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Working with an Association Management Company (AMC)

Learn about the role and structure of an AMC, how it relates to suppliers, and gain insight from case studies in conference management. Presented at the 11th ICCRM in Seville, Spain in July 2005.

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Working with an Association Management Company (AMC)

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  1. Working with an Association Management Company (AMC) Idoia Rodés Torróntegui Michele Sanvictores 11th ICCRM Seville, Spain 7-9 July 2005 www.iccaworld.com

  2. Agenda • 1 About Idoia Rodés & Michele Sanvictores • What is an AMC? • Types of AMCs, clients, meetings • MCI’s AMC structure • 3 The conference activity within an AMC • 4 How does this relate to suppliers? • 5 2 case studies • 6 Lessons learnt: from basics to understanding the supply chain • 7 Q & A 11th ICCRM, Seville, 2005

  3. About us: Idoia Rodés, CMM • Spanish Belgium since 1996 • UB: Masters in Economics • 94-95: Meeting Planner(Madrid)(Medical Assoc.) • 97-2000: Meeting Planner(Brussels) (Medical Assoc.) • Since 2000 : MCI Focus Associations Meeting Management Managing 15 Staff in Conference Division (35 meetings annually) 11th ICCRM, Seville, 2005

  4. About us: Michele Sanvictores • American Belgium since 2000 • Education: Degrees in Finance and Marketing • 1994-1999: Marketing & Communications in Corporate Sector • 1999-2002: Marketing & Communications in Association Sector • 2002-Present: Business Development & Special Projects in Association Sector • With MCI since April 2003 11th ICCRM, Seville, 2005

  5. Agenda • 1 About Idoia Rodés & Michele Sanvictores • What is an AMC? • Types of AMCs, clients, meetings • 3 The conference activity within an AMC • 4 How does this relate to suppliers? • 5 2 case studies • 6 Lessons learnt: from basics to understanding the supply chain • 7 Q & A 11th ICCRM, Seville, 2005

  6. Quick Overview of Basics Definition of an Association: Two or more entities with a shared objective Types of Associations: a) Leisure b) Cause-oriented c) Business d) Virtual 11th ICCRM, Seville, 2005

  7. The “Business” Association Trade Associations: Company Members, Represent Interest of an Industry Activities: a) Lobby b) Standards Setting c) Promotion d) Education 11th ICCRM, Seville, 2005

  8. The “Business” Association Professional Associations: Individual Members, Represent interest of people or profession Activities: a) Education b) Certification c) Networking Other Professional Groups: User Groups, Federations 11th ICCRM, Seville, 2005

  9. What is an AMC • Afirm of skilled professionals • Provides management expertise, cost-effective services and flexible solutions • Provides centralised office • Several types of AMCs • Specialty focus (only healthcare, only technical) • Different management models • Administrative vs Strategic • Allocation of Resources/Dept Structures • MCI’s focus: strategy and added value 11th ICCRM, Seville, 2005

  10. Regist. & Housing Strategy Mktg &PR Design Sales Membership/ Certification Exhibition Comms Print Prod. Government Affairs Community Program Mgt. Events PCO Content Web/ e-solutions Finance/ Systems Executive Conference Mktg.& Comm Assn Mgmt MD Talent Facilities Accounting IT MCI Structure

  11. AMC and/vs. PCO AMC goes beyond PCO characteristics: • Long term perspective • Integrate Conference in other Association activities • Active involvement in Programme Development • Finances through accounts of the clients • Values: • Pro-activity (you are the client) • Transparency • Integrity „What is good for the Client is good for us“ 11th ICCRM, Seville, 2005

  12. Merger of Large AMC and Large PCO • Why: • Access to more potential clients • Enhanced internal systems • Cross-fertilisation of resources • Increased Buying Power • Build long term relationships • Proof of Success: • Clients only looking for • combined AMC/PCO solution • Depth of resources • New contracts signed 11th ICCRM, Seville, 2005

  13. Client use of AMC and PCO services • ISN: International Society of Nephrology • 8000+ members • 3 types of events • Forefronts in Nephrology • Bench-to-Bedside • WCN • AMC: MCI Brussels office • PCO: MCI Geneva office 11th ICCRM, Seville, 2005

  14. How the AMC works for ISN ISN: International Society of Nephrology AMC Marcom Dir. Executive Director Conf Dir. Forefronts Bench to Bedside World Congress (AMC) (AMC) (AMC+ PCO) 11th ICCRM, Seville, 2005

  15. Sampling of Clients 11th ICCRM, Seville, 2005

  16. Agenda • 1 About Idoia Rodés & Michele Sanvictores • What is an AMC? • Types of AMCs, clients, meetings • 3 The conference activity within an AMC • 4 How does this relate to suppliers? • 5 2 case studies • 6 Lessons learnt: from basics to understanding the supply chain • 7 Q & A 11th ICCRM, Seville, 2005

  17. The conference activity within an AMC Who We Are A team of15 staff organising conferences (35/year) forour associations all over the world

  18. The conference activity within an AMC Areas of Expertise Programme Management Registration Management Conference Management (Logistics & Finances) Strategic Analysis

  19. The conference activity within an AMC Our Drive We understand conferences are atool for associations to help them follow theirvisionand achieve theirmission. Conferences are part of the association’slife cycle.

