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Partners' paradise.

ASAE's Management & Meetings FORUM '93 won't be all work. In a playground like Orlando, you're bound to have fun.

Get ready for some serious business in the sunshine state. ASAE's Management & Meetings FORUM '93, March 27-30 at the Orange County Convention/Civic Center, Orlando, Florida, offers golden opportunities you won't want to miss.

With its emphasis on the connection among chief executive officers, meeting planners, and associate members, ASAE's Management & Meetings FORUM invites professionals from all walks into a common arena of interaction, education, and information sharing that, as a catalyst for business transactions, is much more than a quick marriage of convenience.

Last year's theme of the "Power of Partnerships" was so well-received that the FORUM '93 Advisory Committee decided to build on the message. The reason is simple, says Advisory Committee Chair Joan Eisenstodt: "Partnerships are not a one-shot deal.

"It's like any relationship," says Eisenstodt, president of Joan L. Eisenstodt Associates, Washington, D.C. "You don't usually go on a first date and from that automatically decide if it's going to be a worthwhile match. You have to build partnerships over time."

That's apparently what FORUM participants are learning--together.

"In forming partnerships, it's important to first figure out who your partners are and what they need," says Liz Jackson, executive vice president of Associated Luxury Hotels, Inc., Washington, D.C., and a FORUM '93 Advisory Committee member. "For me to be successful as a salesperson, I need to make the |association~ executive a professional in meetings management. The sales process is not only about signing a contract," says Jackson. "When we understand each other, the ticket gets punched on both sides."

The meeting's programming, designed so that suppliers and association executives can learn side by side, is the key to training associate members, asserts Richard Green, director of national accounts for the Marriott Hotels and Resorts Washington, D.C., sales office, McLean, Virginia, and a FORUM '93 Advisory Committee member. By attending a variety of sessions, associate members learn about the day-to-day activities of association executives, their hot issues, and the challenges they face from their memberships. Likewise, says Green, when association professionals interact with their supplier counterparts, they understand the suppliers' areas of critical concern.

For Larry Lynch, CAE, executive director of the Florida Veterinary Medical Society, Orlando, partnership requires another look at how we do business. "We're operating in an increasingly competitive market," reminds Lynch. "We simply can't succeed if we view our relationships as adversarial. The whole partnership focus helps us grow on each other's capabilities," says Lynch.

"The bottom line," says Eisenstodt, "is that it's good for all members. None of us can do business without partnerships."


Pack your thinking caps--there are lots of sessions to choose from. Two full-day courses offered on Saturday include "How to Market Your Association's Products and Services," which will be led by Edward H. Able, Jr., CAE, executive director of the American Association of Museums, Washington, D.C., and "Excellence in Customer Service," with presenter Jack Schlegel, CAE, principal, Schlegel & Schuster, Chevy Chase, Maryland.

Two two-day courses take place Saturday and Sunday. Gary Distelhorst, CAE, executive director of the National Association of College Stores, Oberlin, Ohio, leads the "Symposium for Chief Elected Officers and Chief Staff Executives." "Total Quality Management: How to Get Started," presented by Jim Dalton, CAE, deputy executive director of the National Society of Professional Engineers, Alexandria, Virginia, is designed for attendees who are interested in implementing a quality program in their organizations.

The Convention Management Certificate Program will be offered during the meeting. Attend all four days for the complete certificate, or choose one day of programming. In addition, FORUM '93 offers educational sessions in eight different tracks (see sidebar, "Eight Great Ways to Learn").

Among FORUM '93 highlights are several 90-minute problem-solving clinics. Psychologist/consultant Robert Lindberg, from San Antonio, Texas, will lead a session on achieving balance in your personal and professional life. Anver Suleiman, president of the Marketing Federation, Inc., St. Petersburg Beach, Florida, will address how to dramatically boost attendance at association conferences, expositions, and seminars. And Jacalyn Sherriton, president of Corporate Management Developers/Health Management Consultants, Inc., Hollywood, Florida, will explore the rise of women in high-level management.

