Meetings and events are a major source of revenue for the venues that host them. But competition to win meetings and events is growing fast as new venues, large and small, are opening up all over the world and existing venues are expanding, refurbishing and modernizing their offer in order to increase their share of this lucrative market. However, in properties ranging from conference centres and hotels to universities and unusual venues such as museums and tourist attractions, busy sales and marketing staff often struggle to keep up to date with the many tools and techniques that can help them bring business to their meeting rooms. New staff in particular often feel the need for a structured, comprehensive guide to sources of business for their venue as well as detailed instruction on the most effective ways of winning meetings and events to fill their meetings spaces and create loyal customers. Winning Meetings and Events for Your Venue is the solution to these issues. It provides a clear and comprehensive guide to the wide range of techniques required by sales and marketing staff to effectively win meetings and events business for their venue. An easy-to read manual setting out the most useful and relevant techniques in a coherent and logical manner, it includes: * Guidance on key tools and techniques from traditional face-to-face selling and negotiating skills and the use of social media to site inspections and exhibiting at trade shows. * Case studies of transferable best practice in this field, drawn from a wide range of venues of all sizes in the UK and overseas. * Advice from experienced sales and marketing venue managers, demonstrating original ideas that really work - and explaining why they work. * Checklists at the end of each chapter summarizing key points and also a short quiz for the reader, to check their level of understanding of the chapter's content. Rob Davidson is a Senior Lecturer at University of Greenwich Business School. He is a respected academic in the meetings and events field, and the accomplished author of seven books and a great many reports on trends and developments in the global meetings industry. He has experience of training venue sales and marketing staff both in the UK and overseas. Indeed, it was his experience of running these training courses that led to the realization that there was a vast untapped market for a manual on this subject. Anthony Hyde is the General Manager - Business Events at the highly-successful Barbican venue in the City of London. He is responsible for the commercial sales, marketing and PR, event management and technical production for conferences, banqueting, exhibitions and corporate hospitality. He has 15 years' experience in meetings and events sales within multi-purpose venues, and is widely recognized in the UK and beyond for his work with MPI - Meetings Professionals International, one of the principal global professional associations for the meetings industry. He was UK President of MPI's UK and Ireland Chapter during 2009/10.

Meetings and events are a major source of revenue for the venues that host them. But competition to win meetings and events is growing fast as new venues, large and small, are opening up all over the world and existing venues are expanding, refurbishing and modernizing their offer in order to increase their share of this lucrative market. However, in properties ranging from conference centres and hotels to universities and unusual venues such as museums and tourist attractions, busy sales and marketing staff often struggle to keep up to date with the many tools and techniques that can help them bring business to their meeting rooms. New staff in particular often feel the need for a structured, comprehensive guide to sources of business for their venue as well as detailed instruction on the most effective ways of winning meetings and events to fill their meetings spaces and create loyal customers. Winning Meetings and Events for Your Venue is the solution to these issues. It provides a clear and comprehensive guide to the wide range of techniques required by sales and marketing staff to effectively win meetings and events business for their venue. An easy-to read manual setting out the most useful and relevant techniques in a coherent and logical manner, it includes: * Guidance on key tools and techniques from traditional face-to-face selling and negotiating skills and the use of social media to site inspections and exhibiting at trade shows. * Case studies of transferable best practice in this field, drawn from a wide range of venues of all sizes in the UK and overseas. * Advice from experienced sales and marketing venue managers, demonstrating original ideas that really work - and explaining why they work. * Checklists at the end of each chapter summarizing key points and also a short quiz for the reader, to check their level of understanding of the chapter's content. Rob Davidson is a Senior Lecturer at University of Greenwich Business School. He is a respected academic in the meetings and events field, and the accomplished author of seven books and a great many reports on trends and developments in the global meetings industry. He has experience of training venue sales and marketing staff both in the UK and overseas. Indeed, it was his experience of running these training courses that led to the realization that there was a vast untapped market for a manual on this subject. Anthony Hyde is the General Manager - Business Events at the highly-successful Barbican venue in the City of London. He is responsible for the commercial sales, marketing and PR, event management and technical production for conferences, banqueting, exhibitions and corporate hospitality. He has 15 years' experience in meetings and events sales within multi-purpose venues, and is widely recognized in the UK and beyond for his work with MPI - Meetings Professionals International, one of the principal global professional associations for the meetings industry. He was UK President of MPI's UK and Ireland Chapter during 2009/10.

