Turning Cold Leads Into Malaysia’s Golden Wins

Malaysian Ministry of Tourism established The Malaysia Convention & Exhibition Bureau (MyCEB) in 2009 to promote and position Malaysia internationally as the preferred destination for meetings, incentives, conventions, and exhibitions.

As part of efforts to further improve their success in securing international business events, MyCEB engaged GainingEdge to educate and train bureau staff on all aspects of the bidding process from lead development through final bid presentations. An important objective of this training was the development of staff’s research, strategic thinking and presentation skills, as well as fostering a collaborative and competitive team spirit.

Over two days, GainingEdge conducted workshop-based training specifically tailored to MyCEB’s requirements. These workshops consisted of presentations and structured tutorage, including a simulated bid environment roll-playing exercise in which participants compete against each other. The training topics were structured to cover the end-to-end bidding process:

–       Lead research, qualification and prioritisation

–       Bid strategy, including required research and stakeholder management

–       Preparing for a world-class site inspection

–       Structuring and preparing bid documents and effective presentations

“I found the Bid Workshop provided not only an overview of the bid process but also insights to winning a bid. It was a good simulation exercise for the whole team and as a result everyone in our bureau can understand and relate to the bid process. Literally, we all went on a bid war!”. Ho Yoke Ping, General Manager Sales & Marketing, MyCEB.

Through the training process bureau staff were not only educated on what makes a bid successful, but were also introduced to numerous tools and methodologies including checklists, templates, qualification score sheets, interview techniques and the like.

In the year following this training MyCEB secured 26 associations and 109 corporate incentive groups representing 61,086 delegates. They also assisted 112 meetings and conventions, 15 exhibitions and 128 corporate incentive groups. Representing a combine economic benefit to Malaysia of over $600m USD.