relative ease as participants share information and build upon ideas and concepts already shared. As the number of participants grows in a virtual meeting, it tends more towards becoming a lecture-style presentation instead of an interactive discussion, which ends up stifling creative and constructive conversations. Conferences, in particular, involve large numbers of people – too many to effectively participate in a virtual event.
4. Fewer Distractions. This may not seem to be the case but consider how easy it is to “tune out” on a conference call, or work on another project at the same time, or walk away from the conversation. The ability to multi-task is often cited as a reason why people like virtual meetings but turn that perspective around. Do you really want the other party (or parties) to set you aside during the conversation so they can work on something else? When you are meeting with people face-to-face, it forces them to be more engaged in the discussion and it is easier to tell if they are no longer engaged so you can move on to the next issue or shift the discussion as appropriate.
A successful meeting is dependent on many things but the manner in which the meeting takes place is an important factor. Do you meet in person, or simply connect by phone or video chat? For many things, a phone call or an email may be all that is needed but, if you want to build long-term, meaningful relationships (whether personal or professional), you need to do more than that. You need to be there, live and in person…
~ Karl Baur, CMP • Project Director, RDL enterprises
Wednesday, March 30, 2011
A Closer Look at Space Requirements for Event RFPs
Time to examine in more detail another area that is a must to include on your event RFPs – Space Requirements.
When I discussed the major areas that needed to be covered by your RFP, I said that you needed to provide an outline of the space requirements for the group and gave a couple of details that go into that outline. Let’s look at those items a bit more closely and see what we can add to them. And, remember, you will need to provide this information to the venue for each function room for each day of your event.
1. How many rooms will you need and how will they be used? This is usually pretty easy to figure out but can throw a couple of curves at you. If you have a general session and four concurrent breakout sessions for your one-day event, you might be tempted to simply put that you need five rooms. However, the venue may want to know if the general session room can be used for one (or more) of the breakouts. The answer to that will change your space requirements. Does your program have the flexibility and time to do a “change-over” from one set to another like that? Will you be providing lunch or dinner or holding a reception – or all of the above? Will those food functions need to be served in their own spaces or can they use rooms already held for the meeting portion of your agenda? All of these questions affect the answer to “how many rooms do you need?” After all, if you don’t know how the space you’re requesting is going to be used, how can the venue properly prepare for you?
2. What types of room sets will each room need and for how many people? This is a critical component of your RFP. Since each type of room set takes up a different amount of space, providing this information allows the venue to figure out how much space they need to commit for your general session, each breakout, or any other function you might hold as part of your overall event. For more about room sets, check out these posts: types of room sets, what is the best room set, and how to calculate room capacities.
3. When will you use the space you are requesting? Do not just assume that the venue knows that you need the space from 8am to 5pm – tell them. Likewise, if you know that your general session is in the morning only and your breakouts are only in the afternoon, let the hotel know so they can block out space accurately for you. If you need a 24-hour hold on a room, you had better say so. Otherwise, you may find that the venue has sold the space you are using during the day to another group to use for their dinner. In many cases, this is not an issue but I will always ask for my “office” room to be held on a 24-hour basis. Another example: if I have an extensive audio-visual setup, I do not assume that the venue will automatically reserve the space for me overnight. I will ask for a 24-hour hold – and explain why I am requesting it.
I also stressed in my previous post the importance of making realistic estimates of your event’s attendance and space needs. This is where your group history is invaluable to you. Even if you do not share all of the historical details you have for the group, that history will guide your requests. You will know what they have used in the past, what trends exist (if any), and when a particular space request is outside the bounds of what the group historically has done.
~ Karl Baur, CMP • Project Director, RDL enterprises
When I discussed the major areas that needed to be covered by your RFP, I said that you needed to provide an outline of the space requirements for the group and gave a couple of details that go into that outline. Let’s look at those items a bit more closely and see what we can add to them. And, remember, you will need to provide this information to the venue for each function room for each day of your event.
1. How many rooms will you need and how will they be used? This is usually pretty easy to figure out but can throw a couple of curves at you. If you have a general session and four concurrent breakout sessions for your one-day event, you might be tempted to simply put that you need five rooms. However, the venue may want to know if the general session room can be used for one (or more) of the breakouts. The answer to that will change your space requirements. Does your program have the flexibility and time to do a “change-over” from one set to another like that? Will you be providing lunch or dinner or holding a reception – or all of the above? Will those food functions need to be served in their own spaces or can they use rooms already held for the meeting portion of your agenda? All of these questions affect the answer to “how many rooms do you need?” After all, if you don’t know how the space you’re requesting is going to be used, how can the venue properly prepare for you?
2. What types of room sets will each room need and for how many people? This is a critical component of your RFP. Since each type of room set takes up a different amount of space, providing this information allows the venue to figure out how much space they need to commit for your general session, each breakout, or any other function you might hold as part of your overall event. For more about room sets, check out these posts: types of room sets, what is the best room set, and how to calculate room capacities.
