Sunday, December 8, 2013

F&B & Rooms Attrition Contract Boilerplate

Recent discussion about hotel contracts led me to comment that paying the full difference between spend and guarantee delivered excess profit to the property and was a penalty to the client, because the client is also paying for the cost component that was not actually spent by the hotel. It's that component that becomes the excess profit or penalty. The following language is designed to mitigate that problem and determine a fair amount of compensation. This clause is written for F&B. With small adjustments it is useful for room attrition, The damage ratio will be different as hotel room costs are different.


Food and Beverage Performance Damages

In cases where a Food and Beverage Minimum exist in the contract

Customer will pay any food and beverage damages that occur computed at (agreed on percentage between 30 and 40%) of the shortage which represents the industry standard for lost hotel profit. If Customer cancels a function and the hotel is able to replace it with another function, the resulting profit will be credited toward the damages owed by Customer. In addition, if events are added in conjunction with the meeting, the resulting profit will be credited toward the damages owed by Customer.

OR

Customer will only be required to pay 40% (exclusive of tax) of the difference between the spend food/beverage and the Food and Beverage Minimum in the event that Customer is unable to reach the Food and Beverage Minimum. The 40% represents the lost profit which is an agreed upon amount that is a reasonable estimate of the Hotel’s damage resulting from the failure to provide banquet food and beverage revenue and that such payment does not constitute a penalty.

As an example:

If the Food and Beverage Minimum is $30,000++ and Customer only spends $25,000++ in food and beverage charges, Customer will be charged $27,000++. No tax shall be payable on attrition damages unless required by state law.

F/B Attrition = (Food & Beverage Min – Spent Food & Beverage) = $30,000 - $25,000 = $5,000.

Lost Profit = F/B Attrition x 40% = $5,000 x 40% = $2,000

Total Owed by Customer = Spent Food & Beverage + Lost Profit = $25,000 + $2,000 = $27,000.

Also the following clause placing an obligation on the hotel to make its best efforts to resell rooms plus apply those resold toward attrition may be useful to planners.
 
RESELL

The Hotel shall undertake all efforts to resell any unused rooms and meeting space and shall credit those sales against any attrition or meeting room rental fees.  The Group shall not owe any attrition or meeting room rental fees if the Hotel resells the space or meets or exceeds its projected occupancy for that particular period of the year. Furthermore, in the event the Hotel fails to meet its projected occupancy, the Hotel shall assume the obligation of demonstrating that (i) but for the Group’s attrition, the Hotel would otherwise have achieved its projected occupancy for that period, and (ii) that rooms and meeting space being reserved for the group were unsold. An audited statement of actual guest room and meeting space usage for each day of the function shall be provided to the group upon request.   CLIENT NAME shall not pay for off-line rooms or meeting rooms (being remodeled or not used for any reason).

Friday, October 4, 2013

Origins and Principles of the Occupy Movement



Origins and Principles of the Occupy Movement

c. Joel A Feingold, 2011

Upon its inception, Occupy Wall Street swiftly spread to numerous other cities and became a broadly acknowledged social movement. Initially well received, its lack of a clear message, a sound bite, rallying points, and a public policy message, has created some frustration among a portion of its natural supporters. Occupations have caused municipalities to absorb increasingly large financial costs, a real concern to supporters and detractors alike. Thus, the lack of clearly articulated policy advocacy has caused many to question the Occupy Movement. But Occupy has created broad awareness of the widening income inequality in our society. That in and of itself is a giant step.  

The motivations of Occupiers and their supporters emerge from the wide chasm between the governmental actions and services citizens expect and those actually delivered. Many people believe that our government has failed to balance its rules and regulations with individual freedoms and societal norms of fairness and equality. Naturally, when pressed too hard, people respond. With trust broken, opportunities reduced, ability to be heard limited, and favoritism observed, it’s no wonder that people look for a way to improve their situation.

Some may react by forming new political parties, others by demonstrations. Some groups may be led by a few forceful leaders. Alternatively, they may take the form of mass uprisings with a chaotic and amorphous organization, if any, and an inchoate message at best. Today’s major political movements fit these broad brushstroke descriptions, the Tea Party being more hierarchically organized and laser focused on the ballot box and Occupy diffuse, each camp self-governing through general assemblies. As different as they are, both are the natural result of the same problem, a ruling class disassociated from the general public.

The branding of the dissatisfaction from which Occupy has grown is well known. “99%” now represents income inequality and a demand for it to be redressed. The astounding increase in the income gap between rich and poor has driven Occupy participants to action. Occupy’s signature demonstration, the formation of communities functioning via general assemblies with no specific leadership, promoting their message through 24/7/365 occupations of public space, has captured the attention of millions who observe their daily demonstrations and read or hear about Occupy in social media and the press. But the understanding of how such income inequality arises and what might be necessary to correct it has not.

There are two entities that interweave to form the system about which the activists are centered. The first is our government and its rules and regulations. It is highly evolved from a government that provides merely national defense and domestic security via a military, domestic police and a court system. Our government also regulates financial and industrial business activity, resource exploitation and environmental pollution, insurance, transportation, labor rights and more. It also provides funding for housing and education, community development, health care services, and manages the largest entitlement programs, Social Security, Medicare and Medicaid.

The second entity is our market economy. A market economy sets pricing for materials, goods and services. It allows banking to flourish thereby supporting a system that has good access to capital. And it fosters a culture of innovation, as people look for the next great economic opportunity. A market economy also sets the price for labor and defines which skills are valuable, or not.

The market economy is inextricably intertwined with our government. Without government to set limits on behavior and resolve disputes companies would be wary about doing business with each other as a system for recourse would not exist. Customers’ access to credit might be difficult, slowing or all but eliminating growth. Established businesses would be able to employ unethical tactics to destroy new competitors. Monopolies would be created stifling innovation. Excessive pricing power might line some owners’ pockets at the expense of placing a serious drag on a sector of the economy. So certain governmental structures create an environment necessary for businesses to flourish.

Despite the obvious benefits of rules and regulations businesses are engaged in a constant state of combat with government. Milestones such as the creation of the Interstate Commerce Commission in 1887, the Sherman Antitrust Act (1890,) The Glass-Steagall Act (1932,) and the National Labor Relations Act (1935) all limited the ability of business to act independently. More recently many regulations have been added to protect the environment. In 1970, under President Nixon, the Environmental Protection Agency was created to reduce air and water pollution. Currently a host of new fishing regulations are being implemented under NOAA Fisheries and there is tighter oversight of deep water oil extraction by the new Bureau of Ocean Energy Management, Regulation and Enforcement. The history is clear: the government’s role has restrained businesses activities. Whether such restraint is inadequate or excessive is subject to much debate.

