05 icca rsmp 2012 - from rfp to bid presentation
DESCRIPTION
Presentation given at the ICCA Research, Sales & Marketing Programme 2012 The ICCA RSMP took place from 13 - 16 June 2012 at the Festival Spieler Hauze in Bregenz, Austria.TRANSCRIPT
International Congress and Convention Association.
www.iccaworld.com | icca.mobi
From RFP to Bid presentation
The Four-Four time of Bidding
ICCA Research, Sales & Marketing Programme
| #irsmp12
International Congress and Convention Association.
www.iccaworld.com | icca.mobi
Request for Proposals
Invitation to Bid
Call for Bid
Venue Bid ManualKey criteria for
the selection Call for
conference
bidsGuidelines and
bidding rulesNew call for candidatures to host
Invitation of Expression of Interest to Host
Call to host
Call for Expression
of Interest to Host
Host Site Bid Solicitation Message
International Congress and Convention Association.
www.iccaworld.com | icca.mobi
• Negative side of RFPs– No standard name– No standard format– No standard vocabulary– No standard procedures– No standard size
Request for Proposals
International Congress and Convention Association.
www.iccaworld.com | icca.mobi
• Positive side of RFPs– There are no perfect RFPs– There is always a chance to clarify what is
written
Request for Proposals
International Congress and Convention Association.
www.iccaworld.com | icca.mobi
Your bidding marchIn four-four-time
International Congress and Convention Association.
www.iccaworld.com | icca.mobi
• Your task– Choose the destination you want to
represent– Find 4 strong reasons why your destination
should be selected– Create 2 promotional ideas to increase
attendance– Come up with one CSR initiative for the
event– Present your case
Request for Proposals
International Congress and Convention Association.
www.iccaworld.com | icca.mobi
1st time of the Bidding MarchThursday 13:45 – 14:45
-Read and analyze the RFP-Choose a destination able to accommodate the
business behind the RFP-What more information do you need from the
client to prepare a bid?-Three groups per RFP working together-Clients are present to observe/listen only
Request for Proposals
International Congress and Convention Association.
www.iccaworld.com | icca.mobi
- Read!- Analyse!- Understand!- Discuss!- What is missing to prepare the bid?
Clients listen but do not talk!
Request for Proposals
International Congress and Convention Association.
www.iccaworld.com | icca.mobi
Do not forget
- Who will prepare the bid?- Who will present the bid?
Request for Proposals
International Congress and Convention Association.
www.iccaworld.com | icca.mobi
2nd Time of the Bidding MarchFriday, 09.00-10.00
-Ask your questions to the client-Be specific-Short structuring of your presentation-Clients present 20 minutes per group
Clients answer your questions
Request for Proposals
International Congress and Convention Association.
www.iccaworld.com | icca.mobi
3rd Time of the Bidding MarchFriday 15:15-16:15
Prepare your presentation and do not forget:-4 strong reasons why the client should choose
your destination-2 promotional ideas to encourage attendance-1 CSR initiative for the event
Clients are not present!
Request for Proposals
International Congress and Convention Association.
www.iccaworld.com | icca.mobi
4th Time of the Bidding MarchSaturday, 10:30-11:30
-Each group gives a presentation of max. 10 minutes each
-Three presentations per RFP-Client/one Faculty member will be present to
give feedback
Request for Proposals
International Congress and Convention Association.
www.iccaworld.com | icca.mobi
That is your Bidding March 2012!
ICCA Research, Sales & Marketing Programme
| #irsmp12