This, I believe, is to the detriment of
third-party planner success.
Come on, admit it, planners by nature
like to be in control. This fact alone causes
them to want to “do it all.” And if you
want my top tip on how independent
planners can Lead the Change, it’s to
come up with creative business solutions.
• Pick the top thing you most hate doing
and get someone to do that for you
(perhaps you hate sending invoices
and keeping track of the money side of
business—hire a bookkeeper now).
• Focus on the areas where you excel!
If there are aspects of your business
beyond planning that must be done by
you, then look at the positive reasons and
“As independent planners, we wear
both the sales and planning hats,” says
Carolyn Browning, CMP, CMM (MPI West-
Field Chapter), of MEETing Needs LLC.
“Our expertise is as meeting planners, but
in order to keep our doors open, we need
to be salespeople too. Once I realized that,
I gained an appreciation for what my
suppliers go through—having to develop
a marketing plan, determine my target
market, respond to RFPs and price and
negotiate my services (and deal with
rejection). It was eye-opening and sober-
I hope you enjoy and use these tips on
how independent planners can Lead the
Change. Be on the lookout for my next
article about driving change in the meet-
ing industry. And always know I’m open
to discussion and comments on these and
any leadership strategies at Heather@