I am increasingly grateful for the opportunity to impact so many different people, properties and businesses.  Oftentimes I get asked in a gloomy tone assuming the answer will be negative and dismal “how’s business?”  Well, I’m proud to say that business is booming!  Plan B has been providing sales and marketing hospitality direction to owners, management companies and hotels across the country for over 3 years, and each year continues to out-perform and exceed my expectations.  What could hotels possibly be willing to pay for during such trying times? 

1.  Revenue Generation Services – Need I say more?  This is our consistent focus.  If we can’t prove that there will be results driven from our efforts…we don’t suggest them.

One of the largest growing segments for Plan B today is providing market sales blitz organization and implementation for our clients.  We have done 6 large-scale blitzes with 14-30 hotels per market over the past 5 months, and are currently slated for 6 more in the coming months.  Do clients want to see these hotels?  Yes!  Are we offering compelling reasons and incentives to take some time to meet and get reacquainted? Absolutely!  Our mission is to provide the high quality execution, unsurpassed organization, and the biggest return on investment of any market sales blitz these hotels have ever participated…and it’s working!  In the end, no one can argue with the ability to uncover over millions of dollars worth of potential business in just a couple days in each city.    

2.  Training…training…and more training!  In the past, this has been one of the first expenses cut in organizations during difficult economic times.  Because of our history of providing results-oriented training that immediately cuts down on the learning curve and helps managers quickly gain traction on their market segment…we are seeing an actual upswing in requests today. 

We’ve been fortunate to have incredible word-of-mouth/grass-roots marketing for these services from past customers and supporters.  I recently completed a business travel sales training week with a resort property that is shifting focus to this segment.  At the end of the week, the DOSM and DORM were literally dancing on the furniture!  Now that’s the best kind of testimonial in my mind, and one I’ll never forget for the rest of my career.  I wish I would’ve had my camera. 

3. Task force sales is STILL needed.  Even with a much larger pool of talented work-force seeking jobs, there is still a need for task force sales.  It’s just a little bit different today than it was a year ago.

The calls are coming in for areas where the workforce was slim to begin with.  Secluded and tertiary markets, and yes…there are still markets where unemployment is low.  The task force efforts have shortened from months to weeks, but we’re able to provide “shot in the arm” solutions that help teams uncover priorities quickly and implement solutions that bring results.  We can do this, because we come from the outside looking in and approach with a clean slate and 100% time and focus.    

We’ve even added additional services by bringing on a talented consultant that has incredible back-ground as a General Manager and a Director of Sales & Marketing.  She is highly sought-after for her ability to wear both hats and wear them well.  Karen Sikora-Berard can step in as a task force operations manager in almost any capacity.  She has a passion for leading teams to success, and knows how to get quick results for owners with cost-saving measures and streamlining business practices. 

So, yes business is great!  Plan B Consultants continues to broaden our network of clients that need our services and grow our core group of talented consultants that will exceed expectations. 

Fortunes can be built in times like these.   It’s something we can easily lose sight of as we listen to daily reports of businesses going under, laying off employees and struggling to keep afloat.  During our typical Saturday morning coffee run, my husband and I were discussing our businesses as is common conversation.  We’re your typical DINKS (dual income no kids), so we talk a lot of “shop” around our house.  We were discussing some broad topics and not getting too deep or serious about any of them, but the conversation has stuck with me over 6 hours later, and I felt compelled to write about it. 

Over the past 6 months, I’ve been involved in a project working with a major hotel company implementing sales blitzes in large markets across the country.  We’ve uncovered over $40million in potential revenue in just 5 markets, and have 8 more to go.  It’s amazing how much interest the company has seen from potential customers, and how wide-eyed and surprised some have gotten over the discovery that businesses are still traveling and spending money.  Like I said, it’s easy to get carried away in the thought that all is doom and gloom in today’s economy.  What I’ve witnessed and tried to carry into my own business practices is the idea that fortunes can and will be built in times like these.  Companies that implement efforts to steal share today will survive, and those that bury their heads and wait out the storm will not.  Companies that present themselves as the shining star in their industry will attract attention.  People want to do business with winners.  It seems simplistic, and some may call me a “Polly Anna”, but I do believe in the power of positive thinking, and have seen it work first hand.     

Turbulent Waters; In need of a Life Line

HIRING A TASK FORCE

Uncertain and challenging market conditions; open sales positions exposing markets and clients to competitors; or over stretching current talent to train and orient new sales associates can often debilitate even the most stable and focused sales teams. Pragmatic, creative and effective performance is suddenly replaced with impulsive and under-developed decisions, leading to further erosion of market share.

One very practical and effective alternative to this sort of chaos and instability may be to procure the infusion of temporary assistance from an experienced task force.

What exactly is a task force?  Think of it as a surgical strike team…

A task force should provide a “shot in the arm” that administers high-level talent in tandem with proven resources to jump-start sales efforts and regain focus in critical areas, while leaving in place a direction for the future. A professional, effective company should:

1. Understand the reputation and image of your property is at the core of everything they do

2. Know your customer is always first priority

3. Engage and motivate the property sales team

4. Work directly with senior leadership to develop key objectives with measurable benchmarks prior to and throughout the engagement

5. Operate with complete transparency – reporting findings and resolutions on a consistent and timely basis

6. Require minimal time and energy from property associates- after all they are the specialists

7. Be intensely focused – providing value with every task 

Should you consider the assistance of a task force?

An important first step is to objectively review where things are right now and where they’re headed. Be honest as you evaluate your level of success and accomplishment. If you determine your current circumstances could benefit from hiring a task force, consider these points: 

1. In order to turn things around you’ll need to honestly evaluate what’s working and what’s not

2. Identify where and why you need help in particular areas

3. Quantify in measurable terms what results you want to accomplish and by when

4. Be prepared to share information honestly and openly to allow the task force staff to quickly get up-to-speed with your business

5. Welcome candid conversation

6. Expect to collaborate in developing realistic measurable goals for the term of the engagement

 Keep in mind, the best task force management companies will offer to review these points with you before lending support. As well, they will fully understand the needs of each customer and will propose a realistic, timely and cost-effective plan to meet those needs.

 A Few Final Thoughts

Do your research to hire a task force management company with proven experience. Conduct a formal interview process and ask behavioral questions to ensure the staff fits into your property culture.

 A reputable company will immediately impart a heightened level of professionalism, work performance and output.  You’re hiring a specialist not a temporary employee. This specialist is charged with providing you recommendations for tactical and strategic improvements.

 Hire a company that is sought-after and busy with experience in multiple settings that can provide and instill best practices. 

 It may seem like a lot of work, but the right task force management company will make the process seamless and the choice simple, and you quickly gain the resources and talent you need to uncover and gain new business opportunities.