If one views this through the lens of pure business profit, companies have had one lousy ride. Many people, both business owners and workers, buy into the belief that US regulations are excessive, stymie business and employment growth, and violate the Constitution. On the other hand, businesses frequently create problems when they are unregulated, unsupervised, or otherwise behave without regard to negative impacts. Sometimes the risk of an incident is very, very low, but when a problem occurs it does so with dramatic harm, causing substantial economic or physical injury and death.

As there is no clear methodology for pricing in the consequences to catastrophic impacts, and as businesses are concerned with profit, they tend to miscalculate risk when viewed from the public’s perspective. But our government, in fits and starts, has supported the general population’s needs for clean air and water, a stable financial system, sustainable agriculture, conservation of energy and food resources, safer automobiles and houses, collective bargaining, preventing discrimination in the workplace and on public transportation, and innumerable other societal needs.

It is probably true that these regulations at least initially have increased costs or other burdens, sometimes making it harder for a company to compete or make a profit at all. In a global perspective, where other competitors may operate in locations with far less regulation, this situation does put domestic companies at a competitive disadvantage. On the other hand there are innumerable examples of corporate excess or inaction causing terrible problems. Thus, governmental action is viewed both as too little and too much, depending upon one’s perspectives.

In our society we elect our representatives to do the business of governing, pass laws, set tax rates and distribute the proceeds to the entities that are required. These include the military for defense, the justice system for civil redress and criminal prosecutions, Social Security and Medicare for a safety net, Medicaid and public education, and so many more. The government provides permits for businesses to operate, leases mineral rights, provides industry subsidies and tax breaks, and often these behaviors are perceived to be inequitable. The government and economic system are so intertwined, so large and powerful, that it takes a huge effort and a great deal of time to change its course.

The difficulty of achieving a more equitable society is exacerbated by the natural tendency, indeed intense desire, of those that have the power not to relinquish it. Having acquired money, status and contacts, the key influencers can exercise their power to prevent everyone else from obtaining it. This, in a nutshell, is the deeper meaning of the 99%. Not only does the 1% have the money and opportunity but, according to Occupy, the 1% is doing whatever it takes to increase their power and riches, and to the extent that they exploit the 99%, deny the 99% their fair opportunities, that’s OK. The recent effort to reduce the countervailing power of unions is one important example. Providing billions of dollars to banks whose mortgage investments went bad while not delivering similar relief to homeowners who lost their jobs during the following recession is another. It is this excessive imposition of power that is no longer acceptable to Occupy and, believing that they are truly oppressed, they have decided to resist.

In aggregate there may be tens of thousands of participants in Occupy tent cities and demonstrations. As a plain statement of commitment, this is very impressive. Some might even suggest that there might be the seeds of a revolution in thought if not more. But due to Occupy’s philosophy of dispersed power and self-government by unanimous agreement it seems unlikely that Occupy would be able to take such action, even if many members wanted to.

Occupy is run by General Assemblies and decisions are made by consensus. Each camp is pretty much independent of the others, not so much by design as by philosophy. One fascinating result of this is that not only are the inhabitants of each Occupation diverse, but the Occupations are diverse too. There is no specific spokesperson, nor is there an official and articulated platform. However, at many General Assemblies and over the course of the weeks and months of camps, Occupiers exchange their views.

Based upon several informal conversations with Occupiers in Boston, and an interview with one of Occupy Boston’s founders who must remain anonymous, as there is no one person elected to speak upon the group’s behalf, Occupiers share a large number of beliefs. It is very important to note that these beliefs are not universal, but they are broadly held and have deep importance for the future of our country. Some of these beliefs are:

1) The Government does not represent the general public. And the Government is the same as Elected Officials. Because Elected Officials’ primary consideration is to keep their jobs, and in order to do so they need a great deal of money, they represent their donors’ interests, not their constituents’. Our Elected Officials do not respond to the general public about policy issues unless there is critical mass that will cause them to lose office.

2) Occupy sees government as supporting business over people in general and, more specifically by:

·      not restricting or further taxing gigantic bonuses,
·      not imposing higher taxes (or closing tax loopholes) on corporations and the wealthy
·      not increasing protections for workers, and
·      not regulating against pollution

3) Occupiers generally believe that the financial industry was the principal cause of the economic crises and that regulatory failure, in particular the repeal of the Glass-Steagall Act of 1932, was a predicate of the financial catastrophe.

4) As it is now configured, gamed against the 99% as it were, the capitalist system is a large problem. But capitalism – or a market economy – as a broad generality, is not necessarily a problem.

5) In addition Occupy views the government as having let the 99% down by not doing enough to protect the working class, via:

·      Excellent education for all
·      Job training for adults
·      Failing to make the income tax more progressive

6) Occupiers generally believe that military spending is way too high. While perhaps not as widely held as some of the other beliefs, still a large number think that some level of active, or adventurous, foreign policy is acceptable but imposing our will over others is, generally speaking, bad. (Some notable Tea Partiers agree. "[W]e cannot stand against big government at home while supporting it abroad. We cannot talk about fiscal responsibility while spending trillions on occupying and bullying the rest of the world ... A return to the traditional U.S. foreign policy of active private engagement but government noninterventionism is the only alternative that can restore our moral and fiscal health.” (See Paul, Ron (August 27, 2010), "A Tea Party Foreign Policy", Foreign Policy)

7) Looking specifically at the last 10 years, Occupiers believe that our adventurous foreign policy, so tied as it has been to the exercise of military power, has caused us to incur huge

·      Financial cost
·      Human cost, and has
·      Damaged our reputation and
·      Diminished our ability to influence policy and events elsewhere.

Even if the last is not true then the distractions we have inflicted upon ourselves have limited our ability to focus upon much larger problems, for example, the refusal of the Palestinian Authority and Hamas to recognize Israel’s right to exist as a Jewish state and Israel’s continued political domination by ultra-religious minorities, resulting in its disastrous settlement policy.

