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MPI Partners with the European Institute of Purchasing Management (EIPM) to Conduct the First European Research on Procurement

MPI Partners with the European Institute of Purchasing Management (EIPM) to Conduct the First European Research on Procurement ( he research paper to look at the buyer-supplier relationship ‘Meeting and Event Purchasing - An Analysis of Business Relationships in Europe’

The ground-breaking research initiated by MPI was conducted by The European Institute of Purchasing Management (EIPM) with the aim to define best commercial practice, in the procurement phase, within the meetings and events sector. This first research was supported by the MPI Foundation Europe, EIBTM and MCI.

The research included a review of all the available literature on the subject and an in depth survey of corporate buyers and agencies. These resulted in both a ‘Qualitative Study’ and a ‘Quantitative Study’, the findings of which were presented to high profile companies earlier this month.
The 1st European Workshop on Events Purchasing – “Value Creation in Meetings&Events Industry: the Role of Strategic Purchasing” organised by MPI and EIPM was attended by representatives from leading companies including Nokia Siemens Networks (NSN), GLAXOSMITHKLINE, Pirelli tyre, Mitsubishi Motors Europe B.V., BMS, Eli Lilly, AXA Service AG and Carlson Wagonlit Travel.

Joyce Dogniez, CMM, MPI Director of Operations EMEA comments: “It is the first time that a meetings industry research on the relationship between procurement, meeting planning and agency services has been conducted in Europe and we are delighted to be the initiator of it. MPI’s role is about identifying challenges facing the industry and the report will be a valuable tool for all our members to maximise their business relationships.”
The Qualitative study showed that while the techniques may vary, strong relationships based on mutual trust remain the common bedrock of the agency-client interface. However, it seems that these are too often tainted by mutual distrust and misunderstanding. An ignorance of each other’s needs and objectives is a recurring theme.
“50% of buyers indicate that they have a purchasing strategy for Meetings and Events” is the headline introducing the Quantitative Study which may or may not be encouraging news, but the survey found that even those companies with a strategy often had a less than consistent approach to selecting, hiring and managing agencies.

The authors identified three levels of maturity among corporate buyers and provide a handy yardstick for assessing these. They go on to suggest that best practice could be defined as procedures to improve:

- The quality of the relationship
- The financial management of th project
- The success of the corporate meeting or event
The Report ends with recommendations for improving client - agency relationships, under the headings: Formalisation, Creativity and Image.
The research will be presented as part of the EIBTM Agency Programme on Wednesday 28th and Thursday 29th November. The seminar session is titled ‘Try to understand better who is buying&how’ and will be presented by Bernard Garcia, European Institute of Purchasing Management (EIPM).

The MPI Foundation will publish the research paper entitled: ‘Meeting and Event Purchasing - An Analysis of Business Relationships in Europe’.
For more information on MPI visit


Notes to Editor:

About MPI
• Meeting Professionals International, the global meetings industry community, is committed to delivering success for its more than 22,000 worldwide members by providing innovative knowledge and learning experiences, connecting people and ideas and creating rich marketplace opportunities. Founded in 1972, the Dallas-based organisation delivers global human connections through its 68 chapters and clubs in 20 countries around the world.
• With more than 1,900 members in Europe, MPI currently has 11 chapters in 12 European countries, including: Belgium, Denmark, Finland, France-Switzerland, Germany, Italy, Netherlands, Norway, Spain, Sweden and UK, and has a recent growth rate of about 20 percent.
• The European Meetings and Events Conference, co-created by MPI, will be held in London 18-20 April 2008. The 3-day conference, set to attract nearly 700 meeting professionals, is held annually in Europe and offers more than 30 interactive educational sessions.
More information on

Nina Gardiner or Sandra Boutonnet at Cut Communications Tel: +44 (0) 207 096 2958/53 Email:

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