Meeting Planner's Complete Guide to Contract Negotiation:
Maximizing Concessions and Minimizing Penalties

September 23, 2010
1:30 - 3:00 pm Eastern

*Due to popular demand, this is a pre-recorded replay of this Audio Conference.

Now that your site for your big event has been selected, it’s time to iron out the details and create that holy grail of meeting planning tools – the contract.

Contracts are becoming increasingly controversial as the face of the economy and travel change. Hotels want to run high occupancies and high room rates – and they want to guarantee themselves high fees in case you cancel.

But if you know how a hotel’s priorities work, you can learn how to work around them to create a contract that doesn’t leave you high and dry and footing a higher bill than you expected.

Sign up for this no-nonsense, accredited meeting planner training session on contract negotiation. Get ready to tackle attrition and cancellation issues, penalties of all sorts, and find out how to leverage your business to get the best possible deal.

This is an event you can’t afford to miss. Before you have to enter into negotiations for your next contract, sign up for this accredited meeting planning contract negotiation training session, and get inside information on how to work the system to your advantage.

Learning Objectives:

• How can you take your event from ordinary to extraordinary by getting as much “stuff” as possible for your group? How to maximize the concessions!
• Don’t just put up with penalties – avoid them!
• What can realistically be done about attrition and cancellation penalties?
• What group liability? How to reduce group liability through careful negotiation.

Presented By:

Tom Pasha

Tom Pasha started his hotel career in the 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. As Director of Sales, he 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 CVBs and hotel sales departments nationwide. As a senior hotel manager, he has presented graduate hospitality classes to Northwestern University, Cornell University, 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 has 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.

Continuing Education:

• This program has been approved for 1.5 recertification points and .15 initial application points toward CMP Certification through the Convention Industry Council (CIC). For more information about CMP certification or recertification, please visit the CIC homepage.

Who would benefit from this program:

• Meeting Planners
• Event Planners

Product Options:

Audio Conference Formats Explained

• Audio Conference CD Only: $109.00 (includes S&H)

Click here to find out how to bring this training on-site to your organization.

Length: 1 hour 30 minutes