3. When will you use the space you are requesting? Do not just assume that the venue knows that you need the space from 8am to 5pm – tell them. Likewise, if you know that your general session is in the morning only and your breakouts are only in the afternoon, let the hotel know so they can block out space accurately for you. If you need a 24-hour hold on a room, you had better say so. Otherwise, you may find that the venue has sold the space you are using during the day to another group to use for their dinner. In many cases, this is not an issue but I will always ask for my “office” room to be held on a 24-hour basis. Another example: if I have an extensive audio-visual setup, I do not assume that the venue will automatically reserve the space for me overnight. I will ask for a 24-hour hold – and explain why I am requesting it.
I also stressed in my previous post the importance of making realistic estimates of your event’s attendance and space needs. This is where your group history is invaluable to you. Even if you do not share all of the historical details you have for the group, that history will guide your requests. You will know what they have used in the past, what trends exist (if any), and when a particular space request is outside the bounds of what the group historically has done.
~ Karl Baur, CMP • Project Director, RDL enterprises
Wednesday, February 2, 2011
What information should I include in my RFPs?
Easy answer: Everything.
Realistic answer: Everything that matters.
OK, I realize that the “realistic” answer isn’t much better than the “easy” answer so let’s see if we can narrow down what that really means. And, since a successful event has to begin somewhere, let’s begin with the basics.
To start, you need to make sure you include basic information, such as your contact information (phone, email, address, etc), the deadline for submission of proposals, and when/how a decision will be made. But that is not all that is needed…
When I create a Request for Proposals (RFP), I am looking for a useful “snapshot” of my conference that a hotel sales manager can use to determine if they are able and willing to compete for my business. It needs to include information about what I need, any limits I have on those needs, and when and how proposals are due. Here are the key areas I cover for all of my groups:
Dates – When I want to hold the meeting. This could be a range (any weekday in October), a pattern (a Mon-Tues in October), or specific dates (October 23-26). If you have flexibility on dates or if there are dates you absolutely must avoid, be sure to include that information in your RFP too.
Guest Rooms – Simply put, how many guest rooms over how many nights do I think I will fill with my group. Usually, this is listed as X number of rooms for Tuesday night, Y number of rooms for Wednesday night, etc.
Rates – How much I am willing to pay for various items, such as guest room rates, meeting room rental, or food and beverage functions. In most cases, this is an upper limit (i.e. I can pay no more than a certain rate for guest rooms, or I cannot pay for space rental, etc.) but it can also simply be a way to share what I would like to pay for guest rooms, space, etc. I also use it as an opportunity to let the venue know if I can negotiate on rates or not and how much room I have to do that.
Space – An outline of the space requirements for the group: how many rooms, when they will be used, what types of room sets, and how many people will be in attendance for each event. Include everything you think you will need, but be realistic about your requirements. That especially applies to your estimated counts. If your group history shows that typical attendance for your meeting is 200 people, don’t look to hold space for 500 without some kind of solid reasoning (i.e. wishful thinking is not a good basis for this estimate).
F&B –A listing of each food and beverage function planned and the estimated number of people in attendance for each function. As with Space requests, ask for what you think you’ll need but be realistic about it.
AV – Indicate how much and what kind of Audio-Visual equipment my meeting will use (whether rented or brought) because this impacts the size of rooms needed for the group, as well as possibly representing another source of income for the venue (if they have an in-house AV department). It also helps paint a picture of what the group looks like for the sales rep.
Other Key Decision Points – If you have special requests that will “make or break” a venue’s chances of winning your business, be sure to include those items in the RFP – and this goes for any service or item that will affect your final decision. For example, if you need free high-speed internet access in your guest rooms, ask for it. If you can only book with a hotel that is a union property, state that in your RFP. That way, you will not waste your time, or theirs, by getting bids that you know up front you cannot accept. Similarly, if parking or shuttle rates are important, be sure to ask bidders to include that information in their proposal as well.
Group History – As we’ve discussed previously, having a solid group history helps show that your space and F&B requests (as well as all of the other items on our RFP) are reasonable and realistic for the group. I typically include a minimum of 3-5 instances of the meeting in the RFP, assuming the group has met at least that many times. For each “instance”, I will provide the date and location of the meeting (city and venue) on the RFP. With a typical large conference, this means I am sharing at least 3-5 years of history. For smaller groups that might meet 3-4 times each year, I usually only list the previous year or two to show that it is not just a “one-off” event and that there is a solid basis for my numbers. Believe it or not, hotels do look at your group history – especially for larger groups.