The dynamic and fast-expanding business events sector plays a vital role in the professional lives of hundreds of millions of people worldwide by providing settings in which they can meet for the purposes of negotiation, deliberation, motivation, the dissemination of knowledge, and the celebration of their greatest career-related achievements. This book provides a sound practical and theoretical context for the study of this subject by covering, in depth, all categories of business-related events including corporate meetings, association conferences, political events, incentive travel, exhibitions, corporate hospitality, awards ceremonies and SMERF (social, military, educational, religious and fraternal) gatherings. This new edition has been extensively revised and updated to reflect recent developments in business events, including: Five new chapters on business events destination marketing, knowledge, sustainability, ethics and technology New 'It's my job' voice boxes offering practical insights from people employed in the business events industry A wide range of new case studies illustrating business events throughout the world, including emerging business events destinations such as Russia and the Middle East Written in an accessible yet analytical manner, Business Events is essential reading for all students of events, tourism and hospitality management.

Marketing Destinations and Venues for Conferences, Conventions and Business Events introduces students to key areas of marketing and promotion that are essential if destinations are to compete successfully in the rapidly expanding global business event sector. It achieves this by looking at issues surrounding business event marketing, strategic planning, destination and venue selling strategies and future challenges. The 2nd Edition has also been updated to include: New content on: destination marketing organisations' and venues' use of technology, use and impact of social media, sponsorship and partnership issues, economic changes as well as their responses to demand for sustainable meetings locations Updated and new case studies on growth areas and emerging markets e.g. Middle East, Asia, Eastern Europe/Russia, Africa and South America, but also to include material on mature markets, destinations and venue operators A genuinely international focus in terms of content and examples New review and discussion questions and, where appropriate, learning outcomes New online resource package for students and lecturers including: weblinks, power point slides and project questions (coming soon). Accessible, global and informative, this is essential reading for all future business event and conference managers.

Marketing Destinations and Venues for Conferences, Conventions and Business Events introduces students to key areas of marketing and promotion that are essential if destinations are to compete successfully in the rapidly expanding global business event sector. It achieves this by looking at issues surrounding business event marketing, strategic planning, destination and venue selling strategies and future challenges. The 2nd Edition has also been updated to include: New content on: destination marketing organisations' and venues' use of technology, use and impact of social media, sponsorship and partnership issues, economic changes as well as their responses to demand for sustainable meetings locations Updated and new case studies on growth areas and emerging markets e.g. Middle East, Asia, Eastern Europe/Russia, Africa and South America, but also to include material on mature markets, destinations and venue operators A genuinely international focus in terms of content and examples New review and discussion questions and, where appropriate, learning outcomes New online resource package for students and lecturers including: weblinks, power point slides and project questions (coming soon). Accessible, global and informative, this is essential reading for all future business event and conference managers.

The dynamic and fast-expanding business events sector plays a vital role in the professional lives of hundreds of millions of people worldwide by providing settings in which they can meet for the purposes of negotiation, deliberation, motivation, the dissemination of knowledge, and the celebration of their greatest career-related achievements. This book provides a sound practical and theoretical context for the study of this subject by covering, in depth, all categories of business-related events including corporate meetings, association conferences, political events, incentive travel, exhibitions, corporate hospitality, awards ceremonies and SMERF (social, military, educational, religious and fraternal) gatherings. This new edition has been extensively revised and updated to reflect recent developments in business events, including: Five new chapters on business events destination marketing, knowledge, sustainability, ethics and technology New 'It's my job' voice boxes offering practical insights from people employed in the business events industry A wide range of new case studies illustrating business events throughout the world, including emerging business events destinations such as Russia and the Middle East Written in an accessible yet analytical manner, Business Events is essential reading for all students of events, tourism and hospitality management.