Planners know that hotels’ revenue managers are key players in the negotiation process today, carefully weighing the value of a potential group booking against other potential business during the same time period. But they aren’t just crunching numbers, say insiders. “There’s been an assumption that sales gets a lead and revenue management just gives back a rate,” says Theresa Doherty, director of market strategy, Downtown Boston Marriott Hotels. “That ...

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