With each area, I will delve into more detail about the group’s needs as appropriate. Where I take each of the areas above depends greatly on the group I am working with and what they need. To go into those finer points here would take up way too much space so I will instead take the time in future posts to look at some of these RFP areas in greater detail. In the meantime, I hope this has given you enough to start thinking about your RFPs and what information you choose to include in them.
~ Karl Baur, CMP • Project Director, RDL enterprises
Realistic answer: Everything that matters.
OK, I realize that the “realistic” answer isn’t much better than the “easy” answer so let’s see if we can narrow down what that really means. And, since a successful event has to begin somewhere, let’s begin with the basics.
To start, you need to make sure you include basic information, such as your contact information (phone, email, address, etc), the deadline for submission of proposals, and when/how a decision will be made. But that is not all that is needed…
When I create a Request for Proposals (RFP), I am looking for a useful “snapshot” of my conference that a hotel sales manager can use to determine if they are able and willing to compete for my business. It needs to include information about what I need, any limits I have on those needs, and when and how proposals are due. Here are the key areas I cover for all of my groups:
Dates – When I want to hold the meeting. This could be a range (any weekday in October), a pattern (a Mon-Tues in October), or specific dates (October 23-26). If you have flexibility on dates or if there are dates you absolutely must avoid, be sure to include that information in your RFP too.
Guest Rooms – Simply put, how many guest rooms over how many nights do I think I will fill with my group. Usually, this is listed as X number of rooms for Tuesday night, Y number of rooms for Wednesday night, etc.
Rates – How much I am willing to pay for various items, such as guest room rates, meeting room rental, or food and beverage functions. In most cases, this is an upper limit (i.e. I can pay no more than a certain rate for guest rooms, or I cannot pay for space rental, etc.) but it can also simply be a way to share what I would like to pay for guest rooms, space, etc. I also use it as an opportunity to let the venue know if I can negotiate on rates or not and how much room I have to do that.
Space – An outline of the space requirements for the group: how many rooms, when they will be used, what types of room sets, and how many people will be in attendance for each event. Include everything you think you will need, but be realistic about your requirements. That especially applies to your estimated counts. If your group history shows that typical attendance for your meeting is 200 people, don’t look to hold space for 500 without some kind of solid reasoning (i.e. wishful thinking is not a good basis for this estimate).
F&B –A listing of each food and beverage function planned and the estimated number of people in attendance for each function. As with Space requests, ask for what you think you’ll need but be realistic about it.
AV – Indicate how much and what kind of Audio-Visual equipment my meeting will use (whether rented or brought) because this impacts the size of rooms needed for the group, as well as possibly representing another source of income for the venue (if they have an in-house AV department). It also helps paint a picture of what the group looks like for the sales rep.
Other Key Decision Points – If you have special requests that will “make or break” a venue’s chances of winning your business, be sure to include those items in the RFP – and this goes for any service or item that will affect your final decision. For example, if you need free high-speed internet access in your guest rooms, ask for it. If you can only book with a hotel that is a union property, state that in your RFP. That way, you will not waste your time, or theirs, by getting bids that you know up front you cannot accept. Similarly, if parking or shuttle rates are important, be sure to ask bidders to include that information in their proposal as well.
Group History – As we’ve discussed previously, having a solid group history helps show that your space and F&B requests (as well as all of the other items on our RFP) are reasonable and realistic for the group. I typically include a minimum of 3-5 instances of the meeting in the RFP, assuming the group has met at least that many times. For each “instance”, I will provide the date and location of the meeting (city and venue) on the RFP. With a typical large conference, this means I am sharing at least 3-5 years of history. For smaller groups that might meet 3-4 times each year, I usually only list the previous year or two to show that it is not just a “one-off” event and that there is a solid basis for my numbers. Believe it or not, hotels do look at your group history – especially for larger groups.
With each area, I will delve into more detail about the group’s needs as appropriate. Where I take each of the areas above depends greatly on the group I am working with and what they need. To go into those finer points here would take up way too much space so I will instead take the time in future posts to look at some of these RFP areas in greater detail. In the meantime, I hope this has given you enough to start thinking about your RFPs and what information you choose to include in them.
~ Karl Baur, CMP • Project Director, RDL enterprises
Wednesday, August 11, 2010
What is a “Pre-Con”?
“Pre-Con” is short for pre-conference (or pre-convention) and can refer to any meeting that occurs before the main conference or convention. However, for meeting planners and hoteliers, the term has a particular meaning that is instantly recognized by any who have been in the industry for a while. We use the term to indicate a specific kind of meeting that takes place before the conference, one between the meeting planner and the venue. So why is this special meaning important? What happens at these meetings that make the term stand out in the hospitality industry?
At its most basic, a pre-con is a meeting in which a representative for the group producing the meeting meets with a representative from the venue in which the meeting is being held for the purpose of reviewing the details of the event to ensure accuracy and completeness. This meeting gets everyone on board and “on the same page”.
