As a planner your client trusts you to represent them and negotiate the best value you can to benefit them. Make sure they see you have focused on hotel room rates, negotiated food and beverage and investigated additional values like complimentary upgrade suites, presidential suites and VIP services. Once you develop a solid relationship with your hotel sales manager and they are doing their best to meet the requirements of your RFP, tell them you want their best offer and that you will not come back to renegotiate. You can save time and the salesperson appreciates when you say – you have heard the requirements, please make your best offer. This end result can be accomplished with solid communication through a very complete RFP. Use hotel chains who have worked well with you in the past. Make sure you let the sales manager know about your past business with their chain as this motivates them to win the new opportunity for their brand.