SFA were appointed in 2013 by Visit Manchester to identify, qualify and invite buyers to two VIP dinners for prospective Corporate clients in London. Our services in this area included developing the ‘story’ for the dinners to ensure that our team communicated the correct message about the objectives of the evening; making calls to a target list provided by SFA; qualifying the prospects to ensure they had sufficient levels of interest and seniority to attend the dinners; and producing bespoke profiles with contact details of each prospect and relevant background information on the target clients’ conference/event business history and future buying needs. We have also delivered appointment-making services for Visit Manchester for two 2-day sales trips in London with National Association buyers. The services provided for this were the same as above but also included scheduling face-to-face meetings (noting levels of interest and objections encountered); setting times/location of meetings in a logical manner to maximise the productivity of the Visit Manchester sales team whilst they were in London; and providing directions to meeting locations. We delivered both of these projects on time, on budget and on target in terms of the number and quality of attendees to the dinners and meetings scheduled. As a result, Visit Manchester received over 9 requests to tender.