A typical pre-con begins with the venue welcoming the group. Introductions are made of all of those present from the hotel side and their role in making the event a success. The planner will introduce their team as well. I think of this part of the pre-con as the “big picture” section. We review the goals and objectives for the event and discuss the keys to making the event a success. This section is not always needed and whether or not it is included is often a function of your needs and preferences as well as the size of your event. The larger your event, the more likely this will be included in some fashion. For small functions, an informal round of handshakes may suffice before you move on.
The next portion of the pre-con, which I call the “nuts & bolts” section, usually involves a much smaller group than the “big picture” piece. Where the “big picture” piece can involve as many as 20 people, the “nuts & bolts” piece will usually not involve more than five or six – and I have often had just two or three people (including myself) for smaller meetings. This portion of the pre-con is where the details of the event and the BEOs are discussed in…well, detail. Everything is reviewed to ensure that everyone knows what is scheduled to happen when, what goods or services are to be provided, and who the responsible parties are. This portion of the pre-con is the part you should not ever skimp on – take the time to do it and do it thoroughly.
For large events, I make sure to meet with my CSM far enough in advance to make sure that there is time to inform every department of any changes and get them “on board” with my group’s requirements. Typically, holding the pre-con the day before the event starts provides sufficient time for this, though I have seen pre-cons done as many as three or four days ahead of time. If I am managing a small event, do I still do a pre-con? Absolutely, though it may just be a quick review of the BEOs with my catering manager the night before my meeting starts. In any case, though, I never do a meeting or conference without conducting a pre-con prior to the beginning of the event – and neither should you!
~ Karl Baur, CMP • Project Director, RDL enterprises
At its most basic, a pre-con is a meeting in which a representative for the group producing the meeting meets with a representative from the venue in which the meeting is being held for the purpose of reviewing the details of the event to ensure accuracy and completeness. This meeting gets everyone on board and “on the same page”.
A typical pre-con begins with the venue welcoming the group. Introductions are made of all of those present from the hotel side and their role in making the event a success. The planner will introduce their team as well. I think of this part of the pre-con as the “big picture” section. We review the goals and objectives for the event and discuss the keys to making the event a success. This section is not always needed and whether or not it is included is often a function of your needs and preferences as well as the size of your event. The larger your event, the more likely this will be included in some fashion. For small functions, an informal round of handshakes may suffice before you move on.
The next portion of the pre-con, which I call the “nuts & bolts” section, usually involves a much smaller group than the “big picture” piece. Where the “big picture” piece can involve as many as 20 people, the “nuts & bolts” piece will usually not involve more than five or six – and I have often had just two or three people (including myself) for smaller meetings. This portion of the pre-con is where the details of the event and the BEOs are discussed in…well, detail. Everything is reviewed to ensure that everyone knows what is scheduled to happen when, what goods or services are to be provided, and who the responsible parties are. This portion of the pre-con is the part you should not ever skimp on – take the time to do it and do it thoroughly.
For large events, I make sure to meet with my CSM far enough in advance to make sure that there is time to inform every department of any changes and get them “on board” with my group’s requirements. Typically, holding the pre-con the day before the event starts provides sufficient time for this, though I have seen pre-cons done as many as three or four days ahead of time. If I am managing a small event, do I still do a pre-con? Absolutely, though it may just be a quick review of the BEOs with my catering manager the night before my meeting starts. In any case, though, I never do a meeting or conference without conducting a pre-con prior to the beginning of the event – and neither should you!
~ Karl Baur, CMP • Project Director, RDL enterprises
Wednesday, December 9, 2009
How many people will that room hold? – Revisited!
Back in July, I posted a piece talking about how to roughly calculate how many people a room could hold. (Click here to read the original post.) Given the popularity of that particular post, I decided to do this follow up – and include a free cheat sheet (link at end of post) for quick reference. This one page document gives me an easy way to know ahead of time how much space a particular event is likely to need.
Once again, here are the approximations I most frequently use:
Banquets (60” or 72” rounds): 15 square feet/person
Classroom (18” tables): 15 square feet/person
Classroom (30” tables): 20 square feet/person
Theater or Reception: 10 square feet/person
Hollow Square: 40 square feet/person
If you use my numbers and compare them to most space calculators, you will find that the calculators will usually give you more people in the same square footage than my estimates. This is because most calculators do not take into account audio-visual equipment – mine do. I also try to make sure that my attendees have enough space to be comfortable, instead of squished together as tightly as possible. My approximations take this “comfort factor” into account as well.
Please note that, if you have extensive audio-visual requirements or elaborate sets, you will need significantly more space. As always a property’s Convention Services Manager will be able to help you determine the best fit for your event in the spaces they have.
