Negotiating: Advanced

Presenter:

Wednesday, March 27, 2013
1:00 PM EDT
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One of the cornerstones of the Strategic Meetings Management (SMM) initiative is transparent metrics to define, measure and report success. One of the most important SMM components is hotel contract negotiations and validating cost savings, risk reduction and cost containment.

Join Meetings Focus and Robyn Mietkiewicz, CMP, CMM, director of Accounts & Global Meeting Management Services at Meeting Sites Resource, for this high-impact, which will address the industry issues and trends that impact planner/hotelier negotiations, how hotels manage for profitability, methods to assess and use your leverage for maximum negotiation results, and contract clauses that add meeting value and reduce risk.

Participants will learn the following:

  • How to understand industry issues and trends that impact hotel and contract negotiations
  • Utilize review methods to assess and use your leverage based on hotel revenue management criteria
  • Tips on how to examine key hotel contract performance clauses and specific methods to assure risk reduction/cost containment
  • Specific metrics to define, measure and report success
  • Identify the essential components of a cost savings, risk reduction and cost containment report (by meeting)

Additionally, optional SMM and ROI tools and resources will be available to attendees

Earn CEUs: This webinar is worth 1 clock hour of continuing education toward the initial CMP application and recertification through the Convention Industry Council.

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