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Getting Hotels to Say “Yes” to your Initial RFP:
Best Practices in Designing RFPs and Hotel Negotiations for Meeting Planners
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Ever wonder if you are getting better deals with hotels than other meeting planners? It all depends on what you ask for, and how well you negotiate. The first step in booking meeting space and room nights is developing the best RFP (Request For Proposal), loaded with all your wishes. Odds are, you are leaving out many items that others are requesting and receiving. Up to now, your meeting negotiations focused only on space, date and rates. As the economy changes, the negotiation tide is now turning into your favor.
This 90 minute audio conference, presented by Tom Pasha, one of the top hotel managers and meeting planners, will show you the behind the scenes approach to negotiating the very best package you can for your group.
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Learning Objectives:
- Knowing your business and what it's REALLY worth to the hotel.
- Knowing the peaks and valleys of the hotel business, for maximum leverage.
- Working with all your tools to maximize results: CVBs, Travel Agents and National Sales Offices.
- How to create the perfect RFP. The Planner's shopping list of items that can be negotiated.
- Learning hotel staffing and standards to make sure you're getting the best meeting package for your budget.
- Maximize the concessions available to your group.
- Learn how to Avoid penalties.
- Minimize attrition and cancellation penalties.
- Reduce group liability through careful negotiation.
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Presented By
 Tom Pasha
President
Contact Planning
Tom Pasha started his hotel career in operational positions of bellman, bartender and cook, Tom began his management career as a Hyatt Management Trainee in Chicago. He went to Sales Management positions throughout the Hyatt organization, working in 14 Hyatt Hotels over 18 years. Tom was Director of Sales at Hyatt Hotels in Greenville, San Antonio and Chicago O'Hare, and as Director of Sales, started the National Sales Office for Hyatt Hotels in Omaha. He won Sales Manager of the Year, Sales Director of the Year and the Donald M. Pritzker Award for Sales Excellence.
He presents Sales Skills Seminars to CVB's and hotel sales departments nationwide. As a senior hotel manager, he has presented graduate hospitality classes to Northwestern University, Cornell, George Washington University and the Conrad Hilton Hotel School.
Tom went into meeting planning and founded CONTACT Planning, a national meeting planning company with headquarters in Orlando, Florida. The company concentrates on corporate and association events that include golf. Tom personally booked over 50,000 room nights and 12,000 rounds of golf at clubs and resorts nationwide, working with premier corporate and association accounts.
Click Here to Order
*CD only: $199.00
*All CD orders will be assessed a $20 Shipping & Handling Fee.
Questions About this AudioConference CD? Call 1-800-431-7571 |
