Events Matter! Blog
Musings, in-depth analysis and trends on conference-specific topics.
Most Recent:
Reviewing Event Profit, Product, and Marketing Strategies to Eliminate
Building successful events has many elements, but the three most critical for sustained success are Profit, Product, and Marketing. They comprise what I would call the Event Triangle. Here’s how I would describe them: Profit – The ability to build an event for which revenues continually exceed expenses. Product –
Launching an Event: How to Avoid Financial Disaster
In theory, launching an event should not be too difficult. The steps of a launch can be laid out much like a pilot’s nighttime view of an airport runway’s landing lights. If you are methodical in execution, analysis and do things in the proper order, you should be successful. That
Why you should replace 20% of your sales staff – NOW
I have strong opinions about sales staffs, having managed them in some shape or form since 1996. As I’ve previously written, I believe only 20% of salespeople are more than order takers. Given that assertion, I was asked recently, “What about the other 80% of our sales staff? How should I manage
Have We Failed to Innovate in Our Events? An Insider’s Perspective from David Saef
I met David Saef at the recent Exhibit Sales Roundtable and was impressed both by his presentation (though not necessarily agreeing with everything) as well as his overall point of view about our industry. David is the SVP of Strategy at Freeman. In that role he helps Freeman’s many clients
Will your lack of respect for your customers come back to bite you?
A colleague advised me when I started in the business that I should “do as little as possible while trying to get the maximum out of others.” Left unsaid, but understood, was the presumption that as long as I got mine, making the minimum effort was OK.Fortunately for my bosses and