How do I check a conference centre’s bookings from regular corporate clients?

Begin with the booking system’s records, not a summary. Ask for every corporate client who booked more than once, how they found the centre, what rooms they use and which season they prefer. Match those entries to invoices and deposits, so the calendar and the money tell the same story. Gaps between the two deserve a plain explanation.

Then look at how the relationships are held. Is there a signed agreement, a preferred supplier arrangement or only a habit? Does one person at the centre own each account, and would that person stay? A client who books because of the manager rather than the building may not follow the new owner.

Finally, test concentration. If one or two companies fill much of the calendar, ask what happens if their travel or meeting budgets shrink. Ask how cancellations, rebooking and no-shows are handled. Request a call with a few of the larger clients near closing, once the seller agrees on timing. Write what you learn into your offer conditions so the findings carry weight. Ask also about group rates given to repeat clients, and whether those rates were set by habit or by signed terms. A buyer should know which discounts continue.

Key takeaways

• Match the booking calendar against invoices and deposits for each repeat client.
• Find out whether loyalty belongs to the building or to one staff member.
• Check how much of the calendar depends on a few companies.