Leading Meeting Professionals

Professional Convention Management Association

Hotel Contracts Boot Camp for Experienced Meeting Professionals (NEW DATE!)

Presented By PCMA Chesapeake Chapter

Horseshoe Casino Baltimore
1525 Russell Street
Baltimore, Maryland 21230

June 10, 2015 5:00 AM UTC until June 10, 2015 5:00 AM UTC

For more info or to register click here


Please join us on Wednesday, June 10  at Horseshoe Casino Baltimore for HOTEL  CONTRACTS  BOOT  CAMP: Legal Tips and Practical Guidelines for Experienced Meeting Professionals.   We welcome our PCMA Best in Class Speaker, John Foster! 

4:30 - 5:00 PM- Registration
5:00 - 6:30 PM - Program
6:30 - 7:30 PM - Reception


You can be the best negotiator in the world, but the bottom line is whether your contract is legally clear, inclusive, and enforceable. Preparing a well-written hotel contracts requires the strategic knowledge of what to negotiate and a strategy for preparing the wording in the contract. This session is for novices and pros that need a refresher on the basics. It will cover legal tips and pitfalls to avoid that every meeting professional must understand to survive in today’s business climate and avoid expensive lawsuits. Topics will include: John’s golden rule of contracting; breach of contract issues – “penalties” vs. “damages” and what’s enforceable; the importance of understanding profit margins in hotels; the two methods of 
calculating guest room attrition damages; a recommended formula for calculating attrition damages, the audit clause and privacy, cancellation vs. termination, plus much more. The session will be interactive and your questions will be addressed.


Learner Outcomes

At the conclusion of this session, attendees will be able to:

1. Identify and understand the issues and legal principles in hotel contracts that cause the most friction between planners and suppliers.

2. Identify the difference between penalties versus damages and what’s enforceable.

3. Discuss the various methods of calculating Attrition and Cancellation damages in guestrooms and catered food and beverage functions.


JOHN  S. FOSTER , E Q . CHME is an attorney and counsel whose firm FOSTER , JENSEN  & GULLEY , LLC specializes in the legal aspects of meetings & conventions, trade shows & events, and association management. John is outside counsel to Meeting Professionals International (MPI) in reviewing industry contracts and handling other legal issues. He has been an associate or general counsel for over four hundred (400) national and regional associations and companies since 1986 and has been named nine times as one of the 25 most influential people in the meetings industry by MeetingNews. His peers have also voted John a Special Recognition Award as “Corporate Member of the Year” through the Georgia Society of Association Executives. PCMA Members voted John “Author of the Year”.

John’s professional experience includes twelve (12) years as a director of sales and marketing for Hyatt Hotels and Resorts, Marriott Hotels and Resorts, and Holiday Inns and he holds the Certified Hospitality Marketing Executive (CHME) designation from HSMAI. John is also a founding member of the Academy of Hospitality Industry Attorneys (AHIA) and is active in ASAE, MPI, PCMA, and IAEM. He is the legal columnist for Convene, published by PCMA, and the author of three books on the legal aspects of meetings and conventions: Meeting & Facility Contracts, Meetings & Liability and Independent Meeting Planners & the Law. John is also a co-author for PCMA’s Professional Meeting Management book, chapter on “Contracts in the Meetings Industry”. He has also served as a Subject Matter Expert on legal issues for MPI and as an MPI Platinum Speaker. John is a well-known expert in the association and hospitality industry and he speaks frequently at industry events worldwide.

Event Type: Chapter Event

Continuing Education Credit

1.00 Credits