- Karl Baur, CMP • Project Director, RDL enterprises
Download Cheat Sheet (PDF)
Once again, here are the approximations I most frequently use:
Banquets (60” or 72” rounds): 15 square feet/person
Classroom (18” tables): 15 square feet/person
Classroom (30” tables): 20 square feet/person
Theater or Reception: 10 square feet/person
Hollow Square: 40 square feet/person
If you use my numbers and compare them to most space calculators, you will find that the calculators will usually give you more people in the same square footage than my estimates. This is because most calculators do not take into account audio-visual equipment – mine do. I also try to make sure that my attendees have enough space to be comfortable, instead of squished together as tightly as possible. My approximations take this “comfort factor” into account as well.
Please note that, if you have extensive audio-visual requirements or elaborate sets, you will need significantly more space. As always a property’s Convention Services Manager will be able to help you determine the best fit for your event in the spaces they have.
- Karl Baur, CMP • Project Director, RDL enterprises
Download Cheat Sheet (PDF)
Wednesday, December 2, 2009
How Do Meeting Planners Get Paid?
There are essentially two ways for a meeting planner to be paid for their services: fee for service or through commissions.
Earning a commission is a very common way for meeting planners to be paid for their services. Their fees are typically determined as a percentage of the guest room rate negotiated with the hotel or hotels that are hosting the event – and the hotels pay that percentage directly to the planner after the conclusion of the event. So, with a 10% commission and a negotiated rate of $150 per night, the planner would earn $15 (from the hotel!) for each night someone paid to stay at the hotel. For small groups, this does not usually result in a very large fee but, with large groups, this can add up to quite a tidy sum for the planner. A major advantage of this fee structure is that the client does not pay for the planner’s services out of their event budget, which can help their event’s bottom line.
“Fee for Service” is the other method commonly used and it can be calculated either on an hourly basis or for the whole project.
A planner who is paid by the hour simply determines an hourly rate for their services, which may vary by service or be a set amount across the board. In either case, there is a menu of services for clients to choose from. The main advantage here is that it is easy for the client to approximate the planner’s fees even before putting the project out to bid. They can also easily compare those costs against the staff time they would have to allocate to the project if they were to do it in-house.
Planners who are paid a fixed amount for the project determine how much to charge for a given event based on the size and complexity of the project – each job is different – and then works with that client to refine the scope of work and the fee until both parties reach an agreement. Though determining the final fee and scope of work for the project can be tricky, once they have been determined, an agency then knows exactly how much they will be paying for the planner’s services and exactly what those services will be.
While this brief overview does not give all of the ins and outs of each method, it is worth noting that most planners will work with you to find the approach that is right for you and your event. RDL typically sets a fee for each event or series of events that we do for our clients. However, we do still work with hourly rates and, occasionally, commissions to create the best fit to our clients’ needs.
Karl Baur, CMP • Project Director, RDL enterprises
Earning a commission is a very common way for meeting planners to be paid for their services. Their fees are typically determined as a percentage of the guest room rate negotiated with the hotel or hotels that are hosting the event – and the hotels pay that percentage directly to the planner after the conclusion of the event. So, with a 10% commission and a negotiated rate of $150 per night, the planner would earn $15 (from the hotel!) for each night someone paid to stay at the hotel. For small groups, this does not usually result in a very large fee but, with large groups, this can add up to quite a tidy sum for the planner. A major advantage of this fee structure is that the client does not pay for the planner’s services out of their event budget, which can help their event’s bottom line.
“Fee for Service” is the other method commonly used and it can be calculated either on an hourly basis or for the whole project.
A planner who is paid by the hour simply determines an hourly rate for their services, which may vary by service or be a set amount across the board. In either case, there is a menu of services for clients to choose from. The main advantage here is that it is easy for the client to approximate the planner’s fees even before putting the project out to bid. They can also easily compare those costs against the staff time they would have to allocate to the project if they were to do it in-house.
Planners who are paid a fixed amount for the project determine how much to charge for a given event based on the size and complexity of the project – each job is different – and then works with that client to refine the scope of work and the fee until both parties reach an agreement. Though determining the final fee and scope of work for the project can be tricky, once they have been determined, an agency then knows exactly how much they will be paying for the planner’s services and exactly what those services will be.
While this brief overview does not give all of the ins and outs of each method, it is worth noting that most planners will work with you to find the approach that is right for you and your event. RDL typically sets a fee for each event or series of events that we do for our clients. However, we do still work with hourly rates and, occasionally, commissions to create the best fit to our clients’ needs.
Karl Baur, CMP • Project Director, RDL enterprises
Wednesday, October 28, 2009
Client Relationships in Today’s Business Climate
As I network with other business owners in our field, I find we are all in the same position. Our long term clients are no longer able to fund meetings or events. They are told that if they do any meetings they will be planned ”in-house”. Whether the client is corporate, government, or association, the answer seems to be the same. In this economic climate, no one is spending money on meetings.
