ABSTRACT
Even at the early stage of confirmation the client relationship is already establishing itself. This is evident because the venue manager would have conducted a number of telephone conversations with the client, hosted the show-round, discussed requirements such as catering and technical needs, and possibly held subsequent meetings at the venue to satisfy the client for them to make their decision before the contract is raised and the booking is confirmed. The enquiry process is usually short and the confirmation is received early. This is because clients are keen to secure their choice of venue for the date of their event. The business of winning clients and hosting their events is largely about networking and contacts. Once a booking is confirmed, the real work of building the client relationship begins. It should be remembered that relationships can deteriorate as well as strengthen. Experience teaches that if there is a long gap in communication, the relationship suffers from neglect.
