Another in a series of articles related to association management selected from our reading list by:
Robert O. Patterson, JD
CEO/ Principal
The Center for Association Resources, Inc.
If you want to host a dinner at a hotel, you have to have a solid estimation of your visitors. The important thing to remember here is that your attendees to your fundraiser are there to be entertained. It is their checkbooks that are opening up for the sake of your organization. They have to feel pampered. Make sure you organize a few solid negotiating points for the hotel, like live music, vegetarian options for food and a cash bar. I say cash bar because that will offer the hotel a chance to recoup some of the losses that they would face should they offer a large conference room for your organization. Not only that, it is critical to use their name on your flyers, website and possibly offer them some future cross-marketing potential. This way, the hotel recognizes that you are offering a service to your visitors (a live band), considering their needs as well as your own (vegetarian options) and the hotel is offered something as well. The cross-marketing is an excellent point of negotiation because the duration of their involvement lasts beyond a single event. Your organization recognizes them in terms of a strategic partner which may help you in the future.