In hotel, resort and conference centre contracts, “heads in beds” is the metric that often determines the concessions the CLIENT receives, the penalties the CLIENT risks, and the leverage the CLIENT holds. In this discussion, event planners will learn: (1) how to interpret and configure sleeping room blocks; (2) how sleeping room block commitments, attrition and performance clauses can impact the CLIENT’s bottom line; (3) the hidden risks of overcommitting or undercommitting sleeping rooms; and (4) smart negotiation strategies to support managing the sleeping room block. Whether you’re a newer planner building confidence or a seasoned pro, this LINKEDIN LIVE will give you practical tools to protect the CLIENT’s budget, deliver value and negotiate from a position of strength.