  20. The conference activity within an AMC Our Added Value • Cross-fertilisation • Strategic Advice • Long-Term Relationships • Buying Power • High Experience Working with Volunteers

  21. Agenda • 1 About Idoia Rodés & Michele Sanvictores • What is an AMC? • Types of AMCs, clients, meetings • 3 The conference activity within an AMC • 4 How does this relate to suppliers? • 5 2 case studies • 6 Lessons learnt: from basics to understanding the supply chain • 7 Q & A 11th ICCRM, Seville, 2005

  22. How does this relate to suppliers? Model 1 Associations Conferences & Congresses Suppliers CVB, Hotels, Convention centres, PCOs, DMCs 11th ICCRM, Seville, 2005

  23. How does this relate to suppliers? Model 2 AMC Conferences & Congresses Suppliers CVB, Hotels, Convention centres, PCOs, DMCs 11th ICCRM, Seville, 2005

  24. How does this relate to suppliers? • Differences between Model 1 & 2: • • Professional staff vs volunteers • Efficiency: getting the right questions and answers • Long-term view • Multiplying leads 11th ICCRM, Seville, 2005

  25. Agenda • 1 About Idoia Rodés & Michele Sanvictores • What is an AMC? • Types of AMCs, clients, meetings • 3 The conference activity within an AMC • 4 How does this relate to suppliers? • 5 2 case studies • 6 Lessons learnt: from basics to understanding the supply chain • 7 Q & A 11th ICCRM, Seville, 2005

  26. Case studies • 2 clients: ESCP and ASME • MCI manages these 2 clients. • Purpose of the exercise is for you to think what is the best approach to sell your destination/property. • Each table will look at one case study. • At the end of the exercise a spokesperson will summarise their discussion. • Brief presentation on the 2 clients follows (copy on your table) 11th ICCRM, Seville, 2005

  27. Case studies • About ESCP: European Society of Clinical Pharmacy • 1000 members from all over Europe • 2 events/year (Spring Conference and Annual Symposium in the fall) • Goals of their conferences: educational, networking and internal business (GA) • Past conferences specified on the sheet • Meeting specs on the sheet 11th ICCRM, Seville, 2005

  28. Case studies • About ASME: American Society of Mechanical Engineers • 120,000 members worldwide • 50 events/year; 15 in Europe • Goals of their conferences: educational and networking • Past conferences specified on the sheet • Meeting specs on the sheet 11th ICCRM, Seville, 2005

  29. Agenda • 1 About Idoia Rodés & Michele Sanvictores • What is an AMC? • Types of AMCs, clients, meetings • 3 The conference activity within an AMC • 4 How does this relate to suppliers? • 5 2 case studies • 6 Lessons learnt: from basics to understanding the supply chain • 7 Q & A 11th ICCRM, Seville, 2005

  30. Lessons learnt It is all about common sense you will think…. Demographics Accessibility Rotation Research Relationship building (pre, on-site, post) …but reality shows it is not always the case. 11th ICCRM, Seville, 2005

  31. Lessons learnt • Trends • Conferences = a key source of non-dues revenue • Sophistication of sponsorship model • Bid process is changing • Centralisation • Conferences are a strategic tool for associations 11th ICCRM, Seville, 2005

  32. Lessons learnt • The ideal relationship • Know your prospect • Keep the momentum • Lobby locally (but follow the right procedure) • Focus on your strengths but acknowledge your weaknesses • Smart selling 11th ICCRM, Seville, 2005

  33. Typical Client Congresses Sector: Business Solutions Europe, Asia and Latin America (600+ pax) Sector: TransportationWorldwide (600-850) Sector: HealthcareRegional Congresses (1,500 pax)Worldwide Congresses (4,500 pax) Sector: HealthcareEMEA Congresses (2,500-3,000 pax) 11th ICCRM, Seville, 2005

  34. Q & A Thank you Idoia Rodés-Torróntegui idoia.rodes@mci-group.com Michele Sanvictores michele.sanvictores@mci-group.com 11th ICCRM, Seville, 2005

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