Our industry, like many industries, survives on recommendations; for better or worse, we simply can’t live without them. And I like to think that when I’m recommended for a job it’s because of the high quality of my work and my professional manner. However, there are recommendation tactics in our industry that have nothing to do with talent or professionalism. For example, it pisses me off when a client wants to hire me but has already chosen a venue that works exclusively with a short list of “preferred vendors.” In other words, if I’m not on that venue’s preferred vendors’ list, then the client cannot hire me.
Unfortunately, the “preferred” vendors make this “not very good” list for one of two reasons:
1. The venue gets some kind of kickback or special deal for referring clients to these vendors.
2. The venue is really just concerned that a client will choose an inexperienced vendor who will damage or even ruin the ballroom or other event space.
Now a few questions for you:
Has this ever happened to you? Have you had clients who were interested in hiring you until they found out you weren’t on their venue’s preferred vendor list? What happened? Did you lose the job? And for those of you who may be on a venue’s preferred vendor list, please share your perspective. I’m always interested in hearing the other side… Everyone, please join the conversation in the comments.
And be sure to check back later this afternoon; I’ve got A LOT more to say about the practice of recommendations in our industry!
PREVIOUS
George Bernard Shaw once said: “You see things and say, ‘Why?’ But I dream things that never were and say, ‘Why not?’” That quote embodies how Preston Bailey approaches every event.
Marc Matteo
May 9, 2011
Fortunately I am on the recommended list at many catering facilities for the work I do and the person I am. I don’t give kickbacks to them. They recommend me because I do the work that lives up to their expectations. I have, however, been approached by caterers and DJ’s, etc to be on their “preferred” list. In exchange, I would have to pay a commission. Obviously I turn them away but some don’t and they end up paying.I haven’t had anyone not book me because I wasn’t on the list. When I meet with a client they already know my work and what I am all about. So it’s my reputation that goes above any type of preferred list. In the end, the “pay to play” mentality doesn’t bother me. In this age, brides are internet savvy. They will do their research. They will view tons of websites. It doesn’t matter if a caterer recommends a company. If their work sucks the brides will know.
Ajans Sir
May 9, 2011
this once happened to me. We got really good relation with the customer but my company wasn’t on the preferred vendor list of the Hotel but the customer did’t care at the first about that. but later on I didn’t want to get the job becasue the hotel asked for a commission which my customer was ready to pay but I refused it anyway. Because I couldn’t believe that I would worked efficiantly at that place. ( sorry for bad english it has been so long since I used English. I hope I was able to tell what happened to me in that situation.)
Lorraine
May 9, 2011
I am the event manager at a venue. Because of our location, 90% of our couples are destination. Because most of our couples do not have a reference of even where to start to find local vendors I have assembled a preferred vendor list. No one on this list gives us a ‘kick back’ for reccommending them. We just know that they are all quality vendors and are sure that they will more than take care of our clients needs. If our couple finds an outside vendor that they would like to bring in we just ask for proof of license and insurance so that we are all covered for the days events.
April Gladieux
May 9, 2011
I have been approached by a few clients that already had their venue booked and I was not on the venue’s preferred list. When this happened, I gave the venue a call to ask their “recommendations” for being on their preferred list of vendors. Two of the venue’s just told me that since they have been in business for so long, they stick with the vendors that have been with them the longest. To me, new vendors are not always “bad” vendors. As a newer vendor (been in business 3 years), I bring fresh ideas to the table….but that is whole other subject.
The other venue did require a contract and a “kick back.” No thanks!
I did end up working with the two “older” venues and proved to them that us “young bucks” can be as good or maybe even better than the “older” vendors!
Eve
May 9, 2011
This is a tough one. Venues and companies have reasons why they have a preferred supplier list in a first place.
There are always ways to find your way in. Yet, after all if a client is paying huge amounts of money to the venue, they should be able to choose their own service providers.
Usually there is no problem for designers and florists, but for the planners this is tricky.
In one example, I worked as a planner according to a specific venue’s preferred supplier list. One of the supplier chosen by the client ruined a wedding day experience for the bride. The venue took no responsibility (even though it recommended the supplier). At another wedding, I advised my client to be cautious about using that supplier. That same supplier is now threatening to sue me for defamation of character and lost income. When I approached a venue to address the issue, once again the venue did not wish to get involved in what was seen as a ‘thing’.
So here you have it – recommending suppliers but not taking responsibility, that is my experience of the venue’s supplier list.
Most of my brides have told me that they found a supplier list not to be helpful and opted to find their own suppliers, and even change venues if needs be (and that has happened before too). Weddings are not a science, you can never predict it all. Weddings are all about art and beauty and talent. Yet, it is business and as with any business this is where all the other intricacies come into play. Can’t wait to read your next post
A Day To Remember
May 9, 2011
I’m on both sides of the spectrum. We are the preferred vendor in some venues, but we do not and will not pay to be on the list or receive kickbacks of any sort. I’ve had venues approach me and wanting us to pay, but we refuse to do so. We want people to hire us for who we are, our service and quality and name. Most venues here don’t “force” a client to use a “preferred vendor”, but simply charge the client more if they chose to go outside of the “list”. If the client really wants to hire us, they will do so.
