Client Supplier Communication

Idoia Rodés TorrónteguiMichele Sanvictores

11th ICCRM

Seville, Spain

7-9 July 2005

www.iccaworld.com

11th ICCRM, Seville, 2005

• International Society of Nephrology

Worldwide Characteristics• 8,000+ members, 120 countries• Mission: advance nephrology around the world• Global Headquarters in Brussels• My role:

Director of Conferences Oversee team of 6 individuals Responsible for event strategy

11th ICCRM, Seville, 2005

• ISN’s 3 types of events

Forefronts in Nephrology• Small, basic science-focused, “retreat”

atmosphere• Aim of conference format: full interaction• Held worldwide, isolated locations• Venue: Unusual (e.g. monasteries, castles,

universities with upscale accommodations)• Attracts 100 scientists• Twice a year

11th ICCRM, Seville, 2005

• ISN’s 3 types of events

World Congress of Nephrology• Large-scale event embracing society business

meetings• Aim of programme format: attract physicians

worldwide• Multiplying Factor• Location: Worldwide• Venue: Convention and Exhibition Centre• Will attract 5,000-6,000 physicians• Every two years

11th ICCRM, Seville, 2005

• ISN’s 3 types of events

Bench to Bedside• New event: Launch in August 2006• Aim of programme format: interaction between

clinicians and researchers• No social programme• Location: Developed countries• Venue: 5-star hotel or conference centre• Will attract 750-1,000 physicians• Once a year

11th ICCRM, Seville, 2005

• What’s in it for you?

• Tap into all locations, all venue types• Same person advises ISN Board of locations for

all 3 types of events• Decision variables

Membership Industry location Suitable venues History

11th ICCRM, Seville, 2005

• What’s in it for ISN? What do I expect from you?

• Prove I am a “hot prospect” for you Know the types of events organised Give similar concrete examples Look at your historical data Think ROI Build relationships

11th ICCRM, Seville, 2005

• Behind the Scenes

• Dual role

• Also a supplier to ISN

• 2nd role: Director of the Conference

Department at MCI Brussels

• ISN time is only 25%

11th ICCRM, Seville, 2005

• MCI– a supplier to ISN

• Association, Communications and Event

Management Services

Executive Leadership

Membership, Finances,

Marketing, Communications

Events

General Office Operations

11th ICCRM, Seville, 2005

• MCI– a supplier to ISN

• 17 MCI employees spend time on ISN

3 employees are 100% to ISN

14 employees spend between 10%-

75% of their time on ISN

Total full-time equivalent: 8.5 staff

11th ICCRM, Seville, 2005

• MCI– a supplier to ISN

• Added Value of Outsourcing Association

Management Services

Flexibility

Cost-efficiency

Getting right professionals for right

projects

11th ICCRM, Seville, 2005

• MCI– overall

• Association Management Company

• Professional Congress Organisation

• 10 offices (9 in Europe, 1 in Singapore)

• 300 employees; 120 focus on associations

• 850 events & 250,000 room nights booked

per year

11th ICCRM, Seville, 2005

• Why would MCI’s role be important to you?

• Professional staff understands you

• Share knowledge among the group

Communicate positive and negative

experiences

• “We are your spokesperson”

• Huge multiplying factor

11th ICCRM, Seville, 2005

• The multiplying factor

• Represent several associations • Selling your destination, services through our

own marketing channel Our booth at industry trade shows Prospective client calls, meetings

• Strategic, “intrapreneurial” individuals Example: Creation of Bench to Bedside

11th ICCRM, Seville, 2005

• Parallel Session

• Learn more about AMCs• Typical Clients, Types of Meetings• The value of AMCs for associations• The return on investment for the association

and the supplier• Tips on how to get noticed to key AMC

individuals