14 ICCA RSMP 2012 - Embrace your enemy for mutual success

transcript

International Congress and Convention Association.

www.iccaworld.com | icca.mobi

Embrace your Enemy for Mutual Success

ICCA Research, Sales & Marketing Programme

| #irsmp12

Presented by Michael Black and Julie Watterston

This session is:

What is an Alliance?

Alliances in the Meetings Industry

• The international network of Professional Conference Organisers (PCO)

• A partnership of leading companies providing PCO and event management services

• Combining global presence and local expertise

• Substantial purchasing power

INCON Ltd

• An alliance of convention bureaux• Berlin, Cape Town, Copenhagen, Dubai,

Edinburgh, Houston, Melbourne, San Juan, Singapore, Vancouver

• Confidence, Continuity and Convenience• Same high service each time• Share information• One Contact, 10 Best Cities

Best Cities

• Aberdeen, Abu Dhabi, Calgary, and Perth• Expertise in energy topics• Share in the energy and vibrancy of the

world’s powerhouse economies• “The energy transfer advantage”

Energy Cities

• International continental rotation representation

• Aberdeen, Boston, Durban, Hamburg and Mexico City

• Share similar center characteristics, initiatives and service levels

• Quarterly lead sharing and synergies• Joint representation with client prospecting

Global Congress Centre Alliance

• Best practices• Business development• Client relationship management• Financial success• Lead generation• Reduced marketing costs

What are the goals?

• Who to invite to join?• Membership criteria?• Membership/joining fee• Business and marketing plan• Target audience• Goals• Operating rules• Objectives

Setting up an alliance

Create your own Alliance!

• Festival/Opera event alliance• Global cities business travel taxi cab• Boutique and small business shops• Small museums network• Nuclear Energy debate group

Your Ideas

Thank you!

http://www.watterston.com

ICCA Research, Sales & Marketing Programme

| #irsmp12