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Educational Seminar, Tallinn 14.11.2013

Presentation given by Benita Lipps and Christoph Raudonat
by

Christoph Raudonat

on 24 July 2015

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Transcript of Educational Seminar, Tallinn 14.11.2013

Educational Seminar for Estonian Meeting Professionals
Tallinn, 14.11.2013

Attracting International Association Business
Putting Estonia on the Map
Reputation Management
Marketing and Strategy
Attracting Associations
take-aways
Estonia - a place where many facets create one picture?
Analyze & Measure
Ask yourself "what is it that we are trying to achieve?"
make the first impression count
translate the RFP into your pitch
become our ambassador
Benita Lipps, DaVinci Institute
director@davinci-institute.eu
Christoph Raudonat, VALO Business Consulting
christoph.raudonat@valobusinessconsulting.com

Mapping the situation
Exploring vision
and values
Measuring and managing reputation through stakeholder engagement
Embedding responsibility
Linking reputation and responsibility to strategy
Market analysis
Competitor & Customer Analysis
Segmentation & Targeting
Positioning & Innovation
Relationship Marketing
Who do
we
think you are?
fairy-tale old Europe?
almost Russia?
beautiful women?
high-tech?
low response?
a baltic tiger?
Who would you like to be?
a simple question of perspective!
Estonian Convention Bureau
Estonian Investment Agency
Wikitravel: Estonia
created with: wordle.net
meeting
to be or not to be...
a country of contrasts
defined by its region(s)
terra incognita?
Mapping Estonia
core values
multiple
identities
.. three images - a thousand words on Estonia
A) Brochure
B) Link
C) Cake
A) detailed budget
B) long talk
C) awesome presentation
B) Venues
C) Contacts
A) Location
addressing
stakeholders
every
association is
different
RFP =
riddle for pro's
no more sales
be our
ambassador
a highly
professional
Where to start?
What to do?
How to win?
Memories...
creating
experiences
surprising
charming
engaging
personal
needs
interests
questions
doubts
Food for thought
"75% of International Associations say they receive lots of tourism brochures but no invitation to visit."
Industry Growth.com
Make your core values visible
attentive
authentic
intriguing
1st
impressions
you are:
your venue/
destination
tell us more then...
(leave
space
for the imagination)
We're requesting a proposal
(but we don't know this!)
research, check, ask, discuss (and not just with the client)
decision-makers?
influencers?
culture & style?
assumptions?
secret constraints?
real goals?
..it's good to talk
[before the deadline!]
Welcome to your future site
see it
believe it
help us
love story
a client's view on
first impressions via:
make sure to respond with...
The final hurdle on your doorstep
please
Full transcript