Today s Association Meetings Marketplace. Thomas Reiser MCI Group

Transcription

1 Today s Association Meetings Marketplace Thomas Reiser MCI Group

2 MCI Group MCI is the foremost Pan-European association, communications, and event management company 18 years of experience (founded 1987) projects hotel room nights booked/year One Company, a World of Experiences (318 staff, US$ 120 M turnover) 10 European offices, plus Singapore, Dubai & Strategic Alliance in the USA Preferred vendor to global companies Strategic partner to international associations

3 From DMCs to Association Management Companies (AMC)

4 From DMC to Association Management Company Control over the Association / Event Association Management C. Core PCO Local PCO DMC

5 Local PCO/DMC - The Future? Less control over events (including selection of destination) Less opportunities to make money (budget constraints) Work increasingly with PCOs or AMCs rather than volunteers (less control) Core PCOs have increasing purchasing power AMCs increasingly manage associations strategically Integrated AMCs (combination of (core) PCO & AMC)

6 Scope of Work of Core PCOs Work with associations (or corporations) over several events Travel with them to various locations (national, regional, international) Align their goals with the associations Align their working styles Become one team with their association clients (for meetings) Build long-term relationships with key stakeholders (e.g. sponsors) Securing the association s interests Knowledge maintenance & development i. Marketing ii. Congress Culture iii. Content iv. Cost Control Unified service and product level

7 Trends towards Association Management More Associations seek stronger central control - use Core PCOs, AMC s or Integrated AMC s Decision on location is made more strategically based on an association s need Return on investment for associations and partners critical Core relationships must be served more constantly (e.g. sponsors) Meetings are increasingly seen as only one aspect of an association IPCAA Recommendations: Use experienced, financially solvent, and loyal PCO

8 Integrated Association Management Members/Admin Sec. Gen Past Finance Treasurer Web Present Community Advocacy President Assoc. Members Conference LOC/PCO Assoc. Conference Education Journal Publisher Web IT Partner Education Locals Publishing Institutional relationships Industry relationships More centralised control

9 Association Management Central office and association management Membership administration and development Strategic planning, management and development Financial planning, management and controlling Communications and marketing (hardcopy and electronic) Branding Corporate relations and fund development Strategic relations and partnerships Educational programs and knowledge management Leadership development Government affairs The AMC BECOMES the Association!

10 The Continuum of Partnership Local PCO Dependent on the decision of the Assoc. One-time collaboration Short-term relationship as a vendor Must follow given goals No control / No business stability Core PCO Influences the decisions of the Association Long-term collaboration Long term relationship as a partner Long-term project based alignment of goals Limited control / Limited business stability AMC Makes the decisions of the Association Overall collaboration Becomes the Association Defines the goals with the Association Close to full control / Great business stability

11 Conclusions Successful Destination Promoters need to have a clear understanding of an associations needs, structures, politics, and processes have a pro-active, professional and integrated approach provide relevant (quality/tailored) information and keep up-to-date educate professionally about the destination become strategic partners of associations or corporations represent the destination as a team (MICE community together with local scientific community) have a clear structure / organization when working with international associations

12 MCI Brussels Office 300 Avenue de Tervuren 1150 Brussels Belgium Phone: Fax: Brussels@mci-group.com