Get a better return on the investment in social functions

Much of the investment in hospitality can be wasted if those hosting the function do not know how to make effective use of the contact time with customers such events can deliver.

This can be the case whether it's a lunch or dinner combined with a clinical meeting in pharmaceutical for example, or a full corporate hospitality event in other areas of healthcare.

Huthwaite have found that few people are skilled at managing the balance between using hospitality for meaningful customer discussions, which blend both business and social agendas. Used effectively such events can provide golden opportunities to build productive relationships and influence key people who are difficult to approach, through traditional sales calls.

• TZMO case study (86KB)
• Making corporate hospitality work for you (159KB)