How to Ask for MORE in Your RFP – and Get Hotels to Say YES!

Have you ever wondered if you’re getting as good of a deal from hotels as other meeting planners? Who’s getting the best prices? Who’s getting the most “added value” perks?

It all depends on what you’re asking for and how well you negotiate. The odds are that you are leaving out many items that others are requesting and receiving – perks you could be receiving too that will stretch your budget dollars!

If your meeting negotiations have only focused on space, date and rates up to this point, you are missing out. Your initial Request for Proposal (RFP) should be your absolute best-scenario wish list for your event. And now, with changes in the economy, the negotiation tide is turning in your favor.

What can you realistically ask for – and get – from hotels? What are they happy to “throw in” to bring your business to the hotel and keep you and your guests happy? And how can you word your RFP so that the hotel knows you “get it” and that you’re someone they want to work with?

This informative and accredited meeting planner training session is packed with insider information that only Tom Pasha, one of the nation’s top hotel managers and meeting planners, could bring you. Having worked from the hotel side and the meeting planner side, he can show you how the two sides can come together. This is your opportunity to get the best behind-the-scenes approach for negotiating the very best package for your group.

Learning Objectives:

• Do you know what your business is really worth to the hotel – and how to use that to your advantage?
• The fine print that can double or triple your event costs – how to minimize or even avoid attrition, cancellation and other penalties.
• How can you leverage the peaks and valleys of the hotel business to your best advantage?
• Do you know how to work your tools and contacts: CVBs, travel agents and national sales offices?
• Create the perfect RFP – the planner's shopping list of items that can be negotiated.
• How knowing hotel staffing and standards will ensure you're getting the best meeting package for your budget.
• Are you maximizing the concessions you could be getting for your group?
• Save yourself time and money by reducing group liability through the right 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.

Product Options:

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

Length: 1 hour 30 minutes