![]() Also, what percentage of their clients are repeat business? Check references, just like you would for a new hire. Other considerations, says Galanty, include "How great is their buying power? The bigger their buying power, the greater their leverage with hotel vendors, CVBs, etc., at the negotiation table. But, say, if we are asked to sell sponsorship for an event as well as promote it to new attendees, then we negotiate an additional fee based on the income that would be generated by those services." Some companies charge by the hour, based on the services provided."Īt AIM, where 80 percent of clients are associations, Galanty says, "our fee typically is based on how much time it will take to complete the task, from planning and execution to signing off on the master bill, because we usually provide full-service meeting management. The third party is compensated by the hotel the business ends up getting sourced to - typically a 10 percent commission. Planners seeking site-selection services won't pay anything. ![]() When it comes to pricing, "it depends on the service. It's not that I think everyone has to have an actual office to go to, but it's an indicator of how established a company is." Who are their clients how long have they worked with their accounts are they mostly from the association or corporate side what size meeting do they typically handle what kinds of services do they offer that might dovetail with what you are trying to accomplish? It's also important to know if they have a brick-and-mortar operation. "You have to ask a lot of hard questions. "Start by getting some background on the company," he says. Galanty Jr., president and CEO of Alexandria, Va.-based AIM Meetings & Events, has an insider's perspective on what meeting planners should look for when they seek a third-party provider. As the former executive director of an international trade association for 16 years before leaving in 1991 to launch his own independent meeting planning company, Walt E. ![]()
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