advanced bidding sessions #icca12 monday 22/10/2012

51st ICCA Congress

International Congress and Convention Association.

Twitter: #ICCA12

Session sponsored by:

Advanced Bidding SessionsME 304

Monday, October 22, 201214.00 – 16.30


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Have you been involved in a bid recently?

In how many bids you were involved last year?1 – 56 – 1011 and more

How many bids did you win in the last year?Up to 10%Up to 50 %More than 50%

Questions to the audience


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First Round:The loosing story - 3 Presentations

Table DiscussionSecond Round:The winning story – 3 Presentations

Table DiscussionThird Round:Making the difference – Creativity

Table DiscussionFinal Discussion

Session Design


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Alice Au – Toronto Convention BureauWorld Police & Fire Games 2017

10.000 competitors + accompanying persons (20,000 expected visitors)66 sports70 countries10-day event in July/August

not in the ICCA Database

First Round – The loosing story


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• WPFG 2015 Bid – started in 2007• LOC included Toronto Police Service,

Toronto Fire Services, TPAAA, TPFFA, TPA, City Economic Development Department, Provincial Government, Toronto CVB• September 2008 - First site visit • 5 cities in the running• Shortlisted: Fairfax, VA / Toronto, ON &

Winnipeg, MB



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• July 2009 – Presentation at the 2009 WPFG in Vancouver headed by TPS Co-chair with key speakers: the Chief of Police, Chief of Fire Services, Premier’s & Mayor’s video endorsement, emceed by the President/CEO of Toronto CVB with great show of Police & Fire services

athletes’ presence

• Reason for Loss: Came across as too much of a tourism pitch!?!



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• 2nd attempt - WPFG 2017 Bid• January 2010 – LOC re-grouped• March 2010 – submitted required

documents• October 2010 – 2nd site visit of all proposed

venues – all rated “very good to outstanding” (higher than first visit)

• Competition: Montreal, Ottawa, Winnipeg, Melbourne (AUS) and Chengdu (China)



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• June 2011 - Funding commitment secured from Federal, Provincial, Municipal Governments in cash & in-kind (venue rent discount)

• August 2011 – Bid presentation in NYC at the 2011 Games (headed by TPS & TFS and the two Chiefs, Premier & Mayor’s message, Provincial Govt Rep, plus P & F athletes’ presence)/ Toronto CVB presence for Q & A support only



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• Lost to Montreal • Reason offered - very emotional pitch by

Montreal to have WPFG in their city in 2017 to join in the celebration of the 375th anniversary of the founding of Montreal (but we also think $$$ talks!)



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Eric Chou – Metro Toronto Convention CentreInternational Congress of Dietetics 2020

every fourth year

+ 3000 participantsCongress Center, SeptemberMembers Meeting decides

ICCA Series 1380401



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Andreas Abold - Abold Bureau for Marketing Communication

FIFA World Cup 2022

Not in the ICCA Database



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Around the table present additional loosing experiences

Each table comes back with one lesson learned or an obstacle discovered

10 minutes time

First Round – Table Discussion


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Alice Au – Toronto Convention BureauInternational Mass Spectrometry Congress 2016

+ 2000 participants

no venue preferenceAugust – SeptemberGoverning Committee decides

ICCA Series 1276730

Second Round – The winning story


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IMSC 2016 – Bid started in Dec. 2010•PCO of the Canadian Society for Mass Spectrometry (CSMS) convinced the society to move forward with Toronto•Jan. 2011 – Feb. 2012: Bid doc prep with LOC from across Canada•March-June 2011: scientific program drafted •Nov. 2011-Jan. 2012: Solicited Govt & Industry support letters



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• Feb. 2012 – Funding support secured from Toronto hospitality community

• Feb. 2012 – Budget drafted by PCO & approved by LOC, reflecting potential sponsorships from annual corporate supporters of the CSMS

• March 1, 2012 – IMSC2016 Bid doc finalized and posted on secured website for IMSF Affiliate Members to download



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• Competitors – initial rumours of interest from Brazil, China, Ireland

• Bid submission date extended to June 15, 2012 by the IMSF President

• June 15, 2012: Only Spain submitted bid• September 15, 2012: Toronto hosted a

“Canada Night Reception” in Kyoto for Council & Affiliate Members, evening prior to presentation at the IMSC 2012 Congress



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• September 16, 2012: Presentation to Council & Affiliate Members by CSMS Chair, Toronto CVB cue video + assist Q&A

• Result: CANADA WON (17 to 5 votes)

Key learnings: • Strong LOC and creative scientific program • A local member who plays an active role

as a Council Member• Sound financial support



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Eric Chou – Metro Toronto Convention CentreInternational Confed. of Midwives 2017

triannual+ 2500 participantsCongress Centerno month preferenceExecutive Council decides

ICCA Series 1166901



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Andreas Abold – Abold Bureau for Marketing Communication

UITP World Congress 2011

biannual+ 2500 participants/exhibition!!!Congress CenterMay - JuneExecutive Board decidesICCA Series 1276501



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Around the table present additional winning experiences

Each table come back with one element which was crucial for the win

10 minutes time

Second Round – Table Discussion


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Amelia Rozman - Sawarak Convention Bureau

Creativity in and for the bidding process

Third Round - Creativity

Afternoon peeps… I am in ICCA Congress now. San Juan is a wonderful destination. Have not met look alike Ricky Martin and Jennifer Lopez yet… but I’ll be on the look out! Creativity is on the way. Time for me to present… Wish me luck!

Amelia RozimanGlobal Marketing and Communications DirectorSarawak Convention Bureau

BIDDINGOpportunities & Challenges

Business Case Study

Destination

BudgetBid Criteria

Site Inspection

Competitor

Decision Makers

Presenter

Support

Local Host

WHAT IS CREATIVITY?

In Wikipedia, creativity is defined as a mental and

social process involving the generation of new ideas or

concepts, or new associations of the creative mind between

existing ideas or concepts.

Dress to impress! Hopefully I can seal the deal tonight. But not enough cash

Go shopping!

Focus girl… let the dress go!

Let’s go to the mall… Macy’s is on sale!

SCENARIOGirl needs to seal the deal… We need to win the bid…

She thinksShe needs an expensive dress

for the dinner meeting to impress her client.

We thinkWe need to impress the

decision makers with our beautifully designed bid

document and bid presentation mostly by addressing carefully what is

required by the selection criteria that are given to us.

She should be…Solving her problem by

working on how she can improve her chance of success

by offering unique products and services so she can charge

a premium price.

We should be…Focusing how we can go

above and beyond

How we can break out from the constraints of the

unwritten rules

Give the decision makers more than just one more nicely

design bid document

Problem are a good opportunity

Keep it simple

Problem Solving

Restrictive Criteria

No Focus

Great ideas often don’t come when we want them to.

Main presenter talks too much or is so shy they do not talk at all

Serious is boring!

My dream bidding team - "Moe, Larry, and Curly"

I love the classic original version

Funny and creatively silly!

My daughter thinks that Moe is the cutest of the three!

51st ICCA Congress


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Discussion

51st ICCA Congress


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Thank you!

And the Sponsors of this session!

advanced bidding sessions #icca12 monday 22/10/2012

Documents