I talked with a representative from CISCO who told me their solution was to do their annual meeting using video conferencing. She said it saved them thousands of dollars. When I asked about what kind of feedback they got from those attending the video conference, she said they “did not like it” and that the typical response was that they missed the networking component of getting together. It was too impersonal. There is a message to all of us in this as we keep hearing that video conferencing is the wave of the future.
So what does this change in the elimination of meetings and conferences mean to us? It means that instead of relying on our old tried and true method of marketing (referral from a satisfied client or attendee), we need to dig in and learn how to market our services. That means we need to be the ones networking, getting involved, and following up with potential leads. In the past a lead usually meant a potential new client, now we talk about soft leads, warm leads, and hot leads. It is also teaching us patience. We need to develop relationships with potential new clients and keep our name in front of them as often as possible.
Another thing that we are doing is ensuring that we have all the certifications we need to keep us viable and visible. Things like being federally certified as a Small Business, a Women Owned Business, and as a Disadvantaged Business Enterprise (because we are women, if you can imagine that!). We are registered with the State and the Federal Government, signed up as vendors with the major corporations that need to have set-asides for small business, women owned, etc., and we are marketing to those companies that require those set-asides.
Most importantly, we are not forgetting our loyal clients – those relationships are as critical as ever! They can’t use our services today, but the economy will change and will they will once again require our services and support. We don’t want them to forget us. It is always about RELATIONSHIPS!
Linda Begbie • Executive Director and Meeting Planner at RDL enterprises.
I talked with a representative from CISCO who told me their solution was to do their annual meeting using video conferencing. She said it saved them thousands of dollars. When I asked about what kind of feedback they got from those attending the video conference, she said they “did not like it” and that the typical response was that they missed the networking component of getting together. It was too impersonal. There is a message to all of us in this as we keep hearing that video conferencing is the wave of the future.
So what does this change in the elimination of meetings and conferences mean to us? It means that instead of relying on our old tried and true method of marketing (referral from a satisfied client or attendee), we need to dig in and learn how to market our services. That means we need to be the ones networking, getting involved, and following up with potential leads. In the past a lead usually meant a potential new client, now we talk about soft leads, warm leads, and hot leads. It is also teaching us patience. We need to develop relationships with potential new clients and keep our name in front of them as often as possible.
Another thing that we are doing is ensuring that we have all the certifications we need to keep us viable and visible. Things like being federally certified as a Small Business, a Women Owned Business, and as a Disadvantaged Business Enterprise (because we are women, if you can imagine that!). We are registered with the State and the Federal Government, signed up as vendors with the major corporations that need to have set-asides for small business, women owned, etc., and we are marketing to those companies that require those set-asides.
Most importantly, we are not forgetting our loyal clients – those relationships are as critical as ever! They can’t use our services today, but the economy will change and will they will once again require our services and support. We don’t want them to forget us. It is always about RELATIONSHIPS!
Linda Begbie • Executive Director and Meeting Planner at RDL enterprises.
Wednesday, September 16, 2009
Ordering Items "On Consumption"
In previous posts, I’ve mentioned a few ways to gain a measure of control over your F&B budget at your meetings, conferences, and events. Ordering some of your items “on consumption” is another easy way to manage your costs.
“On consumption” is a term that essentially means that you only pay for what your attendees actually take or consume, instead of paying for everything that the hotel puts out for them to choose from. When you order sodas “on consumption” for your group of 40 people, for example, the hotel might put out 40 cans but, if only 15 sodas are taken by your participants, then you only pay the hotel for those 15 instead of the 40 they put out on the table. When you scale this up to a large event, the potential savings can be huge. But, before you get too excited about the possibilities, please bear in mind that there are a few limits as to what this can be applied to.
This approach really only works with pre-packaged items that do not spoil or otherwise become unsafe to serve again at a later date. For example: bottles or cans of soda, water, or other beverages; candy or snack bars; ice cream bars; or bags of chips or nuts – these are all good candidates for being ordered “on consumption”. The hotel can take any "left over" items and sell them to another group. Whole fruit is also often a viable possibility as well (they come pre-packaged by nature) as there are many uses for fruit that the hotel can take advantage of before they spoil.
It cannot be done with items such as pastries, breads, carving stations, coffee or tea, fresh-baked cookies, etc. These items, once made for you, are yours. The hotel cannot repackage them to sell (or give!) to another group – in fact, in many cases, they legally are forbidden from doing so.
So what about the other end of the spectrum? What if the group decides to take a lot more that what we can pay for? Let’s use our group of 40 people as the example again. To prevent our example group from taking way more than what we are prepared (or able) to pay for, we set an upper limit with the hotel. By instructing them to put out no more than 45 sodas, we have effectively capped the total amount that we would have to pay for these drinks – which means we can know with certainty how much of our budget is committed to this item.
