1. International Congress and Convention Association TURN LOCAL RESEARCH INTO INTERNATIONAL SUCCESS Julio Urban Latin American ICCRM Curitiba, Brazil 19-21 June 2005 iccaworld.com

2. Content 01Targeting international clients through your local network 02How to set up ambassador programmes yourself 03How to motivate, communicate and work with academics 04Financial resources 05External factors iccaworld.com

3. 01 Targeting international clients through your local network Find in your city someone related to the theme Try to find links between the national and international association. E.g. 1994 Brazilian Congress on Endocrinology - 1999 Latin American Thyroid Society Search ICCA database for congress data Submit to your local contact the idea of bringing the congress to your city Network with the opinion leaders in your city iccaworld.com

4. 02 How to set up ambassador programmes yourself Have a deep knowledge of your city. Keep permanent contact with opinion leaders in multiple areas Choose the areas for which you have affinity, vocation and experience. E.g. 1998 International Biofuels Congress using the agricultural vocation of the state of Paraná Invite opinion leaders to visit congresses organised by you and show them how it works. E.g. 1999 Brazilian Congress on Parenteral and Enteral Nutrition - 2008 World Congress on Pedriatric Gastroenterology, Hepatology and Nutrition iccaworld.com

5. Use events such as LACIME, ABAV, ABEOC for famtours Promote events catering to opinion leaders in your city 03 How to motivate, communicate and work with academics iccaworld.com

6. 03How to motivate, communicate and work with academics Patience, patience, patience - long-term contacts bring results “A barking dog won’t bite” - “A barking dog makes noise” Fight Murphy’s law: “If anything can go wrong, it will” - “If anything can go wrong, turn it into an opportunity”.

7. 04 Financial resources A good project helps sales. Seek the support of your local Convention Bureau Contact incentive agencies, such as Embratur Generate a permanent fund to search for new business Make preliminary contacts with the big sponsors of the segment, proposing to host the congress in your city Take advantage of all your domestic and international travel to do research iccaworld.com

8. 05 External factors Political changes in your country, in the international and local association AMCs (Association Management Companies) using their partners CORE PCOs make long-term decisions Your actual capacity versus your international competitors, e.g. Curitiba versus Paris Experience makes a difference for success iccaworld.com