Convention Services Manager (CSM)

Course Provider

Professional Convention Management Association (PCMA)


This course reviews all aspects of the role of a Convention Services Manager. The principalscovered in this course are applicable to CSMs working in all segments; hotels, CVBs and convention centers. The class is structured around several modules including: building client relationships and strategic selling; event planning and execution; administration and communication. Class participation is highly recommended to increase discussion and idea exchange.


  • Enhances your ability to understand the needs of your client and work collaboratively with them to achieve success.
  • Assists you with understanding issues and obstacles involved in the interaction.
  • Amplifies your ability to develop long-term relationships and build brand loyalty for you and your organization.


1. Building Client Relationships & Strategic Selling
  1. The Foundation, Strategic Selling.
  2. One on One Selling.
  3. Value of Cross Selling.
  4. Up selling, create and present options to clients.
  5. Unique Value Proposition.
  6. Customer’s attention.
2. Event Planning and Execution
  1. A vision of Present – the face of the future.
  2. Branded: Changing the competitive edge.
  3. Food & Beverages.
  4. Physical environment.
  5. Technology.
  6. Green Meetings.
  7. Working Internationally.
3. Administration and Communication
  1. Adding electronics to the Mix.
  2. Booking a Meeting.
  3. Standardization.
  4. Book of Tricks.
  5. Evaluation.
  6. Looking Back & going Forward


3 Days On site training by International Trainer