I am on the Meetings Industry Megasite this morning and an article caught my eye entitled “Creativity gone missing” (http://www.misoapbox.com/2007/03/creativitys_gon.html#more). The article deals with hotel industry sales departments and event planners’ pet peeves about how they treat our requests for proposals. The crux of the article if I understand correctly is that in this day of rapid communication they simply throw a contract together and send it off without being creative. While I do agree, I think that the one thing that all vendors are missing is the most simple act of sales…………..listening.

OnSite Events sends RFPs on a daily basis. It never fails to amaze me that an RFP states every fact, detail and wish list for our needs. We simply say we need “blue” for our meeting, what is the cost. Hotels, DMC’s and other vendors send back “purple”. Sometimes I stare at the response wondering if they actually read our original RFP.

It would be great if the hotels could respond with creative choices to meet the needs of my group, it would be great if they could work better with their convention services department. I think that the question of whether we want fast and speedy or more creative is an easy one to answer. I want and need both. When a client comes to me with an event in 2009, send me creative. If the event is in 4 weeks, I want speedy. I also want someone smart enough to know the difference, I do.

My little two cents is not a scathing indictment of the hotel sales industry, for every sales person that does not take the 10 minutes to listen to our event planners needs, there are 3 that do take the time. These people listen, determine our needs and either send me go-go fast or creative with options. These are also the sales people that earn my business. (A great example of how to be a fantastic sales person is Rob Welsh at the Fairmont Scottsdale Princess- smart, savvy and can actually balance our best interests against the needs of the hotel. A perfect combination.).

I think that if hotel sales people began by listening first, the rest of the process would probably fall into place.

Just a thought.