The Business Event Planning and Performance scenario defines the following for business events: planning, offers, performance, and follow-up processing.

On the basis of the business event requirement, the organizer plans and creates his or her offer, which he or she then publicizes for (potential) attendees using advertising actions.

If there are sufficient attendees for business events, and if the required resources (instructors, rooms, equipment, materials, etc.) are available, the business event can be prepared and performed. Otherwise, it must be cancelled by the organizer. An appraisal of the business event attendees or of the business event can constitute part of business event performance. The results of the business event are then processed for the attendees and instructors, and transmitted to them.

Finally, the business event costs are identified with the cost object, and the business event fees are charged to the attendees.

The qualitative and quantitative business event requirement and business event categories (subject areas, business event types, etc.) are determined.

First, the method of determining requirement is specified. The necessary information is then obtained from the market for sales, and requirement is determined according to the selected method.

The following can constitute information from the market for sales:

• Results of observing and analyzing the market,
• Requirements from the enterprise itself (personnel development's need for internal training events, sales and distribution's need for product-based training events, etc.), and
• Information on inquiries, prebookings, and orders (such as previous year's bookings, waiting list bookings) in business event attendance administration.

The business event catalog - a program of services offered by the organizer - is created.

One or more alternatives are created and evaluated for the business event catalog, based on the business event requirement, the situation on the market for procurement of business event resources, and the strategy of the enterprise. Finally, a decision is made to adopt one of the alternatives as the business event catalog. If the business event catalog exists, the services of the organizer that it describes can be offered, and actual business events can be planned.

Business event dates are planned.

First, information is obtained on the business event requirement and on the availability of resources, particularly key resources.

One or more alternative overall schedules are created. The alternatives are evaluated, and a decision is made as to which business event dates are offered, and which areas of the business event requirement are not covered in this period. Finally, business event resource administration is requested to reserve the obligatory business event resources, and to take account of further resource requirements in its planning. The business event dates can be offered.

The method of obtaining resources required for business events, and the method of using the obtained resources, are planned.

The resources are obtained in accordance with resource planning: business event resources are reserved or cancelled, or reservations are changed. For example, instructors who are employees at the enterprise itself are obligated by operative shift planning. Materials are reserved by warehouse management or procured by purchasing.

The organizer's business event offer is publicized.

The organizer makes decisions on the target group and subject matter of the advertisement, the advertising instruments and media to be used, and the finances available. A purchase requisition is created using the business event advertising service.

At a fixed time prior to the scheduled start of the business event, the number of attendees booked for the business event and the availability of business event resources are used to decide whether the business event can be performed, whether it must be cancelled, or whether business event planning needs to be corrected.

If the business event can be performed, the final list of attendees is determined. On this basis, the final resource requirement is determined. The attendees receive further documents, if necessary, and attendees on the waiting list must be cancelled and, if possible, provided with an alternative offer.

Business event resource administration is requested to obtain outstanding resources.

If the business event must be cancelled, attendees must be cancelled and, if possible, provided with an alternative offer. Reserved resources must be released, and incurred business event costs must be allocated or reposted.

The business event is performed according to the specifications.

The business event and associated factors are evaluated by the persons involved.

As a rule, the appraisers are the business event attendees. Appraisers can also be instructors, or the departments or enterprises to which the attendees belong.

The appraisal specifications - that is, the appraisers, the appraisal criteria and methods to be used, and other general organizational criteria - were determined when the business event catalog was created.

First, the appraisers, criteria, and methods are determined, and the appraisal procedure is specified. The appraisal is then performed.

The degree to which a business event attendee acquired the qualifications imparted by the business event is appraised. As a rule, the appraisal is performed by the instructor. However, other persons can also be requested to perform the appraisal.

The appraisal specifications - that is, the appraisers, the provisions, the question of which attendees must be appraised according to which appraisal criteria and methods, and other general organizational criteria - were determined when the business event catalog was created.

First, the appraisers, appraisees, criteria, and methods are determined, and the appraisal procedure is specified. The appraisal is then performed.

The business event results are processed and transmitted to the attendees and instructors (statements, resulting reports, materials for follow-up processing, etc.)

The attendees are billed for attendance fees, and possibly for replacement, rebooking, and cancellation fees. The amount of the fees and the methods of payment have already been determined in business event attendance administration.

First, a list is created of fees incurred. Fees that have already been billed are taken into account. The items to be settled or allocated are then selected. Finally, these items are forwarded to sales and distribution or controlling for billing or internal activity allocation. On the basis of existing billing documents, billing documents may need to be cancelled and/or credit memos created.

After a business event has been performed or cancelled, incurred business event costs must be identified with the cost object for the business event.

First, a list is created of business event costs incurred. The items to be allocated or reposted are then selected. Finally, these items are forwarded to controlling for cost transfer or internal activity allocation.

The organizer's activities are monitored for specific reasons, or at regular intervals.

Particular emphasis is placed on monitoring the attractiveness of the business event catalog and offer, the quality, performability, and profitability of business events, the ratio of demand and/or requirement to the business event dates offered, and the degree to which business event resources are employed.

On the basis of the analysis performed, decisions may be made as to whether the business event requirement must be determined, and whether the business event catalog and/or business event planning must be corrected.

On the basis of a market analysis or explicit business event attendee requirements, for example, a new business event type can be included in the catalog. If demand for a business event is low, an advertising campaign may be necessary. If demand for business events of a business event type is high, additional business events can be scheduled.