Buyer/Supplier Relations and Negotiations

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Presentation transcript:

Buyer/Supplier Relations and Negotiations Rick K Wakida, CTE, CCTE, GLP GBTA Upstate New York Chapter Education Day 2016 May 17, 2016 © 2015 GBTA Upstate New York Chapter. All rights reserved.

Agenda Business Travel versus Leisure Travel Relationship Definition Buyer/Supplier Relations Identifying Potential Buyers/Suppliers Managing Relationships with Buyers/Suppliers Monitoring Results Cultivating Relationships with Buyers/Suppliers Sourcing Process Negotiations © 2015 GBTA Upstate New York Chapter. All rights reserved.

Business Travel versus Leisure Travel Leisure Considerations Lowest costs Flexibility (dates, times, airports, los) Business Considerations Application of travel policy Travel Profiles Negotiated supplier agreements Company FOPs Duty of Care QC Expense reporting tool Management reporting © 2015 GBTA Upstate New York Chapter. All rights reserved.

Relationship Definition 6/13/2018 Relationship Definition What is a relationship? The way in which two or more people or things are connected Does the relationship serve the interests of both parties? Inception Natural versus developed © 2015 GBTA Upstate New York Chapter. All rights reserved.

Buyer/Supplier Relations Identify, cultivate, and manage relationships with current and potential buyers and/or suppliers that support the travel program’s goals and objectives Identify potential buyers/suppliers Cultivate current and potential buyers/suppliers Manage current buyers/suppliers © 2015 GBTA Upstate New York Chapter. All rights reserved.

Identifying Potential Buyers/Suppliers 6/13/2018 Identifying Potential Buyers/Suppliers Conduct due diligence with respect to potential buyer/supplier Establish and prioritize mutually beneficial strategic travel program goals Monopoly mkt; low rated biz; overlapping pattern; bad credit; bad driving record Shift mkt share; high rated biz; complimentary pattern © 2015 GBTA Upstate New York Chapter. All rights reserved.

Managing Buyer/Supplier Relationships Monitor and ensure compliance Identify and execute process improvements Conduct or participate in account reviews Conduct internal contract audits © 2015 GBTA Upstate New York Chapter. All rights reserved.

Monitoring Results Schedule account reviews Occasionally schedule formal audits/process improvement exercises Treat as a continuous cycle © 2015 GBTA Upstate New York Chapter. All rights reserved.

Cultivating Buyer/Supplier Relationships 6/13/2018 Cultivating Buyer/Supplier Relationships Prepare and issue/respond to RFxs Evaluate and select suppliers/customers based on RFx responses Mutually develop SLAs and KPIs Identify and agree on technology platforms used to support contract goals Negotiate contract terms and conditions Develop and implement communication plans Communicate contract details to appropriate parties Gather data > narrow choices > prepare and send RFP > evaluate and negotiate proposals © 2015 GBTA Upstate New York Chapter. All rights reserved.

Sourcing Process Market Characteristics Bid Preparation RFx Content 6/13/2018 Sourcing Process Market Characteristics Bid Preparation RFx Content Analyze RFx submissions © 2015 GBTA Upstate New York Chapter. All rights reserved.

Negotiations Negotiation Terms Define Negotiation Ranges 6/13/2018 Negotiations Negotiation Terms Most Desired Outcome (MDO) Least Acceptable Agreement (LAA) Best Alternative to a Negotiated Agreement (BATNA) Zone of Possible Agreement (ZOPA) Define Negotiation Ranges Success is possible if LAAs overlap (ZOPA) Failure is likely if LAAs do not overlap (BATNA) © 2015 GBTA Upstate New York Chapter. All rights reserved.

© 2015 GBTA Upstate New York Chapter. All rights reserved.

© 2015 GBTA Upstate New York Chapter. All rights reserved.

© 2015 GBTA Upstate New York Chapter. All rights reserved.

© 2015 GBTA Upstate New York Chapter. All rights reserved.

© 2015 GBTA Upstate New York Chapter. All rights reserved.

© 2015 GBTA Upstate New York Chapter. All rights reserved.

© 2015 GBTA Upstate New York Chapter. All rights reserved.

© 2015 GBTA Upstate New York Chapter. All rights reserved.

© 2015 GBTA Upstate New York Chapter. All rights reserved.

© 2015 GBTA Upstate New York Chapter. All rights reserved.

© 2015 GBTA Upstate New York Chapter. All rights reserved.

© 2015 GBTA Upstate New York Chapter. All rights reserved.

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