Hotel Insider Series – Venue Booking Contracts Negotiation Tips & Tricks

    This session trains the event planner to locate potential issues, understand the hotel’s approach to contracts and negotiate options that work best for your group.

    Contracts do more than confirm Space, Dates and Rates– Attrition, Cancellation, Force Majeure, Programs, Sliding Scales, Cut-off Dates and many other areas are quoted by the hotel and accepted by the planner, without negotiation. Hotels train their sales managers to negotiate and contract aggressively, extending the edge to the hotel whenever possible.

    Both new and experienced planners receive training in topics that are seldom discussed and planners receive immediate insights that will make them more effective planners. 

    During this session, you’ll learn: 

    • What is accuracy in space, rates, and dates: making sure you contract exactly what you need; 
    • Best practices for negotiating and contracting special considerations: comps, upgrades, wi-fi, parking, fees, and inclusions to maximize your results. 
    • Getting ahead on negotiating performance clauses: Attrition, Sliding scales, Cut-off dates to make sure both sides are treated fairly 

    CMP Domain: Strategic Planning

    Tom Pasha pathable event app speakerAbout the Speaker: Tom Pasha has been recognized as one of the top meeting and convention planners in the industry. Starting in hotel positions of bellman, limousine driver, bartender, and cook, Tom began his management career as a Hyatt Management Trainee in Chicago. He went to Sales Management positions throughout the Hyatt organization, working in 12 Hyatt Hotels over 20 years. Tom was Director of Sales at Hyatt Hotels in Greenville, San Antonio, and Chicago O’Hare, and as Director of Sales, started the National Sales Office for Hyatt Hotels in Omaha. He won Sales Manager of the Year, Sales Director of the Year, Sales Team of the Year and the Donald M. Pritzker Award for Sales Excellence. Most recently, Tom founded CONTACT Planning, Inc. a national meeting planning company with headquarters in Orlando, Florida which works with premier corporate and association clients.

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