Active Healthy Kids is a Canadian non-profit that advocates quality, accessible and enjoyable physical activity experiences for young people. This past spring, Active Healthy Kids hosted its first Global Summit, a four-day symposium that brought together approximately 900 attendees from around the world.
The former project leader of Active Healthy Kids had done a poor job of negotiating the contract with the host hotel, one of Toronto’s premiere conference venues. The contract had very few concessions, especially given the size and scope of the 2014 Global Summit. When Lindsay Whiting took over as the charity’s new project leader, she asked the hotel to reopen the contract but was declined. As a last-ditch effort Lindsay reached out to our team but by this time the contract had been signed and sealed for 14 months. Once a contract is closed, the venue has absolutely no obligation to reopen it. In fact, opening signed contracts is simply not done. From the hotel’s perspective, revenue from each contract is forecasted into their overall profit and spend.
Recognizing the individual needs and expectations of both our client and the hotel, we asked one simple question: How do we get to fair? Using this as our guiding principle, we successfully negotiated the following concessions: better room rate, guestroom upgrades, complimentary Wi-Fi, discounted meeting space and deferred interest rates. Combined we saved Active Healthy Kids approximately $50,000.