8) A significant portion of the defense budget should be reallocated, Occupiers believe. A few numbers are illuminating:

2011 Federal Budget (in billions) (note that different sources #’s vary)

Total Spending       3,830
Total Revenue        2,531
Deficit              1,299

Defense (total)        903
     Iraq War                     51
     Afghanistan War                  119
Social Security        748
Medicare               494
Medicaid & Related     347
Other Social Related   361
Interest               230
Education              130
Unemployment Ins            121
Other                       596

The cost of the two current wars is 19% of the entire defense budget. It is 31% greater than our education budget. It is half the Medicaid and related budget that pays for health care for economically disadvantage families and children. How do we rationalize this much money and this much suffering for what appear to be modest or inconsequential gains in security? How do we rationalize this spending instead of making an investment in the education of our kids and the health of our working poor, many of whom provide crucial labor performing menial but essential tasks such as harvesting fruits and vegetables or performing sanitation duties? Occupiers ask those questions and answer, “You can’t.”

9) Occupy supports a strongly progressive system of taxation. They focus in on the richest one percent whom they believe do not pay their fair share. Putting aside any characterizations of what is fair or not, and merely examining the numbers, one can see that Occupy has a point, at least from the perspective of practicality, as in get the low hanging fruit. The Center on Budget and Policy Priorities published a set of charts illustrating the impacts of the Bush tax cuts on the economy. (cbpp.org) (http://www.huffingtonpost.com/2011/06/08/how-bush-tax-cuts-economy_n_873245.html#s289289&title=Effect_On_Economic) According to the CBPP
the Bush era tax cuts will generate about 25% of our deficit in 2012, increasing to about 50% in 7 years if projections hold. CBPP numbers also show that the increase in employment due to the Bush tax cuts was less than 1 percent vs. nearly 3 percent for the other post WWII economic expansions, and the GDP increase was perhaps 60% of other post WWII expansions. It is argued that the disparity is due to the Bush tax cuts disproportionately benefitting the wealthy. So making our tax system strongly progressive is an Occupy priority.

10) Occupiers generally believe that lack of appropriate regulation contributed to or caused the recession, thus leading to large numbers of the working class losing their jobs, their retirement savings, their homes, and their dignity.  They have much heavy weight support in this matter. Many renowned economists assert that the major factors in the crash were the collapse of the housing bubble and the repeal of the Glass Steagall Act, which principally prohibited commercial banks from engaging in securities transactions. When Glass Steagall was repealed in 1999 many banks entered the investment and brokerage businesses as a way to increase profits without significantly increasing their reserves. When the housing industry started to collapse the tens of thousands of at risk loans, many of which had been written with fraudulent documentation, then repackaged as securities and held by arms of the giant banks, became worthless. Banks had insufficient capital to operate and the Federal government became the last (and best) source of operating capital. Occupiers may be understood to view better (and sometimes more) regulation as necessary in order to prevent an economic (or natural resource) disaster.

11) Occupy has embraced a philosophy of multiculturalism and has welcomed people of all faiths, but the boundary between religion and government is uncertain.  However, there is a strong sense that placing religion before government is problematic.

12) Occupy is not likely to become a functioning political party. Tea Party voter enthusiasm propelled a number of candidates to office for the first time and there is now a Tea Party Caucus in the House of Representatives. It has 62 members, all Republicans. Occupy seems to be the opposite. It uses a General Assembly to achieve consensus rather than a majority vote system, and as such it is rather unusual for a Western political organization. The most prominent example of something similar is the Loya Jirga used by tribal leaders in Afghanistan. And Occupy, rather than forming a political organization, seems to be committed to publicizing their key concerns as a group by regular and very public demonstrations. On top of that, due to the focus upon the efforts of the group, it is unlikely that Occupy would endorse a candidate. And putting an exclamation point on some early Occupy supporters’ concerns about where Occupy is going and what it might accomplish (or to put it a different way, how they might benefit from it,) it is also unlikely that Occupy could find a spokesperson to make such an endorsement.

So where does this leave them, the Occupiers, and the huge unrepresented middle of America? If the 99% is no longer represented, will it remove its consent to be governed? And if it is no longer willing to give consent to be governed, is the United States nearing an end. I don’t believe that, and from my observations, Occupiers have strong patriotism at their roots. It’s a love of country, appreciation of democracy, willingness to participate and advocate, to demonstrate and to vote, which binds the Occupiers.

The next steps are complex and involve laws made both by Congress and the Court. Key systems will need to be changed to break the connection between donors’ interest and elected officials’ interest in election and/or reelection. At a fundamental level, only by changing the system so that elected officials’ interests better align with the broad general public will inequality of income and opportunity be reduced. The most obvious ways to break the connection are campaign finance and the revolving door. Along with political donations, big business and the wealthy influence regulatory, environmental, other policy matters and taxation through scores of lobbyists.

For many years the laws have been relaxed to allow more money from a wider set of donors to finance political campaigns. This culminated in Citizens United v. Federal Election Commission (2010) in which the US Supreme Court held that the First Amendment prohibits the government from censoring political broadcasts in candidate elections when those broadcasts are funded by corporations or unions. One can imagine a system in which only public campaign funds are legal to use and where collecting a certain reasonable number of signatures is the only way to access public campaign funds, thus removing financial donors entirely. A second way to address the issue of campaign finance is to eliminate politics as a career, thus removing the problem of funding reelection campaigns. Implementing a set of term limits would partially address this problem.

Another practice that must be changed or eliminated is the all too common step from the Hill (or State Legislatures) to the comfy confines of the 1,000+ lobbying firms who represent (mostly) the interests of big business and their wealthy owners. No less than Jack Abramoff (see http://www.bloomberg.com/news/2011-11-18/-willing-vassals-in-congress-do-lobbyist-bidding-jack-abramoff.html) has advocated for “a lifetime ban on members and staff lobbying Congress or associating in any way with for-profit lobbying efforts.” Perks both during and after Elected Officials and Staff serve must be removed. At least that would level the playing field somewhat.

Both these systemic changes have the potential to yield elected officials that better represent the interests of the working people, the 99%. In the long term, perhaps one or more generations, such changes might take place. But that would require the significant application of organized political will with leadership both motivated and motivating, willing to engage the media with slogans, to debate with sound bites, to get dirty in the trenches. Occupiers have shown themselves ready to get dirty in the parks. Bet on leaders emerging.

Friday, March 22, 2013

Optimizing a PowerPoint Presentation

Greetings,

It may not be immediately obvious that there is a strong connection between a performing artist's musical program and an executive delivering a business presentation, but there is. As part of my elevator speech I often tell folks that I put the show in the business. It's true. The presenter needs to connect to his or her audience just as does a comic. And let's face it, usually the material isn't nearly as much fun.