In addition to the eight tracks, Walt Disney Resort Sales and Walt Disney World Seminar Productions will present two special sessions: Disney-style management and Disney-style creativity. For a limited number of participants, the Convention Center Training Program that got its debut at last year's Management & Meetings FORUM will take place during FORUM '93. And if you're not actively seeking a professional designation but are entertaining the idea, you can attend an hour-long session to learn how to earn either the Certified Association Executive or the Certified Meeting Planner designation.

Business and pleasure

FORUM '93 provides ample opportunity for interaction with your peers, starting with Saturday's afternoon orientation and reception. On Sunday, attend a power breakfast or solve a business problem while crunching on your lunch-time salad. Enjoy the breeze and Florida sunshine during a wind-down bull-and-beer session Tuesday afternoon.

You won't want to miss any of the exhibit time. This year's tabletops-only format is perfect for the kind of one-on-one informal interaction that is conducive to forming the best business partnerships (see sidebar, "A Show That Talks"). While you're there, be sure to catch some of the idea pavilions, where your peers will be "auctioning" to-the-point tips on everything from how to save money on food functions to creative educational programming.

The big events

ASAE's second Management & Meetings FORUM boasts a Saturday night opening outdoor general session at Orlando's Sea World, featuring TV guest show host Larry King, of Larry King Live.

The Monday morning general session presents Malcolm Baldrige award winners from the Ritz-Carlton Hotel Company, AT&T, IBM, Federal Express, and Xerox corporations, followed by the grand opening of the FORUM '93 table-tops exhibit hall.

And for a Tuesday luncheon general session finale, award-winning Newsweek columnist Jane Bryant Quinn will share a personal finance forecast on the subject of "Clintonomics and You."

Diversions and excursions

There's no excuse for all work and no play in a city like Orlando. Start your Saturday afternoon with the "Discover Orlando" tour. Then, following Saturday evening's opening general session with Larry King is the gala opening party at Sea World.

Sunday evening is fun, fun, fun at Orlando's Church Street Station. A variety of music, ranging from jazz to western to folk and bluegrass is a backdrop to the fabulous foods, entertainment, and shops in Orlando's historic district.

On Monday, explore Disney's Epcot Center. Or plan your own excursion. The afternoon and evening are yours to relax and/or bask in.

And to cap a week of fun-filled business, don't miss the Tuesday evening closing event at Universal Studios, where you can enjoy the rides as you rub elbows with celebrity look-alikes.

While the meeting starts on Saturday and ends Tuesday night, consider coming early or staying an extra day to enjoy a host of theme parks and area attractions. A special convention rate allows savings of up to 20 percent on passes to Walt Disney World parks.

The More Who Go, the Less You Pay

Save money on multiple registrations from the same association or when you register before March 5. Earlybird fees are listed first below, followed by the cost after March 5 in parentheses.

Full registration, March 27-30:

* Special partnership discount, chief executive officer and meeting planner from same association, $225 each ($250 each).

* ASAE member, first registrant from an association, $375 ($425).

* Volunteer leaders (for CEO Symposium), $375 ($425).

* Second or third member from same association, $295 ($350).

* Fourth or more member from same association, $225 ($295).

* Nonmember, first registrant from an association, $400 ($450).

* Second or third nonmember from same association, $325 ($395).

* Fourth or more nonmember from same association, $250 ($295).

* Spouse or guest, $275 ($295).

* Children's, $195 ($225).

Daily fees (includes single day of certificate programs):

* ASAE member, $195 ($225).

* Nonmember, $225 ($250).

Full certificate program:

* Member, $595 ($625).

* Nonmember, $650 ($675).

* Additional staffer, $475 ($495).

Area hotels and per-night rates

The Peabody Hotel: $149 single/double.

Clarion Plaza Hotel: $96 single/double.

Orlando Heritage Inn: $78 single/double.

Quality Inn Plaza: $51 single/double.


For information, call Cindy Fellows, (202) 626-2755; to register by phone, call (202) 626-2841; (202) 626-2803 TT. Mail completed registration to ASAE Management & Meetings FORUM '93, 1575 Eye St., N.W., Washington, DC 20005, or fax to (202) 371-8315.