As a meeting planner, wise use of “on consumption” can really help you to manage your F&B budget – but you have to ask for it. Few catering departments will offer it to you. As always, though, the hotel is your partner in this. Work with them to determine which of their F&B items are best suited to order “on consumption” and which items are best suited for your group and their needs.
- Karl Baur, CMP, Project Director
“On consumption” is a term that essentially means that you only pay for what your attendees actually take or consume, instead of paying for everything that the hotel puts out for them to choose from. When you order sodas “on consumption” for your group of 40 people, for example, the hotel might put out 40 cans but, if only 15 sodas are taken by your participants, then you only pay the hotel for those 15 instead of the 40 they put out on the table. When you scale this up to a large event, the potential savings can be huge. But, before you get too excited about the possibilities, please bear in mind that there are a few limits as to what this can be applied to.
This approach really only works with pre-packaged items that do not spoil or otherwise become unsafe to serve again at a later date. For example: bottles or cans of soda, water, or other beverages; candy or snack bars; ice cream bars; or bags of chips or nuts – these are all good candidates for being ordered “on consumption”. The hotel can take any "left over" items and sell them to another group. Whole fruit is also often a viable possibility as well (they come pre-packaged by nature) as there are many uses for fruit that the hotel can take advantage of before they spoil.
It cannot be done with items such as pastries, breads, carving stations, coffee or tea, fresh-baked cookies, etc. These items, once made for you, are yours. The hotel cannot repackage them to sell (or give!) to another group – in fact, in many cases, they legally are forbidden from doing so.
So what about the other end of the spectrum? What if the group decides to take a lot more that what we can pay for? Let’s use our group of 40 people as the example again. To prevent our example group from taking way more than what we are prepared (or able) to pay for, we set an upper limit with the hotel. By instructing them to put out no more than 45 sodas, we have effectively capped the total amount that we would have to pay for these drinks – which means we can know with certainty how much of our budget is committed to this item.
As a meeting planner, wise use of “on consumption” can really help you to manage your F&B budget – but you have to ask for it. Few catering departments will offer it to you. As always, though, the hotel is your partner in this. Work with them to determine which of their F&B items are best suited to order “on consumption” and which items are best suited for your group and their needs.
- Karl Baur, CMP, Project Director
Wednesday, September 9, 2009
So what is it exactly that Meeting Planners do?
I encountered an interesting situation over the holiday weekend that kind of surprised me. A long-time friend was asking about how my job was going and, after we chatted about that for a while, proceeded to ask what it was I actually did. She knew what my job was in a general sense but did not know specifics…
Meeting Planners actually perform a wide range of duties that can be hard to sum up quickly. The Employment Development Department for California, though, actually has a nice overview document which divides the work of a Meeting Planner into these general areas of responsibility:
Program Development
Marketing and Promotion
Budgeting
Site Selection
Negotiation
Travel Arrangements
Entertainment and Speakers
Food Arrangements
Trade Show Management
Guest Programs
Reservations and Event Registration
Audio-Visual Equipment
Public Relations
Program Evaluation
I would also add Onsite Staffing to this list, since that not only encompasses many of the areas above but also requires a different set of skills and knowledge - and comes with many additional responsibilities. Many things can happen onsite (good and bad!) during an event that a meeting planner is eminently suited to handle.
Some meeting planners specialize in one of a few of these areas while others handle all of them. Most, though, cover the majority of these areas and leave one or two to other specialists or to the sponsoring agency to handle. In my 15 years of meeting planning, I have done everything on this list at one time or another. However, I would not consider myself a specialist or an expert in Public Relations or Guest Programs, for example (I do think I’m pretty darn good at the rest, though).
The other interesting thing about my conversation was the misconception that, as a meeting planner, I only did events from the very beginning to the very end. In fact, a good meeting planner will tailor the services they provide to each individual client’s event. If a conference only needs assistance with their registration process, we can do that separately from every other task. If they just need onsite staffing support for while the conference is “in session”, that can be provided separately as well.
For more information about what meeting planners do here is a one-page brochure describing what RDL enterprises does. We also address some of the more common questions about meeting planners at the bottom of this page.
- Karl Baur, CMP, Project Director
Meeting Planners actually perform a wide range of duties that can be hard to sum up quickly. The Employment Development Department for California, though, actually has a nice overview document which divides the work of a Meeting Planner into these general areas of responsibility:
Program Development
Marketing and Promotion
Budgeting
Site Selection
Negotiation
Travel Arrangements
Entertainment and Speakers
Food Arrangements
Trade Show Management
Guest Programs
Reservations and Event Registration
Audio-Visual Equipment
Public Relations
Program Evaluation
I would also add Onsite Staffing to this list, since that not only encompasses many of the areas above but also requires a different set of skills and knowledge - and comes with many additional responsibilities. Many things can happen onsite (good and bad!) during an event that a meeting planner is eminently suited to handle.
