Winning Business through Building Alliances

with Suppliers

Edyta MalekConference Sales Manager

Warsaw Destination Alliance

11th ICCRMSeville, Spain

8 July 2005

www.iccaworld.com

11th ICCRM, Seville, 2005

Background

City of Warsaw

Hotels

Conference centresTour operators

AirlinesCultural entities

Polish Tourist Organisation

Warsaw Destination Alliance

11th ICCRM, Seville, 2005

Clients

Associations

National / International

Corporations

National / International

await

professional, updated, concrete information on

meeting facilities

accommodation

transportation

entertainment

11th ICCRM, Seville, 2005

Plan of cooperation among the suppliers

1. Who will coordinate the process of exchanging information?

2. Who does research?

3. Who will prepare a bid?

4. How will look for the sponsors? Who will pay for what?

11th ICCRM, Seville, 2005

Coordinator of the alliance

1. Manages the relations among the stakeholders.

2. Researches the leads and is a main contact for the potential clients.

3. Represents the suppliers in business talks.

4. Collects all offers, prepares the bid.

11th ICCRM, Seville, 2005

Research – passing the leads

1. Research by the alliance’s coordinator:- passing information on the suppliers

2. Research by the stakeholders: non applicable leads: forwarded onto the alliance’s coordinator:

- winning business for the destination- satisfaction of the client

applicable leads: encouragement to work in team

11th ICCRM, Seville, 2005

Preparation of the bid – role of the alliance’s coordinator

1. Communication with the client.2. Collection of all offers. 3. Common search for the sponsors.4. Getting support of the local government for

organisation of the event.5. Creation of the pro-forma budget and social

program.6. Preparation of the bid.

11th ICCRM, Seville, 2005

Who pays for what?

1. Looking for new sponsors and partners.

2. Financial support from the local government.

3. Majority of the costs on preliminary stage are carried by the alliance’s coordinator and the most interested parties.

- representation costs- site inspections- complimetary amenities

11th ICCRM, Seville, 2005

Advantages of cooperation

1. Comprehensive offer - satisfied clients, better promotion of the destination.

2. Exchange of information - winning more business.

3. Common promotion – integrated message, savings.

11th ICCRM, Seville, 2005

Obstacles in co-operation

1. Coordination – how far should we go?

2. Short term thinking – individual interests over common goals.

3. Process of choosing of the supplier – need of impartiality.

11th ICCRM, Seville, 2005

Together we are stronger!