outwitting your competitors jill outwitting your...outwitting your competitors jill henry icca...
TRANSCRIPT
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International Congress and Convention Association
Outwitting your Competitors
Jill Henry
ICCA Thailand Bid Workshop 2013
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• Low international profile.
• Lack of large meeting venues.
• Shortage of hotel rooms.
• Challenging air access and connectivity.
• Limited active local host base.
• Lack of experienced international quality suppliers.
• Long term funding commitments not possible.
International Congress and Convention Association
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International Congress and Convention Association
1. Find creative ways to build awareness
among meeting planners.
Dare to be different.
2. Encourage and motivate potential local
hosts to bid.
3. Support and champion new government
event funding policies to support
infrastructure development.
International Congress and Convention Association
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“Get out of your comfort zone and take risks!”
International Congress and Convention Association
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LEVERAGE THE BORNEO BRAND
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USE STORY TELLING
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ANAK SARAWAK AMBASSADOR PROGRAM
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LOCAL HOST ADVERTISEMENT
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Do you agree with this statement?
“When I was young,I thought that money was the most important thing in life;
now that I am old I know that it is.” Oscar Wilde
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$$$$$$$ =
COMFORT +
SECURITY
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1. PCO Investor.
2. Venue partner on risk.
3. Government guarantee.
4. Sponsored delegates.
International Congress and Convention Association
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Show them a good
bottom line
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The more you
know about
your clients and
decision
makers
the better your
chances of
winning their
hearts and
minds.
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• Ask what they want to see out of the conference.
• Do they have any connection with Thailand?
• What was their involvement with previous conventions?
• Know their personal likes and dislikes
International Congress and Convention Association
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Who attends from what regions?
What languages do they speak?
What is their average age and gender?
Ask about favourite past meetings?
What were their worst experiences?
International Congress and Convention Association
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TURN NEGATIVES INTOPOSITIVES ….
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To get shortlisted you can’t miss any of the small stuff.
If you struggle to meet a selection criteria never just ignore it.
Find some way to tick that box.
International Congress and Convention Association
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Presentation skills can make or break your bid.
Celebrities have their place.
International Congress and Convention Association
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The heart can and often does over-rule the head
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DRAMACHILDRENANIMALS
International Congress and Convention Association
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‘Association rules
are often only
loose guidelines. ‘
DO IT NOW – APOLOGISE LATER!
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•Save money
•Flexibility to update after bid deadline.
•Can form basis of event web site
International Congress and Convention Association
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Always include
something extra
that can be a
lasting legacy of
the meeting.
International Congress and Convention Association
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Your problems are a bid success
goldmine!