DECISION MAKING STRATEGIES: WHAT RESEARCH IS ESSENTIAL FOR PREPARING A SUCCESSFUL BID Trevor McCartn

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DECISION MAKING STRATEGIES WHAT RESEARCH IS
ESSENTIAL FOR PREPARING ASUCCESSFUL
BID?Trevor McCartney
ICCA Asia Pacific Researchers Forum

• 7August 2008

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• Borneo Convention Centre Kuching 25 July 2008

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Market research is the process of systematically
gathering, recording and analyzing data and
information about customers, competitors and the
market. Its uses include helping create a
business plan, launch a new product or service,
fine tune existing products and services, and
expand into new markets.
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WHAT RESEARCH IS ESSENTIAL FOR PREPARING
ASUCCESSFUL BID?

• Site selection procedure
• Decision making process
• Rotation/event history
• Open dates
• Event requirements plenary, exhibition, ICT,
  breakout rooms, banqueting etc
• Number of delegates
• Social programme delegates spouses
• Hotel requirements 5, 4 etc
• Competition
• Local sponsorship/support
• Financial responsibility
• Environmental criteria
• Budget

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Budget

• Responsibility
• Registration fee
• Complimentary facilities mtg rooms, air fares,
  hotel rooms etc
• Subvention
• Pre-event marketing
• Deposit schedules
• Site inspections
• Risk

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Other

• Local Host Analysis
• Local Industry Analysis
• Influencer or Decision Maker
• Topic/Industry knowledge
• Timescale
• What is your motivation for bidding in the first
  place?
• Personal likes of Decision Maker(s)
• Personal likes of Decision Makers spouse

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In some instances research cannot help!
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46th ICCA Congress 2007, Pattaya, Thailand
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ICCA Bid (Research)

• Previous Destinations
• Delegate Numbers
• Site selection procedure who on the Board would
  favour Thailand?
• Who would not why
• Open dates October/November
• Event requirements plenary, exhibition, ICT,
  breakout rooms, banqueting etc
• Social programme delegates spouses
• Hotel requirements 5, 4 etc
• Competition KL Singapore
• Local sponsorship/support
• Financial responsibility
• Environmental criteria
• Budget

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ICCA Decision-Making Criteria

• Value for money ICCA Perspective
• Value for money delegate perspective
• Accessibility international and local
• Capacity to attract delegates/destination appeal
• Level of support/evidence of teamwork
• Suitability/capacity/quality of
  meeting/exhibition space
• Quality/attractiveness of social event venues
• Networking opportunities
• ICCA Development opportunities
• Creativity
• Environmental Corporate Responsibility

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Conference Branding
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Unusual Venue for Welcome Reception
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Pattaya Orphanage
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ICCA Asia Pacific Researchers Forum
International Congress Convention Association

• Thank you