Following the announcement by Marriott International that they will cut intermediary commissions on meetings by 3 percent, there has been a big rumble throughout the meetings and events industry. Now is the time to reflect on what brought Marriott to this business decision and make changes to how we operate in order to improve a broken group sales process. We might find that in the end these changes to our industry are a good thing for all involved, intermediaries included.
When you lead with transparency, you will differentiate yourself from the comp set with your openness, candor and honesty. Most importantly, this approach can develop longer lasting relationships that will continue long after the event is over.