My Go Beyond Moment with Minnesota Collegiate DECA

My Go Beyond Moment - How going the extra mile helped me earn a new partnership

On a cold January day, having less than two month’s experience in my new role as Group Sales Manager at the Sheraton Minneapolis West Hotel, but with decades of outside sales experience under my belt, I received a lead for the February 2018 Collegiate DECA Competition.

Researching the history as it related to our property specifically, I noticed that our hotel had consistently turned down the lead in the past noting our meeting space was not big enough. I couldn’t help but wonder, however, if all of our meeting space was utilized, could it possibly work? I knew if I could get the decision-makers to visit, I could help them visualize a new venue, and consequently a new vibe.

I called Holly Portner, Minnesota Collegiate DECA Executive Director, to get some clarification on a few pieces of the RFP, to find out why she was looking for a change, and what her hot buttons might be. I also wanted to get a better feel for how the event worked, especially since it wasn’t a formulaic conference. 

After a second call for a little bit more info, as I was putting the proposal together, Ms. Portner suggested that I be a judge for the 2017 event so I could see first-hand how it all worked.

The RFP deadline was looming, and I asked her HelmsBriscoe planner partner if she would please extend the deadline for the proposal until I had an opportunity to be a part of the 2017 event, which she did.

I was honored to volunteer to be a judge for the day, and it was a rewarding experience to interact with committed, driven and passionate college students. I felt pangs of hopeful joy seeing our future leaders in action. 

After the event, I invited Ms. Portner and the HelmsBriscoe representative for a site visit. They came. We welcomed them with a red carpet (literally) and full site tour. I encouraged them both to think outside of their comfort zones, and to try to picture the event in my space.

The group would be the show, as it were. They’d be the only event we would host over their dates. I also pointed out all of our features, trying carefully not to feature-dump, although it was hard to hide my exuberance. I really do love my hotel.

A second site visit occurred, and I learned we were down to three hotels, but leading the pack. The last step would be to host the board meeting, which we did in May. I was told to have the contract ready for that meeting.

Ms. Portner basically retooled the program to fit our space, and the Board finally approved it. After a few contractual tweaks, and a six-month journey, we were officially awarded the business.

I think the moral of the story is the importance of asking questions, of not presuming to know a client’s needs without asking, to be willing to put in extra effort to stand out from your competition and to be persistent, especially when you know you would be a good partner for your client.

Afterthoughts:

Out of respect, I asked Holly Portner to suggest changes and to grant me permission to publish this article. Her email melted my heart and made my day:

“You definitely earned our business and in the end I feel the changes were positive ones for our program. You can certainly use my name within the article if you so choose. Also, your persistence and inquiry made me feel comfortable doing business with you. You proved two things: a) we were wanted in your space, and b) your work ethic and attention to detail was beyond any we had ever experienced.”