When selecting a new trade show partner, companies often make the mistake of relying on the committee’s vote based on a limited number of models. This approach can lead to unfavorable results and result in the need for repetitive requests for proposals (Requests for proposals). Let’s examine why this method is insufficient and explore a more effective alternative.
What’s wrong with tenders?
The bidding process in the trade show and events industry has earned a reputation for being notoriously flawed. Issues range from holding a single call with all bidders to allow them to ask questions, to setting up a committee that never interacted with bidders to vote on projects. These significant issues ultimately lead to unsatisfactory outcomes and a repetitive cycle of going back to the drawing board where no one can agree or be satisfied.
In almost every business-to-business (B2B) sales scenario, the process that the salespeople or bidding companies follow is of great importance. How they guide you through the process is very important: from asking questions to understanding your problems, maintaining constant communication, providing detailed information, and most importantly, demonstrating how they can improve your business and proving that they have listened to your needs.
The process really matters.
Now let’s talk about the practice of acquiring 3-5 exhibit booth designs from different bidders and then presenting them to a committee that has had little to no interaction with each bidder. Essentially, you are asking this committee a very subjective question: “Which design do you prefer?” In addition, there is a fundamental question to consider: Do they have the knowledge and expertise to discern what constitutes good exhibition stand design? What are their qualities to make this decision? What experience do they have in this field?
What should you look for instead when selecting a trade show partner?
Instead, a reliable salon partner should offer a range of essential services:
- They should make your life easier with great communication and clear expectations.
- They must fully understand why you are exhibiting and your event strategy.
- They should provide design and strategic ideas that align with your goals and objectives.
- They should offer high-end booth manufacturing services.
- They must excel in logistics, coordination and flawless planning.
- The most important thing is that they clearly understand your goals and what success means to you. This allows them to tailor your experience, giving you the best possible chance of achieving those goals by using their resources efficiently.
So when you embark on your next RFP process, avoid trying to level the playing field or set rigid rules for all bidders. Instead, do your research thoroughly, seek references from your industry community, and select five potential partners. Let three to five of them explain their unique processes to you, giving them the opportunity to guide you. With this approach, it will become very clear who the best choice is, and there is a good chance you will find a reliable and compatible partner. We know what it’s like, so call us for your future needs and let us show you how it’s done. Rockway Lane.