I think we all remember show and tell from when we were kids. We'd bring in on item and then have to tell about it. My goodness how hard was it to go even 1 or 2 minutes about dad's new post hole digger? So it's natural to gravitate toward many supporting aids and great detail within them. But that is not the best way to go because the more you put attention on the screen the less brain power your audience has left to pay attention to you!

So your PowerPoint slides have to:

1. Complement your story
2. Illustrate points you make
3. Provide just enough cues to help the audience (and you) follow your train of though
4. Be simple enough so that they spend their time looking at you, not the screens

Then practice your presentation until you own it.

Rather than get into a long diatribe (that might be boring anyway) about font sizes, # of lines, slide layout (photo left half, bullets right half etc.) I'd like to use a presentation I saw recently as an example.

The Bates Business Network presented Steve Fuller, the Chief Marketing Officer of LL Bean, which currently does $1.5 billion gross per year.

The topic was LL Bean's 100th Anniversary, their celebrations and associated programs that they put in place to commemorate it. Along with the key takeaways specific to my work as a special event and meeting producer, I was struck by certain elements of his PowerPoint and how effective they were. So let me now share these with you.

1. The presentation was over an hour long and used only about 20 slides.
2. It was unbranded! Slides were so clean!
3. It used a plain forest green background with knock out white text - very clear and easy on the eyes (white is very hard on the eyes, especially in a dim room)
4. It was incredibly simple
    i. Only 1 slide used a build.
    ii. More than half the slides used a visual with either no text or less than 6 words
    iii. Only one had a complex illustration, a 3D representation of a process
    iv. A sentence was used 2x and when done, it was the only thing on the slide, 3 lines, large font size, highly readable
    v. All the slides were very sparse - only critical cue words or images were there
    vi. The focus was therefore on Steve and what he had to say, not on the screen
5. There were two videos which were TV commercials shown for very specific reasons:
    i. An example of a national outdoors program that LL Bean supports
    ii. An example of their employees' commitment to LL Bean, as an employee was the person in the commercial
6. Steve had practiced the presentation - he'd been giving similar presentations for the whole year, with adjustments for different audiences. It really showed.

I hope that this can help all of you build and deliver great presentations. And of course if you ever want to talk about this, or communications generally, in more detail I am always available.

Wednesday, April 25, 2012

Strategic Sourcing of Audio Visual Services


Strategic Sourcing of Audio Visual Services

By Joel A Feingold

c. Joel A Feingold, 2012

Introduction

Those of us who plan meetings and special events in remote markets often hire local AV companies and crew. On the venue side, many facilities have made an agreement to designate one AV company as the exclusive provider of services. Such an arrangement may stifle competition and potentially reduce service quality. On the client side, some programs require the highest degree of technical excellence and others the most specialized gear. Other programs are more mundane and require sustained attention even if the production is not sophisticated. On the labor side some facilities are union halls and others provide no guidance at all, thus making the planner’s own research even more crucial. There are several decision points and some thoughtful planning can result in improved quality and reduced, or at least controlled costs.

Contracting process inclusions

Venue contracts often do not address important AV production items. A planner should try to negotiate the venue contract so that known additional charges are part of the complementary items and services provided. Power and internet connectivity charges can add up. At some properties “show” power (3 phase, 240 volt service) might amount to several thousand dollars. A hard line Ethernet connection might be a few hundred per day per connection. Some venues charge for risers or may have limited numbers of the size tables needed that might lead to cross rentals. Others may have man lifts that bill by the day. By addressing these sorts of items in prior to signing the deal certain costs can be contained.

Exclusive vs. outside AV vendor

Addressing the various complexities of the “Exclusive” provider situation during contracting can be an important step. Many properties have made arrangements with large AV companies essentially to create an in house concession. Convenience and consistent quality are thereby obtained.

Unfortunately however, these arrangements are often coupled with exclusivity – or the representation of exclusivity – and charges and other types of barriers are put in place to discourage competition. It goes without saying that the pricing power associated with such an arrangement allows the parties to make a higher margin, paid for by planners’ clients.

In addition, the vendor’s quality level may not always suffice. Quality is most likely to be reasonable for many programs because it is in the property’s interest to have good quality too. And since certain gear is warehoused on property most last minute requests can be accommodated. But for some programs quality may be lacking, depending upon what is required. This is especially true with increasing requirements of customization and technical excellence. In general, the exclusivity arrangements may lead to on site complacency, upper management one-size-fits-all directives, or other symptoms that create problems for planners and clients.

Sources of gear

The need for an exclusive AV provider to maintain a stock of commonly used equipment and store it in the property’s highly limited space is combined with typical corporate ROI considerations, leading the companies to own inadequate amounts and types of more specialized gear. This pressure on the AV companies’ margin is in part caused by the properties that have driven “too hard” a bargain, the margin being too thin to accommodate crucial inventory. Since the AV companies also choose to prohibit cross rentals as policy, it is not uncommon for gear to be out of spec or less than ideal. A planner needs to begin to consider alternative sources of gear, and that leads into needs for specific knowledge, adding a producer or technical director to the program staff, or contracting with an outside vendor, not the exclusive AV provider.

There are many sources of AV gear. These range from “full service production companies” to specialized high end sound, lighting or video production companies, and most interestingly, the top line live rock and roll production companies are also excellent suppliers in the right situations. Learning who’s who in the equipment rental and show production space is not accomplished quickly and as mentioned above, an experienced show manager might be added to the meeting team.

One immensely difficult problem when working in a remote location is finding a vendor you can trust. As a planner may be a one off client, we might find the deliverables to be rather different than we expected and contracted. If one is fortunate enough to have a good national network from which to obtain referrals, one can mitigate this risk. Sometimes, more often than clients might want, the best course of action is to bring in a company from afar, even if the expense is higher.

AV companies carry many different brands and models of sound, lights and video support. It is not unusual for audio speaker systems to be adequate for voice and marginal for music. Some companies always bring extra equipment. Others are sticklers for quality. In such a case it is a good bet that the show will sound better and look better, because the gear that looks the same has better guts in it. For example, there are many “heads” that go inside the same microphone shell. They look the same but they are not, and most people can hear the difference. This is meaningful as if the audio is not natural then audience brainpower is wasted processing the sound when it should devoted to absorbing content. So briefly summarizing, there is a rationale for hiring different, and sometimes multiple vendors, to optimize quality and price.

