te07 fundamentals of bidding for international association meetings - henrik
TRANSCRIPT
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52nd ICCA Congress
International Congress and Convention Association .
Twitter: #ICCA13
Basic Introduction to Bidding for International Association Congresses Tuesday 5th of November 2013
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International Congress and Convention Association .
Twitter: #ICCA13
Who are we?
WHO ARE YOU??
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International Congress and Convention Association .
Twitter: #ICCA13
Any special issues??
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LOBBYING
LOBBYING
RESEARCH
SITE VISIT
EXAMPLE OF A PROCESS
Associations
LOBBYING
LOBBYING
PREL. BOOKINGS ANALYSIS
&
RESEARCH
PRESENTATION
&
DECISION
MEETING
EVALUATION
EXAMPLE OF A BID PROCESS
Associations
SITE INSPECTION
BID
Meeting ambassador
Int
association
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International Congress and Convention Association .
Twitter: #ICCA13
Research & Analysis
Venues
Securing venues & accommodation
Bid
Site-inspection
Decision The Meeting
DMCs
Hotels
PCOs
Evaluation
Suppliers
University
The City
= Convention Bureau
Teamwork in the destination
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International Congress and Convention Association .
Twitter: #ICCA13
….. even thinking of starting the process for bidding……
BEFORE…..
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International Congress and Convention Association .
Twitter: #ICCA13
I have to know my destination
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International Congress and Convention Association .
Twitter: #ICCA13
• KEEP UPDATED!!
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International Congress and Convention Association .
Twitter: #ICCA13
And your partners in the destination have to understand the international meetings market
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International Congress and Convention Association .
Twitter: #ICCA13
• What makes me better than
• my competitors?
• How do I tell?
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International Congress and Convention Association .
Twitter: #ICCA13
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LOBBYING
LOBBYING
RESEARCH
SITE VISIT
EXAMPLE OF A PROCESS
Associations
LOBBYING
LOBBYING
PREL. BOOKINGS ANALYSIS
&
RESEARCH
PRESENTATION
&
DECISION
MEETING
EVALUATION
EXAMPLE OF A BID PROCESS
Associations
SITE INSPECTION
BID
Meeting ambassador
Int
association
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International Congress and Convention Association .
Twitter: #ICCA13
• Close cooperation between CVB - local PCO - meeting ambassador
Analysis & research
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International Congress and Convention Association .
Twitter: #ICCA13
An individual with high profile within hers/his
area of knowledge and with a good national
and/or international network
Meeting ambassador
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International Congress and Convention Association .
Twitter: #ICCA13
• Invites
• Front person
• Lobbyist
• Must be supported
• Must be educated
• Shall have the glory
Meeting ambassador
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International Congress and Convention Association .
Twitter: #ICCA13
Lobbying (the meeting ambassador)
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International Congress and Convention Association .
Twitter: #ICCA13
Organising information on the meeting
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International Congress and Convention Association .
Twitter: #ICCA13
• Ask the association
• Internet
• No guidelines?
Guidelines/Request for proposals
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International Congress and Convention Association .
Twitter: #ICCA13
Understanding the client
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International Congress and Convention Association .
Twitter: #ICCA13
• ICCA/UIA
• Internet
• Local member of the association
• Board member
• Colleagues in the industry (CVB, PCO, venues)
• Previous destinations
History of the congress
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INFORMATION FROM ICCA
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International Congress and Convention Association .
Twitter: #ICCA13
Availability Other events? Better events? – Yielding
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International Congress and Convention Association .
Twitter: #ICCA13
Are there any fees for hosting the meeting? Is it worth it? Who can pay?
Cost
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International Congress and Convention Association .
Twitter: #ICCA13
Local
National
Regional
European
Support
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International Congress and Convention Association .
Twitter: #ICCA13
If I get to know! I make a SWOT on the competitors
Competitors analysis
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International Congress and Convention Association .
Twitter: #ICCA13
Shall I go for it?
Does it fit in? Can I beat my competitors? Do I have the time to deliver? Do I have the money?
Shanghai Pittsburgh Cape Town Stockholm
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International Congress and Convention Association .
Twitter: #ICCA13
Yes, let’s go for it!!!!
