Client Supplier Communication Idoia Rodés Torróntegui Michele Sanvictores 11th ICCRM

1. Client Supplier Communication Idoia Rodés Torróntegui Michele Sanvictores 11th ICCRM Seville, Spain 7-9 July 2005 www.iccaworld.com

2. International Society of Nephrology • Worldwide Characteristics • 8,000+ members, 120 countries • Mission: advance nephrology around the world • Global Headquarters in Brussels • My role: • Director of Conferences • Oversee team of 6 individuals • Responsible for event strategy 11th ICCRM, Seville, 2005

3. ISN’s 3 types of events • Forefronts in Nephrology • Small, basic science-focused, “retreat” atmosphere • Aim of conference format: full interaction • Held worldwide, isolated locations • Venue: Unusual (e.g. monasteries, castles, universities with upscale accommodations) • Attracts 100 scientists • Twice a year 11th ICCRM, Seville, 2005

4. ISN’s 3 types of events • World Congress of Nephrology • Large-scale event embracing society business meetings • Aim of programme format: attract physicians worldwide • Multiplying Factor • Location: Worldwide • Venue: Convention and Exhibition Centre • Will attract 5,000-6,000 physicians • Every two years 11th ICCRM, Seville, 2005

5. ISN’s 3 types of events • Bench to Bedside • New event: Launch in August 2006 • Aim of programme format: interaction between clinicians and researchers • No social programme • Location: Developed countries • Venue: 5-star hotel or conference centre • Will attract 750-1,000 physicians • Once a year 11th ICCRM, Seville, 2005

6. What’s in it for you? • Tap into all locations, all venue types • Same person advises ISN Board of locations for all 3 types of events • Decision variables • Membership • Industry location • Suitable venues • History 11th ICCRM, Seville, 2005

7. What’s in it for ISN? • What do I expect from you? • Prove I am a “hot prospect” for you • Know the types of events organised • Give similar concrete examples • Look at your historical data • Think ROI • Build relationships 11th ICCRM, Seville, 2005

8. Behind the Scenes • Dual role • Also a supplier to ISN • 2nd role: Director of the Conference Department at MCI Brussels • ISN time is only 25% 11th ICCRM, Seville, 2005

9. MCI– a supplier to ISN • Association, Communications and Event Management Services • Executive Leadership • Membership, Finances, • Marketing, Communications • Events • General Office Operations 11th ICCRM, Seville, 2005

10. MCI– a supplier to ISN • 17 MCI employees spend time on ISN • 3 employees are 100% to ISN • 14 employees spend between 10%-75% of their time on ISN • Total full-time equivalent: 8.5 staff 11th ICCRM, Seville, 2005

11. MCI– a supplier to ISN • Added Value of Outsourcing Association Management Services • Flexibility • Cost-efficiency • Getting right professionals for right projects 11th ICCRM, Seville, 2005

12. MCI– overall • Association Management Company • Professional Congress Organisation • 10 offices (9 in Europe, 1 in Singapore) • 300 employees; 120 focus on associations • 850 events & 250,000 room nights booked per year 11th ICCRM, Seville, 2005

13. Why would MCI’s role be important to you? • Professional staff understands you • Share knowledge among the group • Communicate positive and negative experiences • “We are your spokesperson” • Huge multiplying factor 11th ICCRM, Seville, 2005

14. The multiplying factor • Represent several associations • Selling your destination, services through our own marketing channel • Our booth at industry trade shows • Prospective client calls, meetings • Strategic, “intrapreneurial” individuals • Example: Creation of Bench to Bedside 11th ICCRM, Seville, 2005

15. Parallel Session • Learn more about AMCs • Typical Clients, Types of Meetings • The value of AMCs for associations • The return on investment for the association and the supplier • Tips on how to get noticed to key AMC individuals 11th ICCRM, Seville, 2005