CHAPTER 3

What Planners Really Want: Relationships

Whatever side of the industry you are a part of, it is critically important to develop rapport and to understand the goals, needs, and desires of the planner, sponsor, the hotel, and the media.

Planner and CCSM Relationships

Starting with the initial sales process, a planner can be wary of what and how much the hotel will be charging for in sleeping room rates, resort fees, taxes, and meeting space rental. After the contract is signed planners may find a sense a relief and are ready to start the planning with the CCSM. During this time when a CCSM should be focusing on relationship building in the planning process, other obstacles can present themselves. Often the planner will find that there ...

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