If you're not already using a customer relationship management (CRM) system we believe  you should be. If you are using one and it’s not easy to use, function rich and designed to drive your business forward, perhaps you should be using a different one?

Many ESSA members earn their living by promoting other people's brands.

Have we gone astray on sustainability? On the surface, it doesn't look like it: we have an international standard for sustainable events to comply with, there are dozens of sustainability managers and teams throughout the industry helping to drive down waste, increase reuse and facilitate more recycling.

When it comes to making a sale, there are usually multiple steps that need to be taken or gone through before a sale is finally agreed and signed. The diagram at the top of this article shows a very simplified version of the sales process. If only sales and life were this simple! Of course, what that infographic doesn't show are all of the twists, turns, and doubling-back that's usually required to get a sale over the line.

One constant throughout the event industry is the clock – it’s always ticking down, and the closer it gets to ‘blast-off’ the longer things seem to take. Temporary structures always seem like an instant fix for inclement weather risks, unexpectedly high visitor numbers or other needs, but when there’s a mismatch between expectation and delivery, it will cost you precious time.

If your marketing spend isn't producing revenue for you then why are you doing it? It should be a paying proposition for your business.

The views and opinions expressed in these blogs are those of the authors alone and do not necessarily reflect the official policy or position of ESSA, its members, board or staff. Our members represent a broad range of views within the event industry, and we have provided this section of the website for their opinions to be openly heard and discussed.

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