How CSMs Can Help Drive Higher ROI for Hotel Executives Looking to Grow Their Event/Meeting Business
By Julie Pingston President, Event Service Professionals Association (ESPA) | September 21, 2014
If a successful meeting is a journey of exploration and discovery, the hotel convention services manager (CSM) and the event's meeting planner are the intrepid team who plan and guide the way.
Great meetings don't just happen. The hands-on partnership and heads-up synergy between a hotel CSM and a meeting planner are the catalyst for forging the foundation, structure and context of a meaningful and memorable event.
"It starts with a piece of paper, a contract, and then it comes to life." says Marilyn Healey, CMP, convention services manager at California's Hyatt Regency Long Beach.
Once a meeting is booked, the CSM functions as a meeting planner's in-house meeting planner-a supply side maestro orchestrating unique meeting options and customized services by working in harmony with the planner's needs to effectively achieve meeting goals.
Explaining her role as a CSM, Healey consistently makes reference to "my meeting planners," conveying the sense of ownership that drives her work as she shepherds meetings to fruition and success.
Discovering the Need Behind the Needs