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Elevate & Recognize Your Supplier/Planner Relationships

Elevate & Recognize Your Supplier/Planner Relationships. Colleen A. Rickenbacher, CMP, CSEP, CPC Dallas/Fort Worth Chapter MPI 24 April 2008. What Makes You a Good Planner? What Makes You a Good Supplier?. Or Do We Need a Little Help?. If You Know the Answer…Then. You will love your job

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Elevate & Recognize Your Supplier/Planner Relationships

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  1. Elevate & Recognize YourSupplier/Planner Relationships Colleen A. Rickenbacher, CMP, CSEP, CPC Dallas/Fort Worth Chapter MPI 24 April 2008

  2. What Makes You a Good Planner?What Makes You a Good Supplier? Or Do We Need a Little Help?

  3. If You Know the Answer…Then • You will love your job • The people you work with will love you • The way our jobs are now, you better have a lot of loving going around.

  4. Work and act how you want to be treated Personal connections Little acts of kindness

  5. Are You Always Playing the Cat and Mouse Game Planners – Run and Hide Suppliers – Want ROI

  6. Goals of Planners • Planners mainly join MPI • To become more successful by continuing their education • Personal development • To connect and network

  7. Goals of Suppliers • New ideas • Education • But mainly…increase sales

  8. Misalignment Frustration and Dissatisfaction

  9. Feelings • Suppliers want investment, sales and a reason for their membership • Planners feel attacked and pressured • What do you both want?

  10. Top 10 Cat and Mouse Tricks # 1 Stop Running and Communicate

  11. Communication • Are you communicating completely? • Are you only hearing what you want to hear? • Changes happen • Listen, write them down • *** Family • Advise of cost factors

  12. # 2 Budget Be Honest and Upfront

  13. How Much Money Do You Really Have? • Be upfront with all monies and all costs • No hidden costs • No surprises • Amazing what can be done if the budget is outlined up front • No “oh, by the way” clauses

  14. Budget • $100,000 event with only $25,000 • Complaining because of the skimpy productions • Be honest

  15. # 3 What Do You WantAsk the Other Person Trust Others

  16. You Need a Win-Win • Trust each other • Ideas, new suggestions • Who knows their job the best – the chef, the CSM, the transportation company, the florist, entertainment company • Give them ideas and your budget and let the best person win

  17. # 4 Give and Take Do You Always Need to Win?

  18. Give and Take • Get over it • Swallow your pride • Make everyone look good • Explain why you are insisting • Attitude • Power

  19. # 5 The Know It All No, you don’t!

  20. Know It All • Remember, there is always someone better and more creative • Change and grow or you will never get better and richer • Listen to other people • Steal their ideas!!

  21. # 6 The Blue Light Special Big Promises

  22. Blue Light • Be careful what you promise • Power to negotiate • Decision maker • Again… State your budget up front

  23. # 7 RFP Request for Proposal Or Reason for Panic

  24. RFP • Ask for only what you need and want • Not a standard RFP • Waste of time • Accurate as possible with #’s • Release dates • Set timelines • Don’t lose business while you wait

  25. # 8 Staff Changing of the Guard The Hand Off

  26. Staff • As a sales person do you sign off as soon as the contract is signed? • Does your follow-up know the entire process? • Involve all players for a buy-off • Assistant’s role • Moving on

  27. # 9 The Good, Bad and Ugly What Separates You?

  28. The Difference • Taking your time • Respect • Delivering • Returning calls • Responding in 24-hours • Reliable

  29. # 10 The Relationship Making It Work

  30. RelationshipsWhat Makes It Work? • When to just go away • Don’t give up but don’t bug • There is a difference so recognize it • Build a friendship but stay professional • Watch favors • Unethical practices • You never know where this person will be

  31. Do You Catch the Mouse Or Just Share the End Result?

  32. Thank you!Colleen A. Rickenbacher, CMP, CSEP, CPCColleen Rickenbacher, Inc.10747 Rose Creek CourtDallas, TX 75238 USA214.341.1677 214.341.1676 (fax) colleen@crspeaks.com www.colleenrickenbacher.com Author of “Be On Your Best Business Behavior” July 2008 “Be On Your Best Cultural Behavior”

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