It is a sad thing to be required to hire from the “preferred list” only if the client really doesn’t want that particular vendor. Great topic Preston!
Monique Sayles
May 9, 2011
I would love to intern at your company. I have sent in my resume and its on file i hope.Please contact me if you need anymore eger interns.
Beth Bernstein
May 9, 2011
Could not agree with you more. We have lost a few events due to not being on the venue’s preferred list. In those cases, it was actually the bride’s parents who “laid down the law,” even though the bride and groom wanted to hire us regardless.
We do not accept referral fees, kickbacks, or whatever else it is people call them. We pride ourselves on working with a variety of vendors so we can best match our clients with vendors that meet their needs, not because we know we will get something out of it.
This is something many brides son’t know that goes on in the industry, and they should be made well aware of it.
Heather Hamilton-Sims
May 9, 2011
We are listed on the recommended list of a few venues, however of those venues we are no means the exclusive planners nor do we pay or give kickbacks. Now, on the other hand, I have lost potential clients because the venue required a client to hire from their “preferred” vendor list. It amazes me that some venues still do this because brides are pretty saavy on the ins and outs of the industry lingo and will walk away if they feel they are getting the raw end of the deal. Those are the brides that make up my client base.
My philosophy is that if it was meant to be, it will be.
Angela
May 9, 2011
I guess sometimes it really depends on the client. I once had a situation like that and automatically thought i was not going to get a job because I was not on the preferred list, but the client was insistent and eventually got her way. More often than not- once you are not on their preferred list, there is a lower chance of securing that job.
Mel
May 9, 2011
Here in Raleigh, most of the nicer Hotels and private Clubs do have referral lists, with 3 to 5 vendors each catagory. However, none of them are for kickbacks. Good vendors all refer each other. Most do not mind if the client wants to bring in a vendor that is not on the list as well. As long as they respect their staff and space, have insurance, etc. But if they screw up, then they are not allowed back.
Ellen Prague
May 9, 2011
I am not a planner, but do wedding, shower and celebration invitations (for the past 30 years) . I am on some “preferred vendor” lists, but some of the planners will not recommend unless there is a kickback involved. I have never felt comfortable with that. I hope I’m recommended because of my reputation for excellence, and I would never recommend anyone for pay… but because I felt they were excellent at what they do.
afcpam
May 9, 2011
I can’t imagine YOU not being on every preferred vendors list!
Kristen
May 9, 2011
This happened to me with an acquaintance and his bride. We had a great first consult and I told them I would do a quick inspiration board (before signing a contract) for them to see, because I knew them. Prior to the initial consultation, they booked a higher end venue in the mountains on a Thursday afternoon thinking they would save money and the venue told told them they would be provided with a wedding planner who would help them “sell” the idea of coming to a wedding at 1:30 pm on a Thursday at a venue that is at least two hours away (one way). I explained to them that the venue was providing an event coordinator (as listed in the contract) not a planner and when they called the venue to confirm, they were told they could only use their recommended event coordinator and that an outside wedding planner/designer (I do both) could not be present. It’s sad because I know they are not happy with the situation and they are paying the same fee for the event coordinator and not getting the same service as I would provide for the same amount.
elizabeth
May 10, 2011
What we anticipate seldom occurs what we least expected generally happens
Pink Party Girl
May 12, 2011
I use to work as a marketing director at a local museum, and was in charge of all the events at our location.
Because we were a historic home, and there could be no nail holes from hanging decor, etc., we had a list of ‘preferred providers’ or vendors that we recommended, we still allowed others to cater, etc, after they were given the huge set of rules. Our only concern was the museum, so absolutely no kickbacks were allowed!
You would be surprised (or maybe not!) at how many people try to push the limits – even one of our city’s top designers (who was not on the list, but because of who he was we allowed him in) took a hammer to the walls anyway!
Gregg Hollmann
May 18, 2011
As a wedding DJ in New Jersey, I was once treated very rudely by a banquet staff that has an embedded DJ company (with a sales office onsite). The hall strongly recommends their in-house DJ, but reluctantly allows outsiders.
My cousin, who is a banquet manager at a resort in Newport, Rhode Island, says that some venues will not allow vendors who are not on their list, unless paying a fee. Sort of like a ‘corking fee’ for bringing your own wine to a restaurant with a liquor license!
Our company has never paid kick-backs or commissions, but the practice definitely exists.
Michelle Mendoza
June 6, 2011
Being on the preferred list has become crucial to many companies success when planning for events.