Luc Hendrickx Executive Director ClientSupplier Communication Key Message

Luc Hendrickx Executive Director

Client-Supplier Communication • Key Message • International Diabetes Federation • World Diabetes Congress – Track history – Facts & figures – Organization • Bidding: Questions to Ask – Questions to ask – Decision-making process • Client-Supplier Communication – Dos and don’ts 11 th ICCRM, Seville, 7 -9 July 2005

Key Message LISTEN to the person who drives the decision-maker 11 th ICCRM, Seville, 7 -9 July 2005

IDF Fact Sheet • International federation of national diabetes associations • To promote diabetes care, prevention and a cure worldwide • The global advocate for people with diabetes • Established in 1950 • Non-profit International Association under Belgian Law • Global Executive Office in Brussels • 18 Staff, 7 Regional Managers • Many dedicated volunteers all over the world • Currently representing 191 member associations in 150 countries • In official relation with the World Health Organization (WHO) • Organizers of the World Diabetes Congress 11 th ICCRM, Seville, 7 -9 July 2005

Regions and Regional Offices • Brussels • Alexandria • Colombo • Singapore • Dar es Salaam • Montevideo 11 th ICCRM, Seville, 7 -9 July 2005

World Diabetes Congress Track history • 1 st triennial congress in 1950 • Recent congresses 1991 Washington 8, 000 1994 Kobe 5, 000 1997 Helsinki 8, 000 2000 Mexico City 8, 000 2003 Paris 17, 000 • Next congresses 2006 Cape Town 2009 Montreal • Next open date 2012 (2011? ) 11 th ICCRM, Seville, 7 -9 July 2005

World Diabetes Congress Facts & Figures • 10, 000 participants • 10, 000 sq m exhibition • 9 parallel sessions • 2, 500 posters • Structure Fri Build-up Sat Build-up, Group registration Sun Registration, satellite symposia Mon-Thu Programme, satellite symposia Fri Dismantling 11 th ICCRM, Seville, 7 -9 July 2005

World Diabetes Congress Organization • In-house PCO since 2003 • Congress Unit Congress Manager Congress Assistant Industry Coordinator Programme Coordinator Registration Coordinator (Media, IT, Finance, PR, . . . ) • Outsourced: hotel accommodation, tours 11 th ICCRM, Seville, 7 -9 July 2005

Bidding: Questions to Ask • Organizer (Gatekeeper)? • International Diabetes Federation? • Congress stats? • Does my venue meet the congress requirements? • Previous, next and future venues? • Next open date? • Trend in selection of venue? • European? Global? • Organizer (PCO)? • Bid process? 11 th ICCRM, Seville, 7 -9 July 2005

Bidding: Questions to Ask • Politics? Regional rotation, Withdrawal • Decision-making? Recommendation? Governing body vs Individual • Trends/Evolution? Congress Unit 11 th ICCRM, Seville, 7 -9 July 2005

Pro-active Venue Selection • International driver • Technical site inspection • Staff recommends to the Board • Fact sheets (less is more) • No local/national driver • No committee site inspections • No formal presentation • No mailing of glossy bid books • Respect the process, be discreet 11 th ICCRM, Seville, 7 -9 July 2005

Communication DOs • LISTEN! • Offer a solution to meet requirements • Be patient, Think long-term • Network • Speak to peers, share knowledge • Do your homework • Listen to people, not organizations • Level with your client • Be informed of the decision-making process, and respect it • Listen to the person who drives the decision-maker 11 th ICCRM, Seville, 7 -9 July 2005

Communication DON’Ts • DON’T SPEAK! • Don’t assume that your client is interested in your destination • Don’t take “no” for an answer • Don’t only operate from your office • Don’t send unsollicited e-mails or brochures • Don’t trust the ICCA database • Don’t hide essential information from your client • Don’t focus on organizations • Don’t underestimate politics and hidden agendas 11 th ICCRM, Seville, 7 -9 July 2005

11 th ICCRM, Seville, 7 -9 July 2005