Assurance & Advisory Company

$1.43M saved on annual partner meeting series

Global leader in assurance, finance and advisory services partnered with us on annual partner meeting series saving $1.43 million in 2015

Client Stats

  • Assurance & advisory company
  • Annual partner conference
  • 6,000 attendees
  • Firm partners & guests

Need to Know

  • High-touch with virtual component
  • Comprehensive sourcing strategy
  • New attendance record
  • $1.4M in savings & $300K in commissions

The Brief

A global leader in assurance, finance and advisory services needed an agency to manage a series of annual partner meetings to be held over four weeks with 6,000 attendees. Each series hosted firm partners, guests and/or families. The attendees were to be offered several destination choices on the East and West coasts. While not incentives, the meetings were high-touch events that operated at 5-star properties with a virtual component that connected all locations together—adding a layer of complexity to the program.

The Solution

To maximize savings, we identified a comprehensive sourcing strategy. This strategy spanned multiple supplier categories and consolidated volume with targeted preferred suppliers. Working with the client and our industry relations team, we leveraged NSOs with preferred hotel suppliers to secure the best concessions and contract terms for the program. We also elevated our bundled sourcing strategy to include DMCs. We negotiated a deal with a single national DMC to manage all locations across the four weeks of operation. This resulted in a single contract with strong performance SLAs, a touch point from a DMC executive standpoint and a provision for commissions to be returned to the client.

The Results

In 2015, we negotiated $1.4 million in savings for this client and collected $300,000 in commissions.