AV is Another
Audiovisual spend—at the enterprise level, not just services used at meetings—is another area to leverage. “Having fewer suppliers is almost always better,” says Scholar. “And as for the roadblock of exclusive providers at hotels, for the most part I’ve had a lot of luck negotiating this, especially if we’re using a hotel that is a preferred partner.”
Start by negotiating service-level agreements with the preferred AV suppliers. “If they don’t fulfill what they promise, you get a credit, and ultimately, more bang for your buck. For example, an SLA with an AV company may include a key performance indicator that provides the meeting host with a credit if they experience down time (of a certain length) when using an LCD projector. A credit would then be calculated by deducting a percentage of the total bill based on the agreed-upon terms.