What’s Up with Lead Management?

badgeLead Management is a broad term to describe the collection of leads at trade shows or exhibitions and what you do with those leads after they have been acquired.

So, what’s the difference between lead retrieval and lead management, and why is this important to today’s technology savvy meeting organizers?

In brief:

  • Lead retrieval simply refers to the collection of leads.
  • Lead management refers to collection of leads and how you process and organize that data to maximize your follow up sales processes.

Lead management includes:

  • Lead Collection
  • Lead Profiling
  • Lead Follow Up

According to a research study sponsored by Lynch Exhibits Inc., 98 percent of all exhibitors at shows collect leads in some fashion. The same study found that less than 70 percent had any formalized plan for lead follow up and only 47 percent tracked leads through the resulting sales cycles. More notable, the same survey showed that only 28 percent measured the success of their lead retrieval efforts.

Lead retrieval tools and services have been around for many years, and for many of those years, the processes and technology have remained pretty much the same.

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When the Magic is Gone…How to Break Up with Your Meetings Technology Partner!

november-imageIt’s been a great run.

You’ve been with your registration and meeting management technology partner for quite a few years. At first, it was exciting and productive. For the first time, you were able to collect registrations online, manage their details, run reports and even do things like print name badges and export to Excel!

You were giddy with the riches your technology partner offered.

Even when they started asking you to sign multi-year contracts to get preferred per-person registration fees, you didn’t mind. You were going to be with them forever!

Even when your meeting planner business grew, and your costs continue to grow with no end in sight, you sighed and simply tried to the make the best out of it.

However, one day you woke up and realized that the magic was gone.

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Volunteer Management and the Busy Meeting Manager

Portrait Of Volunteer Group

We’ve all been there before…you’ve signed up a new client and you are knee-deep in preparing for the event. You’ve opened registration, you are working out the venue details, managing sponsors, exhibitors and speakers and much more!

Your call center team is busy on the phone helping out attendees when you get that phone call you KNEW was coming – someone wants to register and tells you they come every year to the conference for free, because they are volunteer staff.

You chat with your client, and they confirm that they get two or three dozen volunteers each year who get free conference registration in exchange for volunteering at the at the event.

“How did it go last year?” You ask your client…

It turns out, not so well. Volunteers didn’t know what their jobs were, some didn’t show up on time, some left early, and there were lots of other volunteer related challenges.

You smile. Been there, done that.

“Let me help you out,” you tell your client. “Let me organize a volunteer program that really works.”

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Taking Care of Your VIP and Hospitality Programs

vipsAs a professional event manager, you know how to manage online registrations, onsite check-in, accommodations, travel, functions and much more.

But are you ready if (and when) you are tasked with managing the requirements and logistics surrounding your VIP and hospitality groups?

The job is daunting! You know that there are endless tasks and to-dos surrounding arrivals, ticketing, logistics, and more. How do you keep up with the many responsibilities and requirements?

VIP and hospitality programs will usually incorporate many traditional meeting management practices, but the overall approach a manager will take is often focused on very specific requirements. In many circumstances, you may be tasked with overseeing arrivals and logistics for a group of VIPs arriving for a major sporting event, such as the Olympics or regional events.

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Centium Software Presents Client Innovation Award to TAFE QLD – Southbank Institute Brisbane

tafe-awardAt the 2016 EventsAIR User Conference held in Sydney Australia, Centium Software awarded the 2016 Rising Star Institution of the Year Award to TAFE QLD – Brisbane, Southbank Campus, Australia.

TAFE QLD Brisbane introduced the Rising Star program to their event management curriculum at the Southbank Campus in 2008 and over the years have educated thousands of students in meeting planning and in the use of event management technology.

Originally the students gained hands-on experience in EventsPro, and in 2014 Southbank Institute was the first to update to EventsAIR. Since then, students have been learning EventsAIR and have played a significant role in assisting the EventsAIR team in hands-on testing of new features.

TAFE QLD Brisbane is overwhelmed to receive this award from Centium Software,” said Christine Woods, Tertiary Education teacher at Southbank Campus. “We are pleased to be part of this exciting technology program and to be part of the Rising Star program. We have both younger and older students in our program, and even our older students find it extremely easy to learn the new technology found in EventsAIR.”

Centium Software CEO Trevor Gardiner congratulated TAFE QLD Brisbane, Southbank Campus on receiving the EventsAIR Innovation Award for Rising Star Institution of the year.

“We are very excited to present this award to TAFE Queensland,” Mr. Gardiner said. We’ve been working with this institution for many years and love working with their students. In fact, many Southbank students have received Rising Star scholarships and we even have one of their graduates working directly with us at Centium Software!”

The Client Innovation Awards are presented to EventsAIR clients who demonstrate innovative and creative solutions and designs within the EventsAIR platform. EventsAIR has become home to a wide range of creative solutions for event registration, mobile apps, and specialized portals for onsite check-in and many other integrated services.

About TAFE QLD, Brisbane

TAFE Queensland is Queensland’s largest, most experienced training institution. In the past 130 years, schools in the TAFE system have graduated over seven million students.

Southbank Institute introduced the Rising Star program to their event management curriculum in 2008 and over the years have educated hundreds of students in meeting planning and in the use of event management technology. Originally the students gained hands-on experience in EventsPro. In 2014 Southbank Institute was the first to update to EventsAIR.

Centium Software Presents Client Innovation Award to Museum of the Bible

museum-of-the-bible-300x184At the 2016 EventsAIR User Conference held in Sydney Australia, Centium Software awarded the 2016 Client Innovation Award for Best Marketing Communications Campaign to Museum of the Bible.

The Museum of the Bible team was recognized for their innovative use of marketing communications and event invitations supporting numerous events for the upcoming 2017 opening of the venue in Washington DC.

The Client Innovation Awards are presented to EventsAIR clients who demonstrate innovative and creative solutions and designs within the EventsAIR platform. EventsAIR has become home to a wide range of inventive solutions for event registration, mobile apps, and specialized portals for onsite check-in and many other integrated services.
Centium Software CEO Trevor Gardiner congratulated Museum of the Bible on receiving their Client Innovation Award.

“We are excited to recognize Museum of the Bible for their creativity and vision for deploying EventsAIR for their ongoing events,” Mr. Gardiner said. “Centralizing your marketing communications and coordinating numerous details about potential donors and supporters always take focus and organization to make happen.

About Museum of the Bible

The Museum of the Bible is an innovative, global, educational institution whose purpose is to invite all people to engage with the Bible. In 2017, Museum of the Bible will open its 430,000-square-foot nonprofit museum in Washington, D.C., located just two blocks from the National Mall and three blocks from the Capitol. A digital fly-through of the Museum is viewable here.