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LOBBYING
LOBBYING
RESEARCH
SITE VISIT
EXAMPLE OF A PROCESS
Associations
LOBBYING
LOBBYING
PREL. BOOKINGS ANALYSIS
&
RESEARCH
PRESENTATION
&
DECISION
MEETING
EVALUATION
EXAMPLE OF A BID PROCESS
Associations
SITE INSPECTION
BID
Meeting ambassador
Int
association
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International Congress and Convention Association .
Twitter: #ICCA13
Securing venues & accommodation
Reservation of the congress venue & social venues Remember the time margins
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International Congress and Convention Association .
Twitter: #ICCA13
Block bookings of hotel room Research ”booking flow” Confidential information Keep the hotels informed
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International Congress and Convention Association .
Twitter: #ICCA13
Major medical meetings:
The organisations want the hotel room
rates included (to a fixed rate)in
the bid
New “trend” (in Europe??)
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International Congress and Convention Association .
Twitter: #ICCA13
Bid production
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LOBBYING
LOBBYING
RESEARCH
SITE VISIT
EXAMPLE OF A PROCESS
Associations
LOBBYING
LOBBYING
PREL. BOOKINGS ANALYSIS
&
RESEARCH
PRESENTATION
&
DECISION
MEETING
EVALUATION
EXAMPLE OF A BID PROCESS
Associations
SITE INSPECTION
BID
Meeting ambassador
Int
association
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International Congress and Convention Association .
Twitter: #ICCA13
A bid book is a document
presenting the destination, focusing on the association’s needs, for organising a meeting
It has to be the truth!
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International Congress and Convention Association .
Twitter: #ICCA13
Read the Bid Manual/Guidelines Do NOT interpret it!! Check out what is missing
Read read read READ
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International Congress and Convention Association .
Twitter: #ICCA13
Delivery
Who How When
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International Congress and Convention Association .
Twitter: #ICCA13
Adjust the bid to the client
Bridge the gap
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International Congress and Convention Association .
Twitter: #ICCA13
1. Letters of invitations 2. Support from the university, other universities, national research centres, researchers in Europe etc 3. Scientific level 4. Some ideas for the scientific program
5. What Stockholm stands for
Content
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International Congress and Convention Association .
Twitter: #ICCA13
Content
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International Congress and Convention Association .
Twitter: #ICCA13
Make it easy to understand
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International Congress and Convention Association .
Twitter: #ICCA13
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International Congress and Convention Association .
Twitter: #ICCA13
7. Communicating the meeting 8. References
Content
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International Congress and Convention Association .
Twitter: #ICCA13
9. Travel to Stockholm by plane official carrier – “convention plus” low cost carriers by train by boat 10. Public transport – reduced ticket prices?
Content
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International Congress and Convention Association .
Twitter: #ICCA13
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International Congress and Convention Association .
Twitter: #ICCA13
Airlines & flights
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International Congress and Convention Association .
Twitter: #ICCA13
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International Congress and Convention Association .
Twitter: #ICCA13
11. Accommodation Hotel Overview Low cost options?
Content
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International Congress and Convention Association .
Twitter: #ICCA13
Where and how many are they?
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International Congress and Convention Association .
Twitter: #ICCA13
Hotels – price & ratings
4 stars
•U$449 / night
•19 mins. Distance
• Line M34
4 stars •U$202.50 / night
•18 mins. Distance
• Line M50
4 stars •U$296.80 / night
•20 mins. Distance
• Line M50
4 stars
•U$259 / night
•21 mins. Distance
•Line E
4 stars
•U$409.73 / night
•19 mins. Distance
•Line X30
3 stars
•U$231 / night
•20 mins. Distance
•Line M42
3 stars
•U$399.00 / night
•19 mins. Distance
•M42
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International Congress and Convention Association .
Twitter: #ICCA13
12. Social venues & events
13. Restaurants
14. Preliminary budget
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International Congress and Convention Association .
Twitter: #ICCA13
15. Stockholm & surroundings
16. Pre & Post congress tours
17. Support City of Stockholm
18. Sustainable issues, ideas for CSR
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International Congress and Convention Association .
