Success by Association - May/June 2017 - 24

businesspartnerships

WHAT ARE YOU BRINGING TO THE TABLE?

Christian Schroeder

S

uccessful business relationships rely on a mutual
understanding that all parties involved benefit from
the transaction. Creating a true "win-win" scenario
begins by identifying what each party "brings to the
table." Clearly outlining the value of your offerings could lead to
additional opportunities and a greater exchange of goods and/
or services. Have you been able to determine all you bring to
the table to secure an equitable exchange?
Convention and Visitor's Bureaus (CVBs) are a great resource
in facilitating "win-win" relationships, as they appreciate
your business through the eyes of the entire community. As
your local liaison, CVBs can assist in gathering proposals, site
selection and connecting you with business partners that meet
your specific needs. As you connect further, the CVB is able to
clearly determine your meeting needs and develop a strong
understanding of the positive economic impact your meeting
may have on a variety of local businesses.
Some meetings take place in a single hotel or venue, while
others may require overflow locations and use of a convention
center. The CVB looks beyond your sleeping room, meeting
room rental and food & beverage minimum commitments to
consider additional ways to enhance your group's overall level
of engagement. Beyond hotels and venues, there are numerous
other businesses in the community that may be positively
impacted by your meeting. This can include everything from
decorations and entertainment, to off-site excursions and
experiences.
A great way to quantify the economic impact of any event
is the Event Impact Calculator available through Destination
Marketing Association International (DMAI). Considered an
industry standard for measuring the economic value of an
event, this tool allows you to share your event's return on
investment at the local tax base level to the CVB and community
24

success || may/june 2017

"Convention and Visitor's Bureaus
(CVBs) are a great resource in
facilitating "win-win" relationships, as
they appreciate your business through
the eyes of the entire community."
leaders. Make sure to check with your CVB partner and verify
they have subscribed to the event calculator with DMAI.
As you prepare to distribute your next meeting request for
proposal (RFP), be sure to work with the CVB to ensure
community leaders understand the value of your offerings. By
sharing what you bring to the table - solid economic impact to
their local community - you're better positioned to receive the
win-win offerings. From upgrades with select hotel rooms and
reduced meeting room rental pricing, to incentives for your
attendees at local attractions or restaurants, there are a variety
of added benefits local partners may be willing to offer for your
event and to your attendees. z
Christian Schroeder is the Director of
Sales and Services at Visit WinstonSalem. An industry veteran, Christian
has more than 15 years in convention
sales at both the hotel and DMO level.
You can reach Christian at
336.728.4218, 866.728.4200, or
Christian@visitwinstonsalem.com.
Learn more at visitwinstonsalem.com.


http://www.visitwinstonsalem.com

Table of Contents for the Digital Edition of Success by Association - May/June 2017

How To Help Your Managers (or You) Resolve Conflict in the Workplace
Core4 Principles to Demonstrate Member Value
Annual Meeting Preview
What To Do in Winston-Salem
Annual Meeting Registration Form
You’ll Lobby for Me Whether or Not I Join!
What Are You Bringing to the Table?
President’s Message
Event Calendar
Buyers’ Guide
Member Updates
Advertiser Index
Young Leader Profile
Advertiser Showcase
Executive Director’s Message
Success by Association - May/June 2017 - Intro
Success by Association - May/June 2017 - cover1
Success by Association - May/June 2017 - cover2
Success by Association - May/June 2017 - 3
Success by Association - May/June 2017 - President’s Message
Success by Association - May/June 2017 - Event Calendar
Success by Association - May/June 2017 - 6
Success by Association - May/June 2017 - How To Help Your Managers (or You) Resolve Conflict in the Workplace
Success by Association - May/June 2017 - Core4 Principles to Demonstrate Member Value
Success by Association - May/June 2017 - 9
Success by Association - May/June 2017 - 10
Success by Association - May/June 2017 - 11
Success by Association - May/June 2017 - 12
Success by Association - May/June 2017 - 13
Success by Association - May/June 2017 - 14
Success by Association - May/June 2017 - 15
Success by Association - May/June 2017 - Annual Meeting Preview
Success by Association - May/June 2017 - 17
Success by Association - May/June 2017 - What To Do in Winston-Salem
Success by Association - May/June 2017 - Annual Meeting Registration Form
Success by Association - May/June 2017 - You’ll Lobby for Me Whether or Not I Join!
Success by Association - May/June 2017 - Buyers’ Guide
Success by Association - May/June 2017 - Member Updates
Success by Association - May/June 2017 - 23
Success by Association - May/June 2017 - What Are You Bringing to the Table?
Success by Association - May/June 2017 - Advertiser Index
Success by Association - May/June 2017 - Young Leader Profile
Success by Association - May/June 2017 - 27
Success by Association - May/June 2017 - Advertiser Showcase
Success by Association - May/June 2017 - 29
Success by Association - May/June 2017 - Executive Director’s Message
Success by Association - May/June 2017 - cover3
Success by Association - May/June 2017 - cover4
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