The BriefA global leader in assurance, finance and advisory services needed an agency to manage a series of annual partner meetings to be held over four weeks with 6,000 attendees. Each series hosted firm partners, guests and/or families. The attendees were to be offered several destination choices on the East and West coasts. While not incentives, the meetings were high-touch events that operated at 5-star properties with a virtual component that connected all locations together—adding a layer of complexity to the program.
The SolutionTo maximize savings, we identified a comprehensive sourcing strategy. This strategy spanned multiple supplier categories and consolidated volume with targeted preferred suppliers. Working with the client and our industry relations team, we leveraged NSOs with preferred hotel suppliers to secure the best concessions and contract terms for the program. We also elevated our bundled sourcing strategy to include DMCs. We negotiated a deal with a single national DMC to manage all locations across the four weeks of operation. This resulted in a single contract with strong performance SLAs, a touch point from a DMC executive standpoint and a provision for commissions to be returned to the client.
The ResultsIn 2015, we negotiated $1.4 million in savings for this client and collected $300,000 in commissions.