ICCA Middle East International Meetings Forum 2016: "Winning and Losing - why both are critical to long-term success"

ICCA ME International Meetings Forum 18/05/2016

International Congress and Convention Association | #ICCAWorld

Winning and losing – why both are critical to long-term success

Juan José García1st VPICCA

@acereto1

Winningor

losing?

Case Study 1

© Juan José García - Barceló Congresos 1 [email protected]


Case Study 2

But…how to start?



Key Tip #1The research

1Careful

research

Your local community

Database Update

18,972 Series 192,558 Events 11,286 Associations

+ UIA additional info

Useful research sources:

Database



Identifying suitable candidates to bid for future international association congresses, should enable

low-budget members to more easily set up and manage a simple ambassador programme, and should

enable those members who already operate such programmes to reduce costs, increase the number of

potential ambassadors, and to operate a more complex/targeted programme

ICCA Big Data Summary

Create your own business network!

Use networks and alliances

50% of your winning chances depend on how

good your research is

Key Tip #2KYC

Know Your

Client

Federation vs Association



#1Target

Associationswith

Individual Membership

#2 Target

Developa new

geographicalrotation area

pattern

#3 Target

BrandAmbassadorsProgramme

Know Your

Competitor

ICCA Statistics Tool

Customise statistics at your fingertips

The importance of the

DMP



Every client has itsown decision

making process and we must know and understand it to be

successful

Politicalor

Economical?

Rationalor

Emotional?Every association

has its ownindividual mix

Areas of influence in the DMP

1. Logistics

2. Finance

3. Internal objectives

4. Political and emotionalaspects

Who is the decision maker or influences the decision?

President or Secretary General

In-house PCO

Core PCO

AMC

General Assembly

Board of Directors

The Presidents’ wife or husband

President or Secretary General

General assembly

In-house PCO

Core PCO

AMC

Board of the association

DMP Current Trends



Marketing Budgetvs

Events Support Budget

Show me themoney, honey!

Case Study

# Delegates Expense Total3.000 $2.400,00 $7.200.000,00

$1.000.000,0013,89%

$6.200.000,00

Total InvestmentInvestment %

ROI

“Competing on price is the price you pay for not knowing your

clients”

Dr. Andreas HinterhuberHinterhuber & Partners



From suppliers to…

strategic partners

The works starts when you won

the bid



New position in CVB’s:Project Liaison Officer

What are the key selection criteria of a delegate for attending a conference?

What are the key selection criteria of a delegate for attending a conference?

1. Scientific Program

3. Value for money

4. Atractiveness of the destination

2. Networking

Board of Directors

The importance of the Value Proposition

www.issp2017.com/issp/alojamiento/



“Being successful in the business events industry is not a question of manpower,

it is a question of making best use of know-how and talent”

Juan José García

International Congress and Convention Association | #ICCAWorld

Juan José García1st VPICCA

@acereto1

[email protected] @acereto1

www.barcelocongresos.com


ICCA Middle East International Meetings Forum 2016: "Winning and Losing - why both are critical to long-term success"

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