Government Connections - Summer 2013 - (Page 25) SUPPLIER STRATEGY Where Do We Go From Here? By Ted Miller, CHME, CHSP, CGTP, CGMP Starwood Hotels and Resorts THERE IS A lot of confusion concerning how the federal government will be operating for the balance of this fi scal year, so let me clarify for those who do not truly understand. First, the sequester is being implemented agency by agency and affects agency missions in different ways. Many of us have seen different articles on how each agency is handling this situation but part of that is based on how the Office of Management and Budget interprets the funding level based on tax and other revenues as they are received. Next, the reduced Federal Business and Conference Travel initiatives have been in effect for over a year, but it is only now when the available funds for travel have been reduced that we are seeing actual travel reductions. This started last May when the 2010 General Services Administration’s conference in Las Vegas was brought to light, and the Veterans Affairs conference in Orlando became a source of embarrassment based on many videos were seen by the general public and Congressional oversight panels. The new reporting guidelines that must be followed have pushed many agencies to simply stop all conference activity as they are concerned about the perception of even valid and necessary training. So where do we go from here as suppliers? First, understand that most government agencies recognize that training and faceto-face meetings are effective tools in the As the business environment changes, we must adapt to the business opportunities that are available for us now. operations of their agencies. Video conferences are good when critical information must be dispersed immediately to a large audience. When used as an alternative to deliver a day-long conference or training session, most agencies have realized they are not only ineffective but also contribute to lower morale of their staff. Not to mention the benefits of face-to-face networking opportunities. We need to understand that when a government facility is available to house a conference, the opportunity is now selling rooms-only blocks. We also need to understand that agencies that previously purchased “light refreshments” are concerned about perception and will forgo them completely. The practice of offering complimentary breaks as an incentive to book business is no longer an option many agencies can accept. Also, a contracting officer may not give you a higher score on your proposal with such complimentary items, so it would be wise not to offer them at all. While this will certainly be a cost savings for suppliers, it will certainly diminish the experience of government travelers when they use a facility that previously offered such amenities. One thing we have all learned is how to adapt to new business environments. If you are finding that you are being successful in selling more rooms-only blocks, then let your catering sales staff have more opportunities to book day functions where you can find more revenue. As the business environment changes, we must adapt to the business opportunities that are available for us now. Don’t look back – look forward and beyond. www.sgmp.org 25 http://www.sgmp.org Table of Contents for the Digital Edition of Government Connections - Summer 2013 President’s Letter Editor’s Letter Going Places Dieting on a Per Diem Plan Green What SGMP is Doing for You as Washington Tightens its Belt 2013 National Education Conference & Expo Focuses on Education Extending the Value of Your Events Supplier Strategy SGMP Nation The Meeting Minute Advertisers’ Index Government Connections - Summer 2013 http://www.nxtbook.com/naylor/SGMQ/SGMB0218 http://www.nxtbook.com/naylor/SGMQ/SGMB0118 http://www.nxtbook.com/naylor/SGMQ/SGMB0217 http://www.nxtbook.com/naylor/SGMQ/SGMB0117 http://www.nxtbook.com/naylor/SGMQ/SGMB0216 http://www.nxtbook.com/naylor/SGMQ/SGMB0116 http://www.nxtbook.com/naylor/SGMQ/SGMQ0215 http://www.nxtbook.com/naylor/SGMQ/SGMQ0115 http://www.nxtbook.com/naylor/SGMQ/SGMQ0414 http://www.nxtbook.com/naylor/SGMQ/SGMQ0314 http://www.nxtbook.com/naylor/SGMQ/SGMQ0214 http://www.nxtbook.com/naylor/SGMQ/SGMQ0114 http://www.nxtbook.com/naylor/SGMQ/SGMQ0413 http://www.nxtbook.com/naylor/SGMQ/SGMQ0313 http://www.nxtbook.com/naylor/SGMQ/SGMQ0213 http://www.nxtbook.com/naylor/SGMQ/SGMQ0113 http://www.nxtbook.com/nxtbooks/naylor/SGMQ0412 http://www.nxtbook.com/nxtbooks/naylor/SGMQ0312 http://www.nxtbook.com/nxtbooks/naylor/SGMQ0212 http://www.nxtbook.com/nxtbooks/naylor/SGMQ0112 http://www.nxtbook.com/nxtbooks/naylor/SGMQ0411 http://www.nxtbook.com/nxtbooks/naylor/SGMQ0311 http://www.nxtbook.com/nxtbooks/naylor/SGMQ0211 http://www.nxtbook.com/nxtbooks/naylor/SGMQ0111 http://www.nxtbook.com/nxtbooks/naylor/SGMQ0410 http://www.nxtbook.com/nxtbooks/naylor/SGMQ0310 http://www.nxtbook.com/nxtbooks/naylor/SGMQ0210 http://www.nxtbook.com/nxtbooks/naylor/SGMQ0110 http://www.nxtbook.com/nxtbooks/naylor/SGMQ0409 http://www.nxtbook.com/nxtbooks/naylor/SGMQ0309 http://www.nxtbookMEDIA.com
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