Use of highly senior staff

Above I alluded to the need for certain staff with specific knowledge, and since AV is at its core a specialty, a planner always needs competent technicians to operate audio, lights, video switching, graphics, work with the headlining band, manage the stage, and so on. On larger shows a qualified production manager or technical director can be beneficial. On still more complex programs a producer, to whom multiple technical directors report, may be a necessity. Often producers or technical directors double as production managers. Individual backgrounds and expertise determines just what responsibilities such a staffer should hold. To help explain this I will use myself as an example. I call myself a producer and in my work I frequently double as a production manager, but I would never call myself a technical director, as I am not technical, I am a manager. There are other people who have immense technical knowledge but lack the organizational and communications skills to be a manager or the necessary polish to interface with clients and their guests.

Local vs. traveling staff

As one might surmise, producers, production managers and technical directors often travel for their clients. However, it is also not uncommon for these suppliers to reside in different locations from their clients. In our highly interconnected world their offices travel with them. Specialized audio engineers and lighting designers also fit into this scenario as do certain video and graphics operators. There are however, a large number of competent technicians and if the bar is not too high, one can have pretty consistent success with local staff in almost any major city. (A head’s up: other countries may limit what duties traveling staff may perform.) Where there is an exclusive AV provider it is that company’s responsibility to source the staff. One hopes for excellence and usually gets acceptable quality. (As mentioned above, the higher the bar, the riskier this situation.) Depending upon the show a planner, in consultation with the show producer, or relying on the producer’s good business judgment, would determine what lead staff to travel.

Union vs. non-union crew

Finally, restrictions about sources of on site labor can be a source of concern. In some venues one may be allowed to bring in a gear vendor of choice but the crew decision is taken away from planners and clients, as the venue is a union shop. Generally the union will be either Teamsters or IATSE and sometimes both, for different work. It seems everyone has their own opinion about whether this is good, bad or neither. I suggest that neither is the correct answer. The choice of a union or non-union venue may have cost ramifications, but that is a consideration that has to be factored in prior to contracting the venue, not during the production of the show. And in a non-union venue, many clients would choose to pay a “prevailing wage” as a policy decision, eliminating a cost differential.

As with many aspects of business, keeping an open mind is critical. If you had a road show and were stopping in Twin Falls, Idaho, and you’d never worked there, to whom would you turn to hire crew? At a minimum you know you need crew who have handled lights and sound, truss and staging, cables and safeties, so you think perhaps folks who have worked in the local theater, and that leads to IATSE – the International Alliance of Theatrical Stage Employees. There will be a chapter in Idaho and it will have members who will happily drive to Twin Falls, if they don’t live there, and they will be delighted to have the work. Now you have experienced stagehands at a very reasonable rate, and they have their own workman’s comp too. What is most important in all the labor scenarios, beyond all else, is having crew that work forwards, and not have a crew member that drags the rest backwards by making mistakes or bringing a bad attitude to the job site.

Sourcing and staffing AV is an important decision in the production of a meeting and its associated special events. The decision of which venues to select is the first point where AV needs to be factored in. In larger or multiday meetings it is not uncommon for the main stage production budget to exceed $100,000, so the ability to capture 10% in savings or reduce risk of a glitch impacting the presentations is important. Keeping an eye on this ball will help planners create and operate more successful meetings and special events.

Sunday, December 18, 2011

Origins and Principles of the Occupy Movement

The following is not related to my work producing meetings and special events. It is however, my effort to describe some of the most important events of our young century. I hope that you find this article interesting.

Joel A. Feingold
1038 Beacon St., #203
Brookline, MA 02446
v: 617-277-1149, c: 508-308-5408, email: joelafeingold@me.com


Origins and Principles of the Occupy Movement
c. 2011 by Joel A Feingold
Reprinting permitted with full credit for authorship and notice to author.

Upon its inception, Occupy Wall Street swiftly spread to numerous other cities and became a broadly acknowledged social movement. Initially well received, its lack of a clear message, a sound bite, rallying points, and a public policy message, has created some frustration among a portion of its natural supporters. Occupations have caused municipalities to absorb increasingly large financial costs, a real concern to supporters and detractors alike. Thus, the lack of clearly articulated policy advocacy has caused many to question the Occupy Movement. But Occupy has created broad awareness of the widening income inequality in our society. That in and of itself is a giant step.

The motivations of Occupiers and their supporters emerge from the wide chasm between the governmental actions and services citizens expect and those actually delivered. Many people believe that our government has failed to balance its rules and regulations with individual freedoms and societal norms of fairness and equality. Naturally, when pressed too hard, people respond. With trust broken, opportunities reduced, ability to be heard limited, and favoritism observed, it’s no wonder that people look for a way to improve their situation.

Some may react by forming new political parties, others by demonstrations. Some groups may be led by a few forceful leaders. Alternatively, they may take the form of mass uprisings with a chaotic and amorphous organization, if any, and an inchoate message at best. Today’s major political movements fit these broad brushstroke descriptions, the Tea Party being more hierarchically organized and laser focused on the ballot box and Occupy diffuse, each camp self-governing through general assemblies. As different as they are, both are the natural result of the same problem, a ruling class disassociated from the general public.

The branding of the dissatisfaction from which Occupy has grown is well known. “99%” now represents income inequality and a demand for it to be redressed. The astounding increase in the income gap between rich and poor has driven Occupy participants to action. Occupy’s signature demonstration, the formation of communities functioning via general assemblies with no specific leadership, promoting their message through 24/7/365 occupations of public space, has captured the attention of millions who observe their daily demonstrations and read or hear about Occupy in social media and the press. But the understanding of how such income inequality arises and what might be necessary to correct it has not.

There are two entities that interweave to form the system about which the activists are centered. The first is our government and its rules and regulations. It is highly evolved from a government that provides merely national defense and domestic security via a military, domestic police and a court system. Our government also regulates financial and industrial business activity, resource exploitation and environmental pollution, insurance, transportation, labor rights and more. It also provides funding for housing and education, community development, health care services, and manages the largest entitlement programs, Social Security, Medicare and Medicaid.

The second entity is our market economy. A market economy sets pricing for materials, goods and services. It allows banking to flourish thereby supporting a system that has good access to capital. And it fosters a culture of innovation, as people look for the next great economic opportunity. A market economy also sets the price for labor and defines which skills are valuable, or not.

