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MORE BUSINESS --- NO COST We work in a very challenging business environment --- one that changes rapidly. Chances are that you and your organization lack some of the skills to meet your customers’ growing needs. Frequently, customers will identify an apparent problem but not realize that its solution involves multiple departments in the organization. Many smaller and mid-size incentive and sales promotion companies do not have in-house resources to address all aspects of those situations. What’s the answer? That’s easy --- strategic partnerships. Forming a strategic partnership is just another way of increasing your ability to solve problems. You simply form an alliance with a company that has skills and assets in areas where you don’t … and everyone wins. Your customer’s problem is addressed, you have provided the service they were seeking, and your strategic partner has increased their revenue while finding an incentive to share future business with you. fourCE.org recently worked with an international destination management company that had a small promotion budget. Our customer needed to increase the number of North American incentive, meeting and affinity group decision makers selecting the destination and choosing this particular DMC. Our job was to make that happen within the given budget. This was accomplished by designing a lead exchange program with key airlines and hotel companies. The latter benefited by getting new sales leads from the DMC’s sales efforts and the DMC benefited by having over twenty “new” sales representatives promoting their destination services at no additional cost. This strategic partnership resulted in nine groups for the DMC --- business that they otherwise would not have had --- and five new groups for the hotels and airlines. Strategic partnering works. Just have to find
the right partner.
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