Twitter: #ICCA13
Follow the guidelines
– do not standardize
Every Bid book is a tailor made product
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MARKETING & PROMOTION
Attendance to promotional events and congresses For potential financial support only 0 0 EURO - EURO - EURO - EURO - EURO - EURO -
Promotional material and actions Stockholmbrochures and city maps 0 0 EURO - EURO - EURO - EURO - EURO - EURO -
TECHNICAL EQUIPMENT - CONGRESS/EXHIBITION COSTS
Airport advertisements Escalator panels at the airport 20 6 EURO 100,00 EURO 12 000,00 EURO - EURO - EURO - EURO 12 000,00
Airport desks Welcome desk incl. staff 1 2 EURO 2 000,00 EURO 4 000,00 EURO - EURO - EURO 4 000,00 EURO -
City/region public transportation network advertisements Advertising at the central station 1 1 EURO 19 100,00 EURO 19 100,00 EURO - EURO - EURO - EURO 19 100,00
SERVICES
Fire services/Hour/ man Define needs based on project and/or give unit price 0 0 EURO - EURO - EURO - EURO - EURO - EURO -
First Aid - Medical Service/Hour/man Define needs based on project and/or give unit price 0 0 EURO - EURO - EURO - EURO - EURO - EURO -
Tourist Information Tourist Information desk at the congress venue 1 6 EURO 1 000,00 EURO 6 000,00 EURO - EURO - EURO 6 000,00 EURO -
INVITED SPEAKERS & COMMITTEES
Flight tickets SAS Star Alliance official Carrier Programme 0 0 EURO - EURO - EURO - EURO - EURO - EURO -
Gifts for Committees Members, Speakers & invitees 500 1 EURO - EURO - EURO - EURO - EURO - EURO -
Hotel accommodation For potential financial support only 20 4 EURO - EURO - EURO - EURO - EURO 8 000,00 EURO -8 000,00
TRANSPORTATION/SHUTTLES
Access to city/region public transportation network Travel cards valid on public transport within the region ordered for ALL delegates valid during the congress. Delegates will be able to travel on their badge.
8000 7 EURO 30,00 EURO 1 680 000,00 EURO 840 000,00 EURO - EURO - EURO 840 000,00
Speakers bus from/to speakers hotel to/from Committees dinners 4 1 EURO 280,00 EURO 1 120,00 EURO - EURO - EURO 1 120,00 EURO -
Speakers bus from/to speakers hotel to/from congress venue 4 5 EURO 280,00 EURO 5 600,00 EURO - EURO - EURO 5 600,00 EURO -
Speakers bus from/to speakers hotel to/from Congress Party 4 1 EURO 280,00 EURO 1 120,00 EURO - EURO - EURO 1 120,00 EURO -
DIFFERENT SOCIETY COMMITTEE EXPENSES
Customs expenses For potential financial support only 0 0 EURO - EURO - EURO - EURO - EURO - EURO -
Freight Transport & Management For potential financial support only 0 0 EURO - EURO - EURO - EURO - EURO - EURO -
MCI Meetings & Inspection trips For potential financial support only 6 1 EURO - EURO - EURO - EURO - EURO - EURO -
Pre-congress committees meetings For potential financial support only 0 0 EURO - EURO - EURO - EURO - EURO - EURO -
MEALS & SOCIAL ACTIVITIES
Congress Dinner Food & Beverages Approx cost for three-course dinner 2000 1 EURO 85,00 EURO 170 000,00 EURO - EURO - EURO - EURO 170 000,00
Congress Dinner Venue Rental No venue rental when ordering a three-course dinner 1 1 EURO - EURO - EURO - EURO - EURO - EURO -
Photographer for events 1 1 EURO - EURO - EURO - EURO - EURO - EURO -
Society Presidents dinner Approx cost for three-course dinner 400 1 EURO 75,00 EURO 30 000,00 EURO - EURO - EURO - EURO 30 000,00
VARIOUS
Insurances For potential financial support only 0 0 EURO - EURO - EURO - EURO - EURO - EURO -
Lawyers for contract with venue For potential financial support only 0 0 EURO - EURO - EURO - EURO - EURO - EURO -
Travel grants For potential financial support only 0 0 EURO - EURO - EURO - EURO - EURO - EURO -
TOTAL HOSTING CITY RELATED GOODS AND SERVICES EURO 1 928 940,00 EURO 840 000,00 EURO - EURO 25 840,00 EURO 1 063 100,00
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International Congress and Convention Association .
Twitter: #ICCA13
Site inspection
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LOBBYING
LOBBYING
RESEARCH
SITE VISIT
EXAMPLE OF A PROCESS
Associations
LOBBYING
LOBBYING
PREL. BOOKINGS ANALYSIS
&
RESEARCH
PRESENTATION
&
DECISION
MEETING
EVALUATION
EXAMPLE OF A BID PROCESS
Associations
SITE INSPECTION
BID
Meeting ambassador
Int
association
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International Congress and Convention Association .