The market economy is inextricably intertwined with our government. Without government to set limits on behavior and resolve disputes companies would be wary about doing business with each other as a system for recourse would not exist. Customers’ access to credit might be difficult, slowing or all but eliminating growth. Established businesses would be able to employ unethical tactics to destroy new competitors. Monopolies would be created stifling innovation. Excessive pricing power might line some owners’ pockets at the expense of placing a serious drag on a sector of the economy. So certain governmental structures create an environment necessary for businesses to flourish.

Despite the obvious benefits of rules and regulations businesses are engaged in a constant state of combat with government. Milestones such as the creation of the Interstate Commerce Commission in 1887, the Sherman Antitrust Act (1890,) The Glass-Steagall Act (1932,) and the National Labor Relations Act (1935) all limited the ability of business to act independently. More recently many regulations have been added to protect the environment. In 1970, under President Nixon, the Environmental Protection Agency was created to reduce air and water pollution. Currently a host of new fishing regulations are being implemented under NOAA Fisheries and there is tighter oversight of deep water oil extraction by the new Bureau of Ocean Energy Management, Regulation and Enforcement. The history is clear: the government’s role has restrained businesses activities. Whether such restraint is inadequate or excessive is subject to much debate.

If one views this through the lens of pure business profit, companies have had one lousy ride. Many people, both business owners and workers, buy into the belief that US regulations are excessive, stymie business and employment growth, and violate the Constitution. On the other hand, businesses frequently create problems when they are unregulated, unsupervised, or otherwise behave without regard to negative impacts. Sometimes the risk of an incident is very, very low, but when a problem occurs it does so with dramatic harm, causing substantial economic or physical injury and death.

As there is no clear methodology for pricing in the consequences to catastrophic impacts, and as businesses are concerned with profit, they tend to miscalculate risk when viewed from the public’s perspective. But our government, in fits and starts, has supported the general population’s needs for clean air and water, a stable financial system, sustainable agriculture, conservation of energy and food resources, safer automobiles and houses, collective bargaining, preventing discrimination in the workplace and on public transportation, and innumerable other societal needs.

It is probably true that these regulations at least initially have increased costs or other burdens, sometimes making it harder for a company to compete or make a profit at all. In a global perspective, where other competitors may operate in locations with far less regulation, this situation does put domestic companies at a competitive disadvantage. On the other hand there are innumerable examples of corporate excess or inaction causing terrible problems. Thus, governmental action is viewed both as too little and too much, depending upon one’s perspectives.

In our society we elect our representatives to do the business of governing, pass laws, set tax rates and distribute the proceeds to the entities that are required. These include the military for defense, the justice system for civil redress and criminal prosecutions, Social Security and Medicare for a safety net, Medicaid and public education, and so many more. The government provides permits for businesses to operate, leases mineral rights, provides industry subsidies and tax breaks, and often these behaviors are perceived to be inequitable. The government and economic system are so intertwined, so large and powerful, that it takes a huge effort and a great deal of time to change its course.

The difficulty of achieving a more equitable society is exacerbated by the natural tendency, indeed intense desire, of those that have the power not to relinquish it. Having acquired money, status and contacts, the key influencers can exercise their power to prevent everyone else from obtaining it. This, in a nutshell, is the deeper meaning of the 99%. Not only does the 1% have the money and opportunity but, according to Occupy, the 1% is doing whatever it takes to increase their power and riches, and to the extent that they exploit the 99%, deny the 99% their fair opportunities, that’s OK. The recent effort to reduce the countervailing power of unions is one important example. Providing billions of dollars to banks whose mortgage investments went bad while not delivering similar relief to homeowners who lost their jobs during the following recession is another. It is this excessive imposition of power that is no longer acceptable to Occupy and, believing that they are truly oppressed, they have decided to resist.

In aggregate there may be tens of thousands of participants in Occupy tent cities and demonstrations. As a plain statement of commitment, this is very impressive. Some might even suggest that there might be the seeds of a revolution in thought if not more. But due to Occupy’s philosophy of dispersed power and self-government by unanimous agreement it seems unlikely that Occupy would be able to take such action, even if many members wanted to.

Occupy is run by General Assemblies and decisions are made by consensus. Each camp is pretty much independent of the others, not so much by design as by philosophy. One fascinating result of this is that not only are the inhabitants of each Occupation diverse, but the Occupations are diverse too. There is no specific spokesperson, nor is there an official and articulated platform. However, at many General Assemblies and over the course of the weeks and months of camps, Occupiers exchange their views.

Based upon several informal conversations with Occupiers in Boston, and an interview with one of Occupy Boston’s founders who must remain anonymous, as there is no one person elected to speak upon the group’s behalf, Occupiers share a large number of beliefs. It is very important to note that these beliefs are not universal, but they are broadly held and have deep importance for the future of our country. Some of these beliefs are:

1) The Government does not represent the general public. And the Government is the same as Elected Officials. Because Elected Officials’ primary consideration is to keep their jobs, and in order to do so they need a great deal of money, they represent their donors’ interests, not their constituents’. Our Elected Officials do not respond to the general public about policy issues unless there is critical mass that will cause them to lose office.

2) Occupy sees government as supporting business over people in general and, more specifically by:

• not restricting or further taxing gigantic bonuses,
• not imposing higher taxes (or closing tax loopholes) on corporations and the wealthy
• not increasing protections for workers, and
• not regulating against pollution

3) Occupiers generally believe that the financial industry was the principal cause of the economic crises and that regulatory failure, in particular the repeal of the Glass-Steagall Act of 1932, was a predicate of the financial catastrophe.

4) As it is now configured, gamed against the 99% as it were, the capitalist system is a large problem. But capitalism – or a market economy – as a broad generality, is not necessarily a problem.

5) In addition Occupy views the government as having let the 99% down by not doing enough to protect the working class, via:

• Excellent education for all
• Job training for adults
• Failing to make the income tax more progressive

6) Occupiers generally believe that military spending is way too high. While perhaps not as widely held as some of the other beliefs, still a large number think that some level of active, or adventurous, foreign policy is acceptable but imposing our will over others is, generally speaking, bad. (Some notable Tea Partiers agree. "[W]e cannot stand against big government at home while supporting it abroad. We cannot talk about fiscal responsibility while spending trillions on occupying and bullying the rest of the world ... A return to the traditional U.S. foreign policy of active private engagement but government noninterventionism is the only alternative that can restore our moral and fiscal health.” (See Paul, Ron (August 27, 2010), "A Tea Party Foreign Policy", Foreign Policy)

7) Looking specifically at the last 10 years, Occupiers believe that our adventurous foreign policy, so tied as it has been to the exercise of military power, has caused us to incur huge

• Financial cost
• Human cost, and has
• Damaged our reputation and
• Diminished our ability to influence policy and events elsewhere.

