Working with the right professional 3rd party meeting management firm will likely save you money. It’s for the same simple reason that professional athletes partner with professional agents to negotiate their contracts – it requires expertise, and human nature dictates that it is more comfortable to enter into difficult negotiations on someone else’s behalf than it is to do direct. Good cop, bad cop works in our industry as well.

 

But, can the right agent save you even MORE money? For sake of comparison, and to find your answer, let’s Google “Top Sports Agent”. The only name that appears, no matter how that phrase is searched, is Scott Boras. There’s no doubt that his agency uses research, experience, and tactics beyond his peers, but maybe we can learn something from why he’s viewed as the best in the world.

 

Experience Matters

 

The Boras Corporation has negotiated more record-breaking agreements in the game of baseball than all other agencies combined. It begins with positioning the client, or in our case – the opportunity. What is the value of the total asset we’re trying to sell? What are we offering that is unique to the discussion? Why should they buy? Look for someone in our space with experience on both sides of the table to fully understand and evaluate the entire transaction. Then expect innovative strategies to go to The Boras Corporation has negotiated more record-breaking agreements in the game of baseball than all other agencies combined. It begins with positioning the client, or in our case – the opportunity. What is the value of the total asset we’re trying to sell? What are we offering that is unique to the discussion? Why should they buy? Look for someone in our space with experience on both sides of the table to fully understand and evaluate the entire transaction. Then expect innovative strategies to go to market to find the best fit.

 

Correlation between Effort and Outcome

 

When did the meetings industry lose sight of how to effectively source a program? Using technology should be a means to the end – and not the end itself. Starting with proper preparation, lets have a discussion on the processes involved, how much time will be invested, and the specific techniques to get to the best deal – for both sides. You’ll find those of us combining new systems and efficiencies, old-fashioned effort, roll-up- your-sleeves common sense work ethic, and the right skill set will get you to the right place. We all have enough time, so let’s ask where and how we’re investing it on your behalf? Communication is Key How does one get

 

Communication is Key

 

How does one get true understanding and determine things like culture, will, and vision without picking up the phone or meeting someone face-to-face? How does one establish transparency and trust via on-line methods? Could you imagine if the future of athletes were determined by e-searches and strings of emails? Your meeting is equally as important, if not more, so lets take the time to ask questions, understand why the investment makes sense (for both parties), qualify, articulate, and converse. Again, pick up the phone.

Money is a simple, single factor in the judgment of overall success, but its value cannot be overlooked or understated. The more you have, or the more you’re left with, easily translates to more options. And more importantly, more experiences. Sure, anyone can save you money – lets look for a meeting management professional to save you even MORE money.

 

Scott Andryk is Director of Business Development with Bucom International. Email him at sandryk@bucom.com.