Supplier

Convention and Visitor’s Bureau

You’re the VP of Sales for a Convention and Visitor’s Bureau. Far too frequently, you find yourself asking your sales team, “Why didn’t we get that meeting?” The honest answer may be that you were never going to get that meeting.

Why? Because there are just some characteristics of your area you simply cannot change. You can’t make it “sunny” all year round, you can’t make it “walkable,” you can’t make it “20 minutes from the airport,” and you can’t “get rid of all the slot machines.” But you can get that meeting. You can change the perception of your city. You can redirect attention to all of the local attributes that make your city stand out. You can make it easy for your sales team to tell that story. And you can focus on the associations that will actually select your city.

contact tate / cummings to discuss your situation.

connections & advice / action & results
15-Supplier conv center CVB

Technology Solution

You run association sales at a technology company. You are under incredible pressure to drive sales. But you are in a very crowded field rife with mergers and acquisitions and a reputation that is not always stellar. And for customers, differentiating between your product and others is not particularly easy. How do you tell a compelling story, acquire qualified leads, close more business and bask in excellent customer word of mouth?

contact tate / cummings to discuss your situation.

connections & advice / action & results
18-Supplier Tech flash drive

Hotel

You’re the Vice President of Association Sales for a midsized hotel with a global brand. Your brand is known for resorts but your property is not a resort. You’re not having a renovation and there is no “destination restaurant” on the grounds. But you have great meeting space and every planner you have worked with has been very happy. So, how do you convey that? You can’t just stop by a planner’s office with a box of chocolate. You have to try harder. You have to drill deeper, know your product and know your customer. Plus, it doesn’t hurt to still show up with a box of chocolate once in a while. And you will get more meetings.

contact tate / cummings to discuss your situation.

connections & advice / action & results
16-Supplier hotel pool

Public Relations Firm

You’re the Principal of a PR Firm specializing in nonprofits. You are constantly multi-tasking: networking, tweeting, managing your team, putting out client fires and pitching for new business. Oftentimes when you pitch you give away your best ideas and then…nothing. And if you get the business you are nickel and dimed to death and then beaten up for lack of results. You don’t have the time for this. So, what are you doing wrong? Chances are you are being too malleable and focusing on “prospects that are there” instead of the “prospects that fit.” You can improve your close rate, satisfy clients and create a happier team. And you can make more money while you’re at it.

contact tate / cummings to discuss your situation.

connections & advice / action & results
17-Supplier PR megaphone

Association Management Company

You’re the Principal of an AMC. You rely on new business but you want the right new business. Too many times you respond to RFPs that every other AMC has seen already. Not to mention that vetting a potential new client and entering into a competitive RFP process takes time and resources away from doing what you do best: managing your association clients.

How can you transition into being the kind of AMC that gets RFPs sent directly to you?

And how do you determine if those Boards are truly seeking a change, what their key issues are and what is going to win you the business?

Cut away the clutter. Turn off the noise. Focus.

contact tate / cummings to discuss your situation.

connections & advice / action & results
19-Supplier AMC

supplier

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tate / cummings is for:

Board Members of Trade Associations, Nonprofits & Professional Societies
In sectors including Manufacturing, Education, Healthcare, Technology, Arts, Foundations & Human Services

Staff of Trade Associations, Nonprofits & Professional Societies

In positions in Leadership, Operations, Communications, Marketing, Membership & Meetings

Suppliers to Trade Associations, Nonprofits & Professional Societies
In services such as CVBs, Hotels, Technology, AMCs & PR Firms

board

4-BOARD

staff

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