Successful Meetings - August 2008 - (Page 88)

Best Practices > MiGurus experts’ blogs from www.MiMegasite.com Words from the Wise A HANDSHAKE BEATS A CONTRACT Or at least that should be the case. The meetings and events industries and the hospitality industry have many things in common, one being that both are built on a foundation of service. That means building trust and developing lasting relationships. And those are qualities that cannot be gained through two parties signing a piece of paper. Last year I had the opportunity to present on a panel at the annual Professional Convention Management Association (PCMA) meeting in Toronto. Sitting on the panel were some extremely important heavy hitters in the industry— By Eli Goren and, of course, me. gMeetings, Inc. The topic was the Art of InternaAventura, FL tional Contracting, a very interesting topic for those who are looking to develop meetings around the world. I focused my part of the presentation on Latin America. The other wonderful panelists that joined me were Carol Krugman with the George P. Johnson Company who covered Asia/Pacific, Stephen Powell from InterContinental Hotels who covered EMEA and the hotel side, and we were kept in check, I mean moderated, by industry attorney James M. Goldberg, Esq., of Goldberg & Associates, PLLC. It was interesting to see how different customs and values can really have an impact on how business negotiations are conducted in the various parts of the world. To me, Latin America still seems to be the most fascinating environment in which to work. When doing research for my presentation, I spoke with some of my sales reps in the region and asked them a few questions in regards to North American-based planners. Specifically I was looking for items that American planners request that are considered out of the ordinary in South America. The most common response was “too much detail.” Why are we so obsessed with the finer points in a contract? In fact, why are we so obsessed with having a 50-page contract, period? North American planners are so enthralled with making sure that every single solitary point is covered within the contract that we don’t seem to trust people much anymore. What I have come to learn in working with Latin American companies is that the business ethic in the region is based on pride and honor. There are still so many places you can go where one’s word is as good as or better than anything written on paper. It’s like the days of old where a handshake really meant something. Accepting someone’s word is not automatic. Confidence and trust is never just given—it has to be earned. As such, relationship building is the most important thing that one could ever do when negotiating in a Latin American country. Get to know the people you are working with. Get to know the cultures. Be inquisitive. Ask about what there is for your group, and what makes the destination so fascinating. Now, I am not saying get to know your sales managers on a very personal intimate level, (but if you do, you are likely to make a friend along the way). I’m saying that doing business is not just about closing the deal. It’s about reputation. It’s about respect. It’s about doing what is mutually beneficial for all parties on more than a fiscal level. If you put forth the effort to build a great working relationship then you may find some nice surprises. While the contract may state one thing, generally there is quite a bit of flexibility and hotels are happy to work out whatever is needed to ensure that your group has a great experience. 88 mimegasite.com AUGUST 2008 SUCCESSFUL MEETINGS http://www.MiMegasite.com http://mimegasite.com

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Successful Meetings - August 2008 Contents Editor's Note Industry Trends Industry Events On the Record Technology Calendar Websites of the Month Personal Success Technology Talk Food & Beverage Pre-Event On Site Tools of the Trade Pre-Event Crude Awakening Oil’s Well Betting on Development The Stuff Dreams Are Made Of No Spa, No Dice New & Improved Bean Counting Places & Spaces Cleveland Palm Springs, Desert Resorts Midwest Meetings San Antonio Yucatan Peninsula Gurus

Successful Meetings - August 2008

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