One of the challenges of a global meetings management programme is how to ensure you are understood locally. Often times, programmes commence in the English-speaking markets because it is easier. Plus, many organisations use English as their business language. So, in theory, a strategic meetings management (SMM) solution based in English should be easy to deploy, right?
Wrong. Reading something and understanding it are two very different things. I recall an example many years ago when a renowned British engineering company was looking to move their manufacturing to Japan. The conversation between the two went something like this:
Client: "We like your facilities; however, in order to move our production here you need to
guarantee a 95% unit success rate."
Supplier: "I'm sorry, we could never meet that request."
Client: "Well, that is very disappointing; we have high standards that must be maintained."
Supplier: "So, to win your business, you would like us guarantee to break one in every 20 units that we produce?"
Whilst both parties understood the words being spoken, the meaning of the words were not clear. Second, the underlying problem was that neither party fully appreciated their respective cultures at the start of negotiations.

I am sure everyone has similar mis-interpretations within the meetings and events business. My own personal example was being asked to supply a "Beamer" for a meeting. In my world, a Beamer was a BMW car. Yet I was very surprised to learn that it was also a humble LCD Projector!
This brings me to the main thrust of this post. I am often asked: "How can I create a German (or any non-English language) RFP?" In my view, there are two aspects to managing meetings internationally:
language and
terminology. The easiest part is the language - translating one word into another language and hoping that it means the same thing! And this is the rub: Context is everything in multi-lingual environments, and more so in meetings management. You may be perfectly correct in using a German word, but if it is in the wrong context, you will only get confusion on the part of the reader.
So, here's some practical advice that you can put to use in your global SMM. When sending RFPs to hotels around the world, it is important to understand and appreciate the terminology of the target country. Think of the LCD projector example. Making sure that the right term is used in each market will go a long way to getting th

e right responses. In other words, it is not sufficient to simply take a base set of meeting terms and translate them to each language - each term should be relevant to the market from which you are seeking pricing information.
Global meetings programmes certainly do provide a number of challenges! But, by considering local terminology and culture in that programme, you will ensure success.
For more information and tips on strategic sourcing of suppliers, please read this StarCite whitepaper,
Partners Perfect: Strategic Sourcing Remains Key to Effective Meetings Management!