A Show That Talks

When all has been said and the business is done, FORUM '93 might be remembered most for its back-to-basic exhibit hall. The no-frills, standardized booth format will reinforce the meeting's theme--the "power of partnerships"--as it focuses on the reason we're in business: people.

The tabletops-only format will beckon meeting participants from both sides of the table to pull up a chair, sit down, and talk. As Richard Green, director of national accounts for Marriott Hotels & Resorts, McLean, Virginia, says, "The beauty of the tabletop is that it focuses more on the exchange of information. It's not about fluff or give-aways. It creates a level playing field."

Use of the smart card that attendees will receive upon conference registration will facilitate meeting hall business. A recyclable plastic "credit card" containing a computer chip will bear all the pertinent information from your registration form: name, organization, address, and telephone and facsimile numbers. A quick pass through the reader box on each exhibitor's table will print out a hard copy that will be helpful background information when the exhibitor returns from the meeting, or to assess on-site whether supplier and buyer are a good match. Likewise, each exhibitor may elect to have specific questions added to his or her "lead sheet."

For example, a hotel or convention bureau may want to know how many meetings your association holds each year and the approximate size of each meeting; a printer would want to find out about your type and volume of publishing; a computer service may be interested in the current system and software that you're using; while an insurance carrier would want to know what types of coverage you offer your employees and at what cost.

Association executives and meeting planners will also have the chance to book one-on-one appointments with exhibitors so that more quality time can be spent on actual partnership building and negotiation. After you have preregistered for the FORUM, you will receive a list of exhibitors from which to choose the people you want to be sure to talk to while at the meeting. When you arrive, you will receive an appointment schedule, including time and place to meet outside of the bustle of the exhibit hall.

The smart cards and the prearranged appointments are designed to "facilitate business," says Dick Bray, ASAE's director of expositions. "It doesn't replace the negotiation. It serves to expedite the process of finding business solutions."

Eight Great Ways to Learn

ASAE's Management & Meetings FORUM '93 offers a full menu of educational opportunities. In addition to other conference programming are concentrated sessions in eight different tracks. Focus on one track throughout the four days, or sample something from each. Here are some of the topics you can choose:

* CEO Forum: "How Do Board Members Learn What to Do: The CEO's Responsibility," "Diversifying Income Streams in Tough Times," "Benchmarking: A Tool for Continuous Improvement";

* international meetings: "Communicating With Your International Members," "Holding Pan-American Meetings," "Organizing an International Trade Show";

* executive development: "In Search of Member Satisfaction," "Negotiation: Winning With People";

* meetings management: "How to Negotiate with Hotels for Meetings of Less than 300 Attendees," "Risk Management for Meetings: Who's Responsible?";

* exposition management: "How to Get Better Qualified Traffic at Your Exposition," "FutureShow: Strategies to Ensure Trade Show Survival and Success into the 21st Century";

* board, committee, and staff management: "Creating Inter-Divisional Teams to Plan your Annual Meeting," "Team Building: The New Management Style for the 1990s," "How to Organize an Effective Volunteer Host Committee";

* personal development: "Self Worth = Productivity," "Managing the Dual Career Relationship," "Travel and Street Smarts: Avoid Being a Victim"; and

* exhibitor: "18 New Exhibiting Tips That Can Increase Your Results," "The Hidden Potential of Second-Tier Cities," "How to Effectively Research Your Market and Quantify Your ROI."

Karla Boyers is editorial secretary of ASSOCIATION MANAGEMENT.
COPYRIGHT 1993 American Society of Association Executives
No portion of this article can be reproduced without the express written permission from the copyright holder.
Copyright 1993, Gale Group. All rights reserved. Gale Group is a Thomson Corporation Company.

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Title Annotation:includes related article; the American Society of Association Executives' Management and Meetings Forum '93 in Orlando, Florida
Author:Boyers, Karla
Publication:Association Management
Date:Jan 1, 1993
Previous Article:The total quality association.
Next Article:Preparing and taking care of your speakers.

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