Balancing the Scales: How We Manage Small Requests as a DMC in Germany

As a Destination Management Company (DMC) based in Germany, we’ve observed a shift in the incentive travel industry. Clients are increasingly managing their larger projects in-house, leaving us with a growing number of smaller, often less profitable requests. These projects can be resource-intensive, but with the right strategies, they can also be opportunities for long-term growth. 🌱

In this blog, we’ll share how we, as a DMC, handle these smaller requests effectively. 💼

1. Recognizing the Hidden Costs of Small Requests 🕵️‍♂️

Small projects might seem simple, but they often require just as much effort as larger ones, with thinner profit margins. We’ve learned to identify and acknowledge these hidden costs early on to protect our overall profitability. 💡

2. Streamlining Resources for Efficiency ⚙️

Efficiency is key to managing smaller projects. We’ve adopted automation tools to handle routine tasks, freeing up our team to focus on more complex aspects. Additionally, we outsource certain tasks when necessary, ensuring we maintain high-quality service without overextending our resources. 🛠️

3. Leveraging Small Requests as Growth Opportunities 🚀

Rather than viewing small requests as a burden, we see them as opportunities. By consistently delivering excellent service, even on smaller tasks, we’ve built stronger client relationships. These often lead to larger projects and long-term partnerships. 🤝

4. Setting Boundaries: When to Say No 🚫

Not every request is worth the effort. We’ve developed clear criteria for accepting or declining projects, allowing us to focus on those that align with our goals. When we decline a request, we do so politely, often offering alternatives to maintain client goodwill. 🙏

5. Collaborating for Success 🌍

Collaboration has been crucial in managing small requests. By partnering with hotels, airlines, and other industry players, we can pool resources and handle these projects more effectively. This approach often leads to better outcomes for our clients and fosters industry relationships. 🌐

6. Educating Clients on Value 🎓

Clients don’t always realize the resources required for small projects. We take time to educate them about the value we provide, even for their smaller requests. Clear communication helps us set expectations and ensures our clients appreciate the full scope of our services. 📢

Handling small requests efficiently is a challenge, but with the right approach, it can become a strategic advantage. By recognizing their potential, streamlining our processes, and focusing on client education, we’ve turned these smaller projects into significant opportunities for growth. 📈