Archive for August, 2009
Going Onsite to Save Lives
Monday, August 10th, 2009Every so often, I get a nice snapshot of why we do what we do as an industry, and as a specialty supplier within the industry. I’ve had several in the last 10 days.
Last week, Margot Cragg, Emily MacKinnon and I were onsite with a team of local writers at the 13th World Conference on [...]
Fight Like Hell for the Living
Tuesday, August 4th, 2009SAN FRANCISCO – In the week since Terri Breining announced the closure of Concepts Worldwide, the San Diego County firm she built into a meetings industry icon, I’ve been thinking about the capriciousness of a market that rewards the most arbitrary successes, while devaluing or ignoring the most genuine achievements.
When we celebrate flash over substance, [...]
Why We Don’t Upsell
Saturday, August 1st, 2009When we discuss our services with prospective clients, we don’t upsell. Not ever.
For some time, I felt this was a matter of basic principle, that the practice of trying to bundle a second sale on top of a first one was simply abominable. I still think it’s wrong for our kind of service. But a [...]