Even if the last is not true then the distractions we have inflicted upon ourselves have limited our ability to focus upon much larger problems, for example, the refusal of the Palestinian Authority and Hamas to recognize Israel’s right to exist as a Jewish state and Israel’s continued political domination by ultra-religious minorities, resulting in its disastrous settlement policy.

8) A significant portion of the defense budget should be reallocated, Occupiers believe. A few numbers are illuminating:

2011 Federal Budget (in billions) (note that different sources #’s vary)

Total Spending 3,830
Total Revenue 2,531
Deficit 1,299

Defense (total) 903
Iraq War 51
Afghanistan War 119
Social Security 748
Medicare 494
Medicaid & Related 347
Other Social Related 361
Interest 230
Education 130
Unemployment Ins 121
Other 596

The cost of the two current wars is 19% of the entire defense budget. It is 31% greater than our education budget. It is half the Medicaid and related budget that pays for health care for economically disadvantage families and children. How do we rationalize this much money and this much suffering for what appear to be modest or inconsequential gains in security? How do we rationalize this spending instead of making an investment in the education of our kids and the health of our working poor, many of whom provide crucial labor performing menial but essential tasks such as harvesting fruits and vegetables or performing sanitation duties? Occupiers ask those questions and answer, “You can’t.”

9) Occupy supports a strongly progressive system of taxation. They focus in on the richest one percent whom they believe do not pay their fair share. Putting aside any characterizations of what is fair or not, and merely examining the numbers, one can see that Occupy has a point, at least from the perspective of practicality, as in get the low hanging fruit. The Center on Budget and Policy Priorities published a set of charts illustrating the impacts of the Bush tax cuts on the economy. (cbpp.org) (http://www.huffingtonpost.com/2011/06/08/how-bush-tax-cuts-economy_n_873245.html#s289289&title=Effect_On_Economic) According to the CBPP
the Bush era tax cuts will generate about 25% of our deficit in 2012, increasing to about 50% in 7 years if projections hold. CBPP numbers also show that the increase in employment due to the Bush tax cuts was less than 1 percent vs. nearly 3 percent for the other post WWII economic expansions, and the GDP increase was perhaps 60% of other post WWII expansions. It is argued that the disparity is due to the Bush tax cuts disproportionately benefitting the wealthy. So making our tax system strongly progressive is an Occupy priority.

10) Occupiers generally believe that lack of appropriate regulation contributed to or caused the recession, thus leading to large numbers of the working class losing their jobs, their retirement savings, their homes, and their dignity. They have much heavy weight support in this matter. Many renowned economists assert that the major factors in the crash were the collapse of the housing bubble and the repeal of the Glass Steagall Act, which principally prohibited commercial banks from engaging in securities transactions. When Glass Steagall was repealed in 1999 many banks entered the investment and brokerage businesses as a way to increase profits without significantly increasing their reserves. When the housing industry started to collapse the tens of thousands of at risk loans, many of which had been written with fraudulent documentation, then repackaged as securities and held by arms of the giant banks, became worthless. Banks had insufficient capital to operate and the Federal government became the last (and best) source of operating capital. Occupiers may be understood to view better (and sometimes more) regulation as necessary in order to prevent an economic (or natural resource) disaster.

11) Occupy has embraced a philosophy of multiculturalism and has welcomed people of all faiths, but the boundary between religion and government is uncertain. However, there is a strong sense that placing religion before government is problematic.

12) Occupy is not likely to become a functioning political party. Tea Party voter enthusiasm propelled a number of candidates to office for the first time and there is now a Tea Party Caucus in the House of Representatives. It has 62 members, all Republicans. Occupy seems to be the opposite. It uses a General Assembly to achieve consensus rather than a majority vote system, and as such it is rather unusual for a Western political organization. The most prominent example of something similar is the Loya Jirga used by tribal leaders in Afghanistan. And Occupy, rather than forming a political organization, seems to be committed to publicizing their key concerns as a group by regular and very public demonstrations. On top of that, due to the focus upon the efforts of the group, it is unlikely that Occupy would endorse a candidate. And putting an exclamation point on some early Occupy supporters’ concerns about where Occupy is going and what it might accomplish (or to put it a different way, how they might benefit from it,) it is also unlikely that Occupy could find a spokesperson to make such an endorsement.

So where does this leave them, the Occupiers, and the huge unrepresented middle of America? If the 99% is no longer represented, will it remove its consent to be governed? And if it is no longer willing to give consent to be governed, is the United States nearing an end. I don’t believe that, and from my observations, Occupiers have strong patriotism at their roots. It’s a love of country, appreciation of democracy, willingness to participate and advocate, to demonstrate and to vote, which binds the Occupiers.

The next steps are complex and involve laws made both by Congress and the Court. Key systems will need to be changed to break the connection between donors’ interest and elected officials’ interest in election and/or reelection. At a fundamental level, only by changing the system so that elected officials’ interests better align with the broad general public will inequality of income and opportunity be reduced. The most obvious ways to break the connection are campaign finance and the revolving door. Along with political donations, big business and the wealthy influence regulatory, environmental, other policy matters and taxation through scores of lobbyists.

For many years the laws have been relaxed to allow more money from a wider set of donors to finance political campaigns. This culminated in Citizens United v. Federal Election Commission (2010) in which the US Supreme Court held that the First Amendment prohibits the government from censoring political broadcasts in candidate elections when those broadcasts are funded by corporations or unions. One can imagine a system in which only public campaign funds are legal to use and where collecting a certain reasonable number of signatures is the only way to access public campaign funds, thus removing financial donors entirely. A second way to address the issue of campaign finance is to eliminate politics as a career, thus removing the problem of funding reelection campaigns. Implementing a set of term limits would partially address this problem.

Another practice that must be changed or eliminated is the all too common step from the Hill (or State Legislatures) to the comfy confines of the 1,000+ lobbying firms who represent (mostly) the interests of big business and their wealthy owners. No less than Jack Abramoff (see http://www.bloomberg.com/news/2011-11-18/-willing-vassals-in-congress-do-lobbyist-bidding-jack-abramoff.html) has advocated for “a lifetime ban on members and staff lobbying Congress or associating in any way with for-profit lobbying efforts.” Perks both during and after Elected Officials and Staff serve must be removed. At least that would level the playing field somewhat.

