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Handling Facility Objections

Handling Facility Objections. Travis McCready, Principal Fidere Consulting Group. About Fidere .

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Handling Facility Objections

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  1. Handling Facility Objections Travis McCready, Principal Fidere Consulting Group

  2. About Fidere • Fidere Consulting Group provides strategic planning and project implementation services for large institutions and non-profits.  Our primary sectors of expertise are tourism/convention centers, universities, hospitals and museums. • We provide consulting expertise and turnkey solutions for: • Strategy & operations • Sustainability initiatives • Strategic Vendor Search Services™, and • Business development.

  3. Hands-on… Public School teacher Corporate & Non-Profit Attorney University administrator Foundation administrator Convention Center executive …Board leadership Charter & private schools Hospital Art Museum Economic development agency My background with institutions • In my experience, even large institutions need “couch time” • Strategic, operational and organizational bridge between mission & results

  4. Recent “Green” Projects • Convention Center sustainability program • Massachusetts Convention Center Authority recycling, composting, and energy efficiency operations • Planning and Customer Development Strategy for Public Market Association • Boston Public Market Association • Hospital environmental sustainability operations • Beth Israel Deaconess Medical Center

  5. Three things to remember when it comes to dealing with facility objections… • Beware the hidden pitfalls of the ROI rationale (also known as “What’s In It For Me?”) • There’s political, social, and economic ROI…which are you talking about? • Like ripping off a band-aid…it’s supposed to hurt… • Follow the money • For some facilities, brown = $$$, e.g. • Bottled beverage incentives or purchasing arrangements • Increased operational costs to recycle/compost • Are the right people in the room? • Get an org. chart! • Ignorance v. Insouciance; breaking through personalities…

  6. Contact information • Travis McCready • Principal • Fidere Consulting Group • 22 Cliffe Avenue • Lexington, MA 02420 • travis@fideregroup.com • 617.331.9701

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