Meetings: Tips, Trends & Tirades. By Vickie Sullivan. Wednesday, 20th August 2008

The meetings industry is all abuzz about the airlines and what it means to them.

According to a recent online survey from Meetings Focus, the biggest challenge is twofold. The biggest headache for 39 percent: they can't accurately forecast expenses. A more distant - but still significant - second: higher airfares mean lower attendance for 21 percent. Watch for more pressure on speakers to bring in the crowds, and more negotiation from the buyers.

It's tempting to assume that retention is on the back burner due to cutbacks and layoffs. Think again. Talentkeeper's Annual Employee Turnover Trends Survey reports a huge interest from executives in more than 600 organizations. Employee retention is an important priority by 81% of the respondents. In 2007, only 41% thought so. Remember; where there is a priority, there is a budget.

For a while, incentive meetings - those glitzy events for top performers - were largely immune to the budget blues. The pressure is on now though. The result: Corporate America is packing on the content. Execs want to take full advantage of having all the heavy hitters in one room, so watch for more new product introductions. The first morning of the event kicks off with new-school motivational speakers. Those with irresistible content will have the inside track. These top dogs are a jaded bunch, so bring your "“A" game.

Tirade with a Tip: How do you go broke in this business? $5,000 at a time. That's what happens to many newbies and corporate refugees. Not wanting to belly up to the bar, these strugglers will spend a few grand on this low-cost consultant with ideas but no plan, spend a little more on a website that doesn't differentiate them …and when the market doesn't respond, they start the process all over again. Within a few months, there's no more money and no momentum. I call this the death spiral.

Seth Kahan www.SethKahan.com  launched his empire the smart way. A former exec with World Bank, Seth knew he needed to get strategic about the direction of his business before spending money to get out there. He came to me to sort out all his options. Together, we created a platform that intersected his passion with hot button issues high-fee buyers care about. He hit the ground running, landing a prominent speaking/consulting deal on leadership that got the attention of a renowned speakers bureau. Four years later, Seth is going strong and on his way to seven figures. (Yes, even in this economy.) Bravo, Seth!

Maybe it's time for you to stop and think. If you want that kind of trajectory, I'm ready to help. Email Brenda at brenda@sullivanspeaker.com and she'll get the ball rolling.

Vickie Sullivan is recognized as the top market strategist for experts who want strong brands with in high-fee buyers. She speaks and consults internationally about selection trends in high-fee markets and strategies that position experts for those venues. www.sullivanspeaker.com  

Vickie Sullivan, President of Sullivan Speaker Services, Inc. is nationally recognized as the top market strategist for experts on the professional speaking circuit. Since 1987, she has worked with thousands of experts in a wide variety of industries to launch their big-fee speaking, professional service and book/product empires in highly lucrative markets. You can e-mail Vickie at info@sullivanspeaker.com.

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