Both these systemic changes have the potential to yield elected officials that better represent the interests of the working people, the 99%. In the long term, perhaps one or more generations, such changes might take place. But that would require the significant application of organized political will with leadership both motivated and motivating, willing to engage the media with slogans, to debate with sound bites, to get dirty in the trenches. Occupiers have shown themselves ready to get dirty in the parks. Bet on leaders emerging.

Tuesday, November 16, 2010

Entertainment at Special Events

Entertainment at Special Events

By Joel A Feingold, CFE

c. 2010


Making entertainment choices has never been subject to hard financial analysis. Mostly clients assigned a line item number to book the band, whether local or a headliner. However, in today’s new world, entertainment costs are going to have to be justified as worth the investment.

Interestingly, it may be argued that consideration of the factors involved in entertainment selection today is no more or less important than in 2007. To say this another way, understanding the event’s purpose, analyzing its entertainment needs, the demographics of attendees, and the impact upon the target audience required, both during the event and over the entire event cycle, all this information now is just as important as it has always been. But now managers have weathered the recession experience so they have increased focus on ROI.

In this short essay I will present some thoughts that can be used to help planners choose talent at cost levels that make sense. It will continue to be true however, that obtaining real data in monetized terms is difficult when it comes to entertainment. But knowing more about how entertainment influences attendee responses and impacts the totality of the event experience is important and helpful.

One way to consider entertainment at special events is to try to understand what role it fills:

• The primary draw
• The show
• A key component
• A performance
• Background

As a generality, the more important the role of the talent the more it justifies an increased spend. And with prices for the most famous entertainers exceeding a million dollars, and many important and well-known bands commanding fees upwards of $100,000, the decision to make this investment isn’t small. In major cities and incentive destinations the top regional bands often command $7,500 to $20,000. So while less expensive by a factor of 10 or more there is none-the-less a meaningful line item associated with them. Other types of entertainment that clear the “strong quality bar” routinely cost $5,000 to $50,000 or more. Understanding how the entertainment is used and what it’s deliverable is can help a planner make a good decision.

Consider when a company sponsors a customer party at a convention and trade show. The attendees are not a captive audience. Often there are competing options each of which includes food and an open bar. So the party needs to have some “sex appeal.” A “headline” artist with star power can provide that draw so that the party is well attended. While not the only element that improves draw it is a significant one, perhaps the most important in some situations. So national talent is often used. Usually the event marketing is structured so that the theme of the event builds upon the artist’s image and persona, presuming permission to do so has been negotiated. Sometimes the artist contract prohibits this and then savvy artwork and a carefully dropped hint creates the viral environment that delivers the audience.

When an event has a captive audience but a powerful impression must be made, such as at the closing night celebration of an incentive trip, the entertainment is often used as the sizzle that closes the night. Generally speaking this show will be a band. Since the event is a major company celebration and the buzz thereby created is an important motivating factor for the upcoming year, companies often spend heavily on national talent for shows at these events. Even if some folks just drink and network rather than watch, sing along or dance, when all is said and done they talk about the band at cocktail parties and their water cooler powwows.

Not all similar events use headliners. Yet experience and conversations with clients and colleagues indicate that at events such as these the two most important things are the food and the band. With due respect to décor companies and designers, when the event is done the conversation is about the music and the dinner. But budgets being what they are, and top destinations’ room rates being substantial, many experienced planners decide not to use headline talent. In these cases great care must be taken to put a band on stage that really smokes.

Selecting a regional or local band represents one of the greatest challenges a planner can face. Sometimes a planner is in the position of attempting to convince a client that the client’s choice isn’t the best one. For example, to impress a client, an agent or manager might sell an act by saying the lead singer is so careful s/he won’t even have a conversation the day of the gig. But my BS detector says, “The singer has a fragile voice. They may not have a good day or they get tired before the show is over.” Using industry references is an excellent way to avoid a problem act.

Using entertainers as Key Components is a crucial technique to bump up the impact of an event. Having a musical attraction or other visual and loud act on stage when opening the doors to the dinner from the cocktail reception creates excitement and pulls people into the room. Or a group might be used like a “Pied Piper” to lead guests to dinner. Later, developing a “shtick” with a performer and one of the executives can be a light-hearted and attention grabbing part of the program. An “alternative” performance for a short period of time can serve as a break in the program and provide a conversation starter too. Examples of such might be a lighting painting by a performance artist, hand balancing or other cirque act, or a 15-minute concert by a unique musical group. These sorts of uses enhance an event. They increase its quality and uniqueness that leads to more conversation about it downstream.

Some special events use entertainment that is peripheral to the main thrust of the event. It is a grave error to treat this entertainment as unimportant. By way of example, if a customer appreciation event is built as a cocktail reception with a buffet dinner and a band is hired to play a variety of cover tunes and they are not tight and in tune, responsive to guests’ or event managers’ requests, on time, and so on, there is a high potential for a problem. Meanwhile, the ambience that all have worked hard to create is jeopardized. Another, classic, example is a dinner and awards gala attended by employees and spouses. When the program is over if the band isn’t strong and danceable or plays an unsuitable repertoire it can drive people out of the room or, worse, end the celebration early. In both of these cases if time is short a planner can do far worse than hiring a top-line and reputable “wedding” band. While this act might not have some of the uniqueness of others, this category of band is experienced, understands customer service and usually has a very broad repertoire. Still caution must be used as many acts in this category have their own, rather small, sound systems. Usually these are unsuitable for a corporate event.

Lastly there is background music or alternative background talent. This would appear to be a throwaway and yet experience proves otherwise. Background music provides a terrific opportunity to set the stage for the whole event. If the client wants to project a very traditional image to a mature demographic perhaps a string quartet is right. But the same client might want to project a traditional image with a “hip” edge to a younger demographic, so a saxophone quartet performing versions of rock and roll hits might work better. Another option might be an a cappella group working acoustic, walking through the crowd. One song at a time, a small number of guests would be treated to an up close and personal show. There are other fascinating uses of background talent. Living statues costumed to support the event theme or corporate products can boost branding. A “card shark” might work the crowd and later corral the executive into a little show on stage. Putting some effort into the purposes of and possible results from background entertainment can yield fine results.

To summarize, analyzing the purpose of the event, the audience to whom it is directed, the need for and type of impact the entertainment must deliver, and the more subtle impressions that can be made, will help a planner make good artistic choices and allocate dollars wisely.