GainingEdge
In-Market Sales Representation

Success in securing international conventions and meetings is highly influenced by relationships established in-market. It’s often not viable for most destinations to establish dedicated offices in-market. GainingEdge can help deliver a destination or CVB presence in its key target markets on a scalable basis, from part time to dedicated full time sales and business development resources. GainingEdge is the only representation company that operates globally – with sales people in all major markets representing clients from all parts of the world.

These representatives would be sales focussed with clearly defined targets, and key roles can cover the following: Lead generation; Bid research and presentations; Trade show attendance; Sales missions; PR and Media; and Client relationship management.

With a global network of business development people based in UK, Australia, Singapore, China, Sweden, India and the USA, GainingEdge currently provides in-market sales representation to Best Cities Global Alliance, South Africa, Malaysia, Tokyo and Guadalajara.

Team Members

  • Mike Williams

    Mike Williams - Senior Partner & Consultant

    Mike is a destination and convention and visitor bureau specialist with 30 years’ experience in the tourism and business events industry. Since joining Gaining Edge in 2007 he has been a lead consultant on destination and convention bureau development for clients in Australia, Africa, China, Japan, Macao, Malaysia, Qatar, Rwanda, South Africa, South Korea, Thailand, United Kingdom & USA. Mike was the lead consultant for establishment and capability strengthening for the Malaysia Convention and Exhibition Bureau. This project included the collaboration with a university and research company to undertake an economic impact study and exhibition industry opportunity study. Mike was also deeply involved in bureau development programmes in Japan, Macao and Thailand. He has also been providing consultancy support for convention centre developments around the globe, including a number within the Asia Pacific region. In addition, Mike oversees GainingEdge's in-market sales representation.

    Mike served as General Manager Sales & Marketing for the Melbourne Convention & Visitors Bureau. During his tenure, he was involved in the National Business Events economic impact study and Melbourne Delegate Expenditure survey in collaboration with a university and research company. He also worked in senior marketing roles with Tourism Australia helping establish their presence in the Asia market and overseeing travel trade development in the United Kingdom and Ireland. Mike was instrumental in the development of AIME, the largest MICE trade show in the Asia Pacific and the world’s first BestCities Global Alliance which includes Singapore as a partner. Mike is also a past Victorian State Chair and National President of Meetings and Events of Australia (MEA).

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    Mike Williams

    Senior Partner & Consultant

    Australia

  • Esther Ng

    Esther Ng - Business Development Manager- South East Asia

    With close to 25 years’ experience in the tourism, hospitality and business events market Esther joined the Travel Industry as Corporate Sales Manager handling bids for Business Event, Incentives and Leisure travel and was also operationally involved in the event management.

    During this time Esther secured an extensive network of multinational clients within South East Asia. She is a meticulous organizer and believes good service comes from a humble altitude and not just strict performance of a duty.

    In 1998 Esther set up her own company representing hotels in SE Asia and Australia seeking to create more market awareness specifically on Business Events and Incentive Travel targeting the Travel Industry and Corporate companies in Singapore and Malaysia.

    With her destination and hotel knowledge, Esther is also a MICE consultant for Multi National Corporate companies. She manages their Annual Conferences mostly in SE Asia and China. Her main clients are from the IT Software Companies and average group size of 50 to 200 participants.

    With her passion in people relationships and providing good service she now spends her free time mentoring the young joining the hospitality industry. Esther has a certification as an ACTA trainer (Advance Certificate in Training).

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    Esther Ng

    Business Development Manager- South East Asia

    Singapore

  • Faye Langley

    Faye Langley - Business Development Manager

    Faye joined GainingEdge in March 2010. Faye’s projects include primarily representation and business development consultancy for a variety of GainingEdge’s clients. Faye is also the project manager for the GainingLeads Exchange whereby GainingEdge clients are encouraged to exchange bid intelligence with each other.

    Previously, Faye has provided clients with training, research and business development consultancy in numerous regions throughout the world. She is an experienced business development manager working with convention bureaus, venues and professional conference organisers.

    Prior to joining GainingEdge she served as the Business Development Executive, in the international sales team at the Sydney Convention and Exhibition Centre. She was responsible for helping and encouraging national and international associations to bring their conferences to Sydney. Earlier in her career Faye worked in the sales team at the Melbourne Convention Bureau (formerly Melbourne Convention + Visitors Bureau).

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    Faye Langley

    Business Development Manager

    Australia

  • Lesley Williams

    Lesley Williams - Consultant / BestCities, Managing Director

    Employed by GainingEdge, Lesley took up the post of Managing Director for the BestCities Global Alliance account in January 2020, having worked as Director, Market Development since July 2017. Before joining GainingEdge and BestCities Lesley was Head of Business Tourism for Marketing Edinburgh where her key focus has been sourcing and bidding for international and national conferences and events for the city. Lesley participates fully in the wider tourism arena, is a past Chair of ICCA UK and Ireland Chapter and a huge advocate for legacy and the beyond tourism benefits generated by business events. Previous experience includes business development for international hotel chains and prestigious caterers and 8 years as Director of Sales at the Edinburgh International Conference Centre (EICC) playing a key role in taking EICC into operational profit in 2003 through the development of key international and national association and corporate business.

    Lesley participates fully in the wider tourism arena sitting on international tourism committees. She is currently Chair of ICCA UK and Ireland Chapter where her aim is to ensure ICCAUK&I grows from strength to strength and continues to deliver for its members through an inspiring education programme and through business development opportunities.

    Previous experience includes business development for international hotel chains and prestigious caterers and eight years as Director of Sales at the Edinburgh International Conference Centre (EICC), playing a key role in taking EICC into operational profit in 2003 through the development of key international and national association and corporate business.

    With Edinburgh being a founding partner of the BestCities Global Alliance, Lesley plays an active part in the alliance helping shape strategy and business development. In January 2020, she was appointed as the Managing Director of BestCities.

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    Lesley Williams

    Consultant / BestCities, Managing Director

    United Kingdom