Client Supplier Communication Idoia Rodés Torróntegui Michele Sanvictores 11th ICCRM Seville, Spain 7-9 July

11th ICCRM, Seville, 2005 International Society of Nephrology Worldwide Characteristics 8,000+ members, 120 countries Mission: advance nephrology around the world Global Headquarters in Brussels My role: Director of Conferences Oversee team of 6 individuals Responsible for event strategy

11th ICCRM, Seville, 2005 ISN’s 3 types of events Forefronts in Nephrology Small, basic science-focused, “retreat” atmosphere Aim of conference format: full interaction Held worldwide, isolated locations Venue: Unusual (e.g. monasteries, castles, universities with upscale accommodations) Attracts 100 scientists Twice a year

11th ICCRM, Seville, 2005 ISN’s 3 types of events World Congress of Nephrology Large-scale event embracing society business meetings Aim of programme format: attract physicians worldwide Multiplying Factor Location: Worldwide Venue: Convention and Exhibition Centre Will attract 5,000-6,000 physicians Every two years

11th ICCRM, Seville, 2005 ISN’s 3 types of events Bench to Bedside New event: Launch in August 2006 Aim of programme format: interaction between clinicians and researchers No social programme Location: Developed countries Venue: 5-star hotel or conference centre Will attract 750-1,000 physicians Once a year

11th ICCRM, Seville, 2005 What’s in it for you? Tap into all locations, all venue types Same person advises ISN Board of locations for all 3 types of events Decision variables Membership Industry location Suitable venues History

11th ICCRM, Seville, 2005 What’s in it for ISN? What do I expect from you? Prove I am a “hot prospect” for you Know the types of events organised Give similar concrete examples Look at your historical data Think ROI Build relationships

11th ICCRM, Seville, 2005 Behind the Scenes Dual role Also a supplier to ISN 2nd role: Director of the Conference Department at MCI Brussels ISN time is only 25%

11th ICCRM, Seville, 2005 MCI– a supplier to ISN Association, Communications and Event Management Services Executive Leadership Membership, Finances, Marketing, Communications Events General Office Operations

11th ICCRM, Seville, 2005 MCI– a supplier to ISN 17 MCI employees spend time on ISN 3 employees are 100% to ISN 14 employees spend between 10%- 75% of their time on ISN Total full-time equivalent: 8.5 staff

11th ICCRM, Seville, 2005 MCI– a supplier to ISN Added Value of Outsourcing Association Management Services Flexibility Cost-efficiency Getting right professionals for right projects

11th ICCRM, Seville, 2005 MCI– overall Association Management Company Professional Congress Organisation 10 offices (9 in Europe, 1 in Singapore) 300 employees; 120 focus on associations 850 events & 250,000 room nights booked per year

11th ICCRM, Seville, 2005 Why would MCI’s role be important to you? Professional staff understands you Share knowledge among the group Communicate positive and negative experiences “We are your spokesperson” Huge multiplying factor

11th ICCRM, Seville, 2005 The multiplying factor Represent several associations Selling your destination, services through our own marketing channel Our booth at industry trade shows Prospective client calls, meetings Strategic, “intrapreneurial” individuals Example: Creation of Bench to Bedside

11th ICCRM, Seville, 2005 Parallel Session Learn more about AMCs Typical Clients, Types of Meetings The value of AMCs for associations The return on investment for the association and the supplier Tips on how to get noticed to key AMC individuals