Twice as many U.S. companies as previously expected are cutting their travel spending in response to the economic weakness and uncertainly. This according to today’s USA Today (Money, Section B). The Associate of Corporate Travel Executives says 71% of their member companies now plan to spend less on travel this year as compared to last. Less than five months ago, only 33% said they planned to cut back demonstrating the unprecedented shift in the economy future expectations.
Combine this market outlook with the strain on higher education resources and collegiate conferencing units are facing extraordinary times.
How do you move forward in 2009?
1. Know your customers
In conversations with many within the industry, a surprising number do not maintain an active and reliable database of customers and inquiries. Web and phone inquiries are passed off to someone for immediate contact, yet not maintained for future business development.
2. Focus on your customers
Begin proactively reaching out to those organizations and businesses that have used your services in the last two years. Where do you start? Go back to item 1
3. Treat your customers and prospects well
In a 2007 research study, secret shoppers of conferencing units around the country were greeted with little follow-up and less service.
Walk through the process that is required to do business with your conferencing unit. Eliminate activities that are duplicative and that provide little value ... to customers.
Looking for new ideas? Be sure to attend ACCED-I 29th Annual Conference, March 22 - 25, Boston, MA.
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