Some meeting planners specialize in one of a few of these areas while others handle all of them. Most, though, cover the majority of these areas and leave one or two to other specialists or to the sponsoring agency to handle. In my 15 years of meeting planning, I have done everything on this list at one time or another. However, I would not consider myself a specialist or an expert in Public Relations or Guest Programs, for example (I do think I’m pretty darn good at the rest, though).
The other interesting thing about my conversation was the misconception that, as a meeting planner, I only did events from the very beginning to the very end. In fact, a good meeting planner will tailor the services they provide to each individual client’s event. If a conference only needs assistance with their registration process, we can do that separately from every other task. If they just need onsite staffing support for while the conference is “in session”, that can be provided separately as well.
For more information about what meeting planners do here is a one-page brochure describing what RDL enterprises does. We also address some of the more common questions about meeting planners at the bottom of this page.
- Karl Baur, CMP, Project Director
Wednesday, June 17, 2009
Meetings are still relevant!
I’ve just returned from an educational conference and tradeshow put on by the Hospitality Sales and Marketing Association International (HSMAI) called Affordable Meetings. It was held June 10-11 at the convention center in San Jose and was attended by approximately 450-500 meeting planners from many different organizations of every type and size, including associations, corporations, government, military, religious, incentives, social, ethnic, special events, sports and educational groups.
Exhibitors at the tradeshow (200 of them!) included hotels, university conference centers, unique meeting sites, convention and visitor bureaus, transportation companies, software companies, audiovisual companies, destination management companies and other meeting and convention suppliers.
In the seminars and on the tradeshow floor there was the expected talk of business slowdown from both the planners and suppliers, however most everybody was upbeat and hopeful about continuing to do business together, which means – having meetings and conferences!
For another take on the importance of meetings, check out this video from CBS News by Ben Stein.
Staying current is critical in these rapidly changing times, knowing the latest in legislative mandates and travel restrictions is so important when considering holding a conference or meeting. By networking with peers and attending educational conferences such as HSMAI, meeting planners can be equipped with the information necessary to coordinate successful and cost-effective events.
I definitely learned some new tools and tricks that I will be sharing with you in the weeks ahead to make your Food & Beverage budget go a little farther, how to think clearly under pressure, and more!
- Ginger Myrick, Meeting Planner
Exhibitors at the tradeshow (200 of them!) included hotels, university conference centers, unique meeting sites, convention and visitor bureaus, transportation companies, software companies, audiovisual companies, destination management companies and other meeting and convention suppliers.
In the seminars and on the tradeshow floor there was the expected talk of business slowdown from both the planners and suppliers, however most everybody was upbeat and hopeful about continuing to do business together, which means – having meetings and conferences!
For another take on the importance of meetings, check out this video from CBS News by Ben Stein.
Staying current is critical in these rapidly changing times, knowing the latest in legislative mandates and travel restrictions is so important when considering holding a conference or meeting. By networking with peers and attending educational conferences such as HSMAI, meeting planners can be equipped with the information necessary to coordinate successful and cost-effective events.
I definitely learned some new tools and tricks that I will be sharing with you in the weeks ahead to make your Food & Beverage budget go a little farther, how to think clearly under pressure, and more!
- Ginger Myrick, Meeting Planner
Wednesday, May 27, 2009
Model Policy for Meetings, Events and Incentive/Recognition Travel for Those Businesses Benefiting from TARP Funds
The meeting and travel industry has developed a Model Board Policy for meetings, events, and incentive travel that is designed for businesses receiving TARP monies. It is recommended that any agency receiving government monies consider adopting guidelines similar to these.
The guidelines clearly emphasize that meetings, events, and incentive/recognition travel serve legitimate business purposes and are cost-justified. They propose that any meeting exceeding $75,000 must have a written justification. It also suggests that at least 90 percent of the incentive program attendees shall be other than senior executives from the host organization. The U.S. Travel Association has published these guidelines along with examples of legitimate business purposes for meetings, events and travel. If your business expects to receive TARP monies, you should definitely look to have a policy in place to address meetings and conferences. To get started, you can download a copy of the guidelines here.
- Linda Begbie, Meeting & Conference Planner
The guidelines clearly emphasize that meetings, events, and incentive/recognition travel serve legitimate business purposes and are cost-justified. They propose that any meeting exceeding $75,000 must have a written justification. It also suggests that at least 90 percent of the incentive program attendees shall be other than senior executives from the host organization. The U.S. Travel Association has published these guidelines along with examples of legitimate business purposes for meetings, events and travel. If your business expects to receive TARP monies, you should definitely look to have a policy in place to address meetings and conferences. To get started, you can download a copy of the guidelines here.
- Linda Begbie, Meeting & Conference Planner
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