1. Events and Functions Management
Summit
Ian Stuart AFMEA
Business Events Consultant
Business Events Sydney

2. Who are they and what do they want?
• Corporates. Sales meetings, product launches, training, brain
storming, AGMs
• Associations. 600,000 not for profit associations. Meeting space,
breakout rooms, catering, exhibit space, registration space, security.
• Government. As for associations but greater certainty of attendance.

3. Where to find clients
• Convention and Visitors Bureaux eg www.BESydney.com.au
• www.meetingsevents.com.au (lists 527 event management
companies)
• www.ises.org.au (focus on social events)
• www.pco.asn.au (only for professional conference organisers)
• www.associations.net.au (for association managers)
• www.ausae.org.au (for association managers)
• Check index boards at other properties
• Leverage your club’s members’ connections
• Photograph and report on conferences that you host, send media
releases about the events

4. Where to find clients
• Personally call on Marketing Managers, Sales Managers and EAs
• Host familiarisations and site inspections
• Get them to visit your property and spoil them!
• Seek referrals and testimonials from existing clients
• Collaborate with local accommodation providers and attractions,
consider packaging and joint promotion
• Always measure the response

5. What to read
• Micenet magazine www.mice.net.au
• Convention & Incentive Marketing www.cimmagazine..com
• Spice News www.spicenews.com.au

6. Places to visit/exhibit
• RSVP Melbourne 26/27 May, Melbourne Convention and Exhibition
Centre
• RSVP Sydney 22/23 July. Sydney Convention and Exhibition Centre
• Australian Business Events Expo, 22/23 July. Sydney Convention
and Exhibition Centre
• AIME. 15/16 February 2011, Melbourne Convention and Exhibition
Centre

7. Pick their brains!
• Staging companies
• Event producers
• Exhibition suppliers

8. Propaganda!
• Keep your website accurate and up to date
• Publish e-newsletters
• Consider social media to spread the word virally

9. Events and Functions Management
Summit
Ian Stuart AFMEA
Business Events Consultant
Business Events Sydney