From Resistance to Green Light
Initially, the organizers and the committee resisted the idea. They had a great program and a small, but loyal following, and determined that their position as thought leaders might be diluted if they “sold out” and opened up their events to a for-profit collection of exhibitors.
Pat continued to check in periodically and found that they were experiencing ups and downs with attendance and their related budget. He kept them abreast of potential competition from other start-up events. PAI proposed different ways for its contact to present to his committee, emphasizing tangible business projections and key reasons why a paradigm shift for the BIMForum would benefit the stakeholders involved, financially and otherwise. With the vision created, they gave it the green light, enlisting PAI to help them grow their event with a small tradeshow.