Mr Frank Candy 407 826 4248 To my
- Slides: 49
Mr. Frank Candy 407 -826 -4248
To my friends from MPI Tampa, Florida. Thank you for being a great audience at the hard Rock Hotel on May 19, 2004. This is copyrighted power point presentation is here for you to download and review. Our creative team removed most of the copyrighted images and photos. 407 -826 -4248 I am always willing to assist any MPI member with creative projects, spinning meeting ideas, booking great speakers for customized speeches, technology, logistics or negotiating contracts. Frank Candy
It’s About Results
Disclaimer: Everyone is advised to consult with a competent legal professional that is familiar with your specific facts and circumstances. In virtually every case, competent legal counsel should review the contracts.
WIN - WIN Negotiations The wisdom from one of the greatest negotiators The Master Negotiators
Of A Dying Company “We have always done it that way”
Your success in life is not based on intellect, or physical strength, but your ability to adapt to change. Frank J. Candy, Source Magazine
The Greatest Negotiator He was 12 yrs old Great listener He was polite He asked great questions He was humble
The Worst Negotiator He has turned 18 and he knows everything
Outcome Based Thinking
ASK LISTEN PLAN CHANGE
Listening will improve your vision Grandpa Frank
Big picture negotiations Generating a win-win deal based on trust, communication and faith.
Three key ‘big picture’ things to understand 1. Size - shape 2. Time line 3. Money - finance
Ask good questions: Where is this going? What is the motivation? What is the upside? What is the downside?
Have you asked the most important questions? What do you need? What do you want? How do you want it?
The Biggest Negotiation. . . • Before we started… • Research - to find options • Agreed the to maintain the relationship with supplier • Hand picked a great team • Negotiated as a team for days • Stuck to our desired outcome
Know the real value of your business Compare apples to apples Hotels are companies who must make a profit to stay in business… Hotels have many profit centers some are negotiable You get what you pay for – People - Service - Quality.
Contracts should address: Dates, time, place, complete legal names of both parties, addresses, name of meeting, method of reservations, performance, payment, compliance with laws, cancellation, meeting space needs, indemnification, insurance, definition of attendee, attrition.
Important items to remember when negotiating hotel/facility contracts:
• • Location Competition Brand Accessibility Size & number of rooms Star Rating Size of meeting space & layout
• Meeting space breakdown • How noisy and airtight are the walls? • Relationship of the sales people • Your personal confidence
Upgrades for VIP’s • Price of parking • Restaurants- hours for access to food • Resort fee: what does it cover • Activities for guests of attendees •
Begin by reading every contract twice. Read it for what is there and needs to be rewritten, changed, or deleted. Read it again for what is not there and needs to be added.
The goal is to achieve win-win results in new or tough economic times.
When you sign a contract you and your organization are liable for its entire performance.
Make sure you understand every clause in the contract.
Make sure you can handle the financial responsibility of the contract. DO NOT sign if you can not handle the hit in case of cancellation or attrition.
Make sure the contract is reciprocal and mutually beneficial and fair.
Ask about service charges and additional fees… they aren’t always listed in the contract and you’ll avoid surprises later.
You can negotiate for whatever you can get. Depends on how good you are, how much leverage (i. e. , options to go elsewhere) you have, how badly they need your business, and how likely you are to be a repeat customer.
Asking for something before the contract is signed is called “negotiating” What’s it called after?
Please check EVERY local and national calendar before booking your events.
Most, if not all contracts have a liability that must be approved. Make sure you know what it is. Make sure it is approved by the right people.
Checklist • Timing is everything • Keep an open mind to the possibilities • Always be willing to ask
Checklist • Everything is negotiable • Everybody is tuned into WIIFM • Work toward a WIN-WIN situation
Checklist • Avoid boxing yourself in • Do your research – get prepared • Keep impeccable records
Checklist Be willing to walk away (do it slowly) • Use silence to your advantage • Get it in writing
Write this down. Ask WHY often. What are the results we seek? What is the action plan?
If you have done the proper job of educating the client on all the benefits they will experience from doing business with your team,
When should we get started?
"Never talk defeat. Use words like hope, belief, faith, victory. " victory. ” Dr. Norman Vincent Peale
Customized programs by Frank Candy Adventures in Creativity Advanced Marketing Professional Sales Skills Motivating the Ungrateful Dead Customer Service Solutions Masters Level Negotiations Making Change Work For You
America is about dreams and hope.
It’s not what you have that makes the difference It’s what you do with what you have… that makes the difference Grandpa Frank
The ideals which have lighted my way, and time after time have given me new courage to face life cheerfully, have been kindness, beauty and truth.
Frank Candy www. frankcandy. com www. speakersbureau. com 407 -826 -4248
