Posted by Daniel Coates on Fri, Dec 17, 2010 @ 11:06 AM
I found myself admiring the construction progress of the new Ottawa Convention Centre on the Mckenzie King bridge today. This has become a popular vantage point with many people who come to watch what is happening. The view of the facility and construction from the bridge is second to none. It attracts people all the time. Today, like every other day, people were on the bridge talking and taking in the enormity and beauty of the glass structure being erected. I don’t often engage these people because more often than not I find myself doing the same.
A stranger bounded across the street and was staring at the building. He was in his 40′s, dressed casually and clearly in awe. Then he proclaimed “That sure is one incredible fish bowl!” I was taken aback. ‘A fish bowl?’ I thought. I had heard the facility referred to as a tulip, a barge, and even a Waterford crystal candy dish but never a fish bowl! Just as he said this, a lady seemed to come out of nowhere and said “It isn’t a fish bowl but a salad bowl!”. These people didn’t know each other but the debate ensued nonetheless. Fishbowl or salad bowl? I stood quietly and listened. Smiling on the inside at just how insightful both those analogies really were.
I like the fishbowl. One of the most amazing elements of the facility is that delegates coming to Ottawa will experience all the beauty of Canada’s Capital. They can gaze out from inside and not be stuck in a dark barren meeting room. The fishbowl also serves as a metaphor of transparency that meetings and society now must operate in. No longer are there ‘secret meetings’ but a shift toward openness and visibility. I can definitely see the fishbowl.
However the salad bowl is equally good. The interesting mix of economic, educational, scientific and political issues that the Ottawa Convention Centre will play host to makes the salad bowl analogy strong. Add in the viewpoints of a diverse group of international delegates and insights of a multicultural Canadian society and I can see how the salad bowl is the vessel to hold all this.
In all the meetings I had sat in with Richard Brisbine, the architect of the new Ottawa Convention Centre, never once had I heard him refer to either of these analogies when explaining his vision. But yet both are so good. And here we are, even before the OCC is completed and in a small way, the building is already serving it’s primary purpose. A discussion is ensuing with two people who just met and have gathered to exchange ideas. After all, isn’t this what a Convention Centre is designed to do? Now, in less than five months when it officially opens, they can take the discussion inside.
Posted by Daniel Coates on Thu, Nov 04, 2010 @ 01:27 PM
By Andrew Beattie
The PCMA Masters Series in Washington was all about the future of meetings. The session was moderated by Greg O’Dell and questions were posed to a panel that inclued Chris Brown, EVP Conventions and Business Operations, National Association of Broadcasters, Abe Eshkenazi CEO, The Association of Operations Managers, Karen Hackett CEO American Academy of Orthopedic Surgeons, Scott Hunt Executive Director and CEO Endocrine Society, and Peter O’Neil Executive Director American Industrial Hygiene Association. Five association CEOs were discussing all facets of issues affecting their organizations. Not surprisingly these are many of the issues that senior executives are concerned with the world over. Topics covered today were technological concerns, governance, retention and engagement of employees and customers (members), and globalization among others. And to varying degrees all these issues affected each of the associations represented. However a particular topic that engaged the panel (as it related to meeting destination/venue selection) was choosing suppliers to take an interest in their business to become partners and true solution providers. This struck me for two reasons. First was that it was an issue at all, and second how come these concerns are not translated to meeting planners and RFP?
Now for professional sales people in most industries solving customers business problems is nothing new. Xerox was preaching this when I took my fist sales course in the ’80s and since then there have been variations of the same message by countless of training companies and methods. Understand what your customers need (or need to accomplish) and find unique partnered solutions. But often this is overlooked in hospitality sales management education.
I have long advocated that understanding the business reasons and providing viable solutions will help differentiate your proposal from others under consideration. To do this one has to ask the right questions and be able to offer solutions.
However it is the second element that is of more concern. All too often, both in an RFP and in conversations with the meeting planners, the principal business issues never arise in the conversation. All the ‘needs’ are logistical in nature. Facilities, hotels, attractions, and lift (especially for international planners coming to Canada) and cost are the primary consideration. If and when a sales person probes often they are met with blank stares or presentation of their logistical requests again. This relegates the destination to being not much more than a commodity. Associations need strong partnerships to grow and be sustainable. And destinations need strong associations to meet in their destinations to provide enhanced business opportunities for the association’s members and suppliers in their community. Therefor that organizational needs dialogue needs to extend to the meeting planners so they in-turn can have that dialogue with potential partners and be open to solutions. And, Meeting Planners will secure their spot in organizational decision making by presenting these partnered solutions.
I am not suggesting that all meeting planners aren’t doing this. Many fully understand the business needs but often get frustrated by the suppliers lack of understanding.
Hospitality industry sales people would be well served to take the Certified Association Sales Executive course through PCMA. This program provides the basic operational understanding of the business of meeting planning and associations. Conversely Associations need to engage their meeting planners in their organizational so they can seek out solutions from suppliers.
Kudos to PCMA for doing it’s part to help bridge the gap.
Posted by Daniel Coates on Tue, Mar 16, 2010 @ 10:50 AM
By Dawn Wilson
I recently attended a negotiations seminar at a PCMA Conference. If there is any one session that I, as a seasoned sales person should have taken years ago – this was it. This was a thought provoking and interesting day long session. The wonderful part of this is that I now have real tools to help me decide and evaluate each negotiation differently and more effectively. This can be applied to all areas of my life and the second part of the session that covered the psychology of the subject matter was just as thought provoking. Consider this: Gut instinct is not a replacement for strategy – reflect on your own personal strategies with this statement in mind. There are a couple of things you need to figure out in any deal – you must know what is the number you cannot go below (as a buyer or seller) and you must know how to find out what is your bottom line.
- Figure out your BATNA (Best Alternative to a negotiated agreement).Your BATNA is the course of action you will pursue in the event of “no deal”
- Determine your Reservation Value – the point at which you are indifferent between accepting the deal and walking away. A BATNA analysis helps you determine your reservation value.
- Evaluate the ZOPA – Zone of Possible Agreement – the space/difference between the seller’s reservation value and the buyer’s reservation value.
Here are some things to consider in any negotiation: Information is King. What you learn depends on what you are
willing to learn. Always negotiate about the value you bring to the buyer. Prepare in advance to answer the toughest questions that you may be asked in the negotiation – this helps avoid lying, helps you not give up too much information; and helps you reclaim control. My next blog will be talking about more negotiating – should you make the first offer and how to effectively anchor to set the tone of your negotiation.