Different Models of Partnership: Pro's & Cons

[Pages:30]International Congress & Convention Association

Different Models of Partnership: Pro's & Cons

Jurriaen Sleijster -

48th ICCA Congress & Exhibition Wednesday 11 November 2009

International Congress and Convention Association



Different models of partnership: Pro's & Cons

Agenda: ?A review of some common models ?An interview with two PCO's ?An interview with two CVB's

International Congress and Convention Association



About me...

? Executive Vice President of MCI ? MCI: A globally integrated association,

communications and event management company. ? 210 million+ budget under management ? 800+ Talents, 37 Offices in 20 countries ? Growth: organically and through acquisitions, start-ups, JV's, and alliances

International Congress and Convention Association



Why partner?

Ask yourself: ? Does size matter? ? Extend global reach? ? Strengthen my brand? ? More skills? ? Or niche market position? ? Full control versus shared control?

International Congress and Convention Association



Why partner?

Reasons could be: ? Need for funding ? Add money to grow, invest, develop ? Fighting the pressure of commodity ? Add value-services ? Too dependent on too few clients ? Increase client portfolio ? Lack of talent ? Get to new staff, successors

International Congress and Convention Association



Why partner?

Consider: ? Growth: cost of management structures ? Growth: communication issues in larger structures ? Alignment of services, standards of operations ? One brand, one image? ? All staff are equal?

International Congress and Convention Association



Partnership models

Let's review a few models: ?Acquisition ?Minority Interest (ownership) ?Joint Venture ?Alliance ?Franchise

International Congress and Convention Association



Acquisition

? Wikipedia: "The buying of one company by another"

? The acquisition process is very complex, with many dimensions influencing its outcome:

? Future fit ? Matching cultures ? Brand ? Integration ? Cost versus "ROI"

International Congress and Convention Association



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