Twitter: #ICCA13
Why? To prove that the bid is true Create a relationship between the association/corePCO and the destination Who? Decision maker(s) The meeting planner
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International Congress and Convention Association .
Twitter: #ICCA13
When? Before decision - of course - BUT……
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International Congress and Convention Association .
Twitter: #ICCA13
How? Create a focused programme Dare to exclude Logistics Relations Inform local participants The right people
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International Congress and Convention Association .
Twitter: #ICCA13
Decision
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LOBBYING
LOBBYING
RESEARCH
SITE VISIT
EXAMPLE OF A PROCESS
Associations
LOBBYING
LOBBYING
PREL. BOOKINGS ANALYSIS
&
RESEARCH
PRESENTATION
&
DECISION
MEETING
EVALUATION
EXAMPLE OF A BID PROCESS
Associations
SITE INSPECTION
BID
Meeting ambassador
Int
association
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International Congress and Convention Association .
Twitter: #ICCA13
The HQ of the Association The Core PCO / AMC The Board Members The General Assembly All attendees
The decision makers
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International Congress and Convention Association .
Twitter: #ICCA13
Check the format of the presentation Time? Who? Where? What?
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International Congress and Convention Association .
Twitter: #ICCA13
Promoting the candidacy
Start early
Meeting Ambassadors prime role Talk to the supporting partners Talk to decision makers Lobbying – count votes
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International Congress and Convention Association .
Twitter: #ICCA13
Presentation:
Who will make the presentation on-site? Train the presenter Lobbying activities on-site Mini bid Exhibit
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International Congress and Convention Association .
Twitter: #ICCA13
The presentation I have to be there or backing up at home Keep time schedule! Be prepared for surprises
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International Congress and Convention Association .
Twitter: #ICCA13
THE PRESENTER MUST BE a good speaker a good presenter a stage performer and it helps if the presenter is a knowledgeable and flexible personality
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International Congress and Convention Association .
Twitter: #ICCA13
The 10th World Congress of
Hammer Toes will be organised in ….
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International Congress and Convention Association .
Twitter: #ICCA13
Shanghai
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International Congress and Convention Association .
Twitter: #ICCA13
We did a perfect research, a perfect Bid Book and we made an outstanding presentation! Why did we loose?
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International Congress and Convention Association .
Twitter: #ICCA13
The unexpected
The sponsors!? The hidden agenda
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International Congress and Convention Association .
Twitter: #ICCA13
..... a better competitor
Or simply......
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International Congress and Convention Association .
Twitter: #ICCA13
Don’t blame anyone - just try to understand and evaluate the campaign Decide if I want to go for it again- or not
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International Congress and Convention Association .
Twitter: #ICCA13
The 11th World Congress of
Hammer Toes will be organised in ….
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International Congress and Convention Association .
Twitter: #ICCA13
STOCKHOLM
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International Congress and Convention Association .
Twitter: #ICCA13
We WON!!! Celebrate!!! Evaluate !!!
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International Congress and Convention Association .
Twitter: #ICCA13
• Stockholm has been selected What is the role of the CVB? Hand over – to whom? Introduction Contracts When is the information released
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LOBBYING
LOBBYING
RESEARCH
SITE VISIT
EXAMPLE OF A PROCESS
Associations
LOBBYING
LOBBYING
PREL. BOOKINGS ANALYSIS
&
RESEARCH
PRESENTATION
&
DECISION
MEETING
EVALUATION
EXAMPLE OF A BID PROCESS
Associations
SITE INSPECTION
BID
Meeting ambassador
Int
association
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International Congress and Convention Association .
Twitter: #ICCA13
Check out the organizers view of my destination.
Check out the delegates views of my destination.
Learn and CHANGE
Evaluation
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International Congress and Convention Association .
Twitter: #ICCA13
Know the client and how she acts Give the client what she wants – NOT what I like to offer Create transparency and trust
Remember....
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International Congress and Convention Association .
Twitter: #ICCA13
EACH BID IS DIFFERENT
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Studie 2009/10
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52nd ICCA Congress
International Congress and Convention Association .
Twitter: #ICCA13
Thank you!