1. The background Launched in 2005
Initial campaign at IMEX, website and AMI
Did not work due to:
lack of commitment by partners
weak potential client positioning
limited resources
Re-launch of the concept
Adopted by INCON BoD, February 2008, Sydney
INCON University - Rome, 13 September 2008
Presentation by Georgina Alexopoulou

2. Who are the target clients?
Client positioning - 2 types of Associations:
In-house PCO or core-PCO for all projects
B. Local PCO per project
market opportunity
INCON University - Rome, 13 September 2008
Presentation by Georgina Alexopoulou

3. How does it work?
Associations are invited to follow the Preferred PCO model and appoint INCON-PCOs only
This becomes a term in the bid requirements
As the event rotates geographically, local INCON partners are appointed as PCOs by LOCs
32 countries are covered (over 70 offices)
INCON University - Rome, 13 September 2008
Presentation by Georgina Alexopoulou

4. What are the 10 benefits for the client?
Continuity in the management of the event
Complete and consistent reporting of previous meetings
INCON quality guarantee
Retaining of local contacts, networking and character
Financial & operational security
Expert international consultancy to the LOC or Association
On-going database management
Realistic multi-year sponsorship contracts
Global promotion and purchasing opportunities
Partnership for strategic management of goals
INCON University - Rome, 13 September 2008
Presentation by Georgina Alexopoulou

5. Any drawbacks for the client?
Not really. Possibly in the case of rotation in countries where no INCON partner local PCO exists. Two alternative solutions:
OPTION 1: Appoint an INCON partner with offices elsewhere (the majority of the 10 benefits is obtained)
OPTION 2: Select another L-PCO. However this will limit the effectiveness of the 10 benefits for the next event
INCON University - Rome, 13 September 2008
Presentation by Georgina Alexopoulou

6. Resources Texts/ content
Promotional material (leaflets, ppts, web presentations)
Promotional activities in trade fairs and exhibitions
Client database & contacts
Human resources per partner for the promotional campaign
How can they be provided?
Share preparation of texts and content of promotional material among partners
Centralised production of promotional material by INCON Secretariat
Share research through ICCA and other resources among partners
MONEY ISSUE
Establishment of Marketing Fund
INCON University - Rome, 13 September 2008
Presentation by Georgina Alexopoulou

7. Action plan INCON University - Rome, 13 September 2008
Presentation by Georgina Alexopoulou

8. INCENTIVES Why is it important for partners?
If I am an INCON partner, why should I spend time and resources to promote the preferred PCO model?
Added value to INCON partnership
Generating new business
INCON University - Rome, 13 September 2008
Presentation by Georgina Alexopoulou

9. RESTRICTIONS
Since the preferred PCO model is a unanimous decision of the Board there should be no option for partners of not promoting the model.
The active promotion of the model should be one of the quality criteria used to evaluate membership for INCON partners.
Quality criteria (overall) should be fulfilled by partners and any deviations discussed in the Board meetings.
INCON University - Rome, 13 September 2008
Presentation by Georgina Alexopoulou

10. Continuity in the management of the event
Preferred PCO
Core PCO
Continuity in the management of the event
Complete and consistent reporting of previous meetings
INCON quality guarantee
Retaining of local contacts, networking and character
Financial & operational security
Expert international consultancy to the LOC or Association
On-going database management
Realistic multi-year sponsorship contracts
Global promotion and purchasing opportunities
Partnership for strategic management of goals
INCON University - Rome, 13 September 2008
Presentation by Georgina Alexopoulou

11. How can we persuade potential clients? Strategy
Identify their needs for a permanent partner/ PCO
Present the rationale, modus operandi and benefits of preferred PCO model
Present the advantages of INCON
TWO STEPS:
Persuade them to use a core PCO
Persuade them to select INCON as the core PCO (i.e. preferred PCO model) 1 2
INCON University - Rome, 13 September 2008
Presentation by Georgina Alexopoulou

12. A case study IUBMB Background. What is IUBMB?
Initial contact and approach
Offering
Follow up
Outcome
Any obstacles?
Any advantages?
INCON University - Rome, 13 September 2008
Presentation by Georgina Alexopoulou