Over the course of its 25-year existence, MECC Maastricht has managed to develop a strong reputation as a location and destination where clients can count on excellent service and can avail themselves of high-quality facilities. When, in early 2012, the board of directors and the management changed, Increso was asked to safeguard continuity at the commercial business development department on an interim basis.

With regard to some aspects, we went back to basics during this temporary assignment and we restructured the department, re-wrote and implemented processes. But more importantly, we returned the focus to the core business. Paying attention to MECC Maastricht's clients and spotlighting proactive sales within the various segments potential organisers are active in. In order to achieve maximum yield within this focus we provided the Business Development Managers with an extensive toolkit featuring ingredients such as professional knowledge/expertise, a solid pitch and other supporting tools.

After a year, we were able to observe the further professionalisation of this department's staff and can conclude that the changes implemented have contributed to the development of growth in the quantity and diversity of MECC Maastricht's client portfolio. And, as a result, both turnover and yield are growing.

More information on MECC Maastricht can be found at www.mecc.nl.