Third Parties: Not Created Equal

You've heard it a million times: 80 percent of your business comes from 20 percent of your customers. Planners can say it another way: 20 percent of hoteliers you deal with are really good at what they do. Is that about right? I believe the same goes for "third parties": 20 percent of them are excellent at what they do.

Planners invest an average of 30 hours on site selection and contract negotiation for every meeting they manage. When third parties research destinations, evaluate pro

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