© 2008 Ira Greenberg Designing a Strategic Travel Management Program Presentation to: The Philadelphia Business Travel Association May 22, 2008 Ira Greenberg

© 2008 Ira Greenberg1 My background: Director of Financial Planning & Analysis at Rosenbluth International Associate at CFAR, Management Consultants in Strategy & Organizational Development Consulting Manager at Expedia Corporate Travel Consultant to the Corporate Travel Industry

© 2008 Ira Greenberg2 20 th Century Travel Management “I know everything’s going well when my phone doesn’t ring.” “I can depend on my industry relationships to get great deals.” “I know more about my company’s travel patterns than the airlines do, so I have the negotiating advantage.”

© 2008 Ira Greenberg3 21 st Century Travel Management “I know everything’s going well because we have a clear plan, solid support from our suppliers and my senior leaders, an in- depth understanding of our travel data, and a strategic scorecard to measure our progress. ”

© 2008 Ira Greenberg4 A Useful Definition of Strategy: A plan to successfully and measurably achieve your goals and objectives using limited resources.

© 2008 Ira Greenberg5 Every good corporate travel manager has two things at heart: 1)The amount of money your company is spending on travel; and, 2)The well being of all of your travelers. And there’s a third, very important consideration… Proving the value of your travel management program.

© 2008 Ira Greenberg6 The Key Elements of a Strategic Travel Management Program 1) Define Your Success:  Strategic Assessment & Prioritizing 2) Develop & Execute Your Plan:  Negotiating, Contracting, Managing 3) Evaluate Your Success:  Measuring, Analyzing, Scorecarding 4) Lead Up & Manage from Within

© 2008 Ira Greenberg7 Where are you on the Procurement Strategic Continuum? Transaction Purchasing Level Strategic Procurement Level

© 2008 Ira Greenberg8 Moving from Purchasing to Strategic Procurement

© 2008 Ira Greenberg9 20 th Century Prioritizing is by Dollar Value First Spend +Air +Hotel +Car Rental/Car Hire +Meetings +Agency Satisfaction +Travelers +Travel Arrangers Support +Suppliers +Senior Management

© 2008 Ira Greenberg10 21 st Century Prioritizing is by Strategic Value First Strategic Organizational Development Leading Up Strategic Supplier Relations Managing from Within Strategic Spend Management Managing to the Data

© 2008 Ira Greenberg11 Strategic Organizational Development “Leading Up” – Michael Useem, Wharton School Superiors need all the leadership assistance they can get. Keep your boss fully informed. Offer your superior a strategic insight or plan that could open up new potential for the company. Coach your boss to help him or her to find more effective ways to get the message out about your travel management objectives. Leading up does NOT mean trying to ingratiate yourself with your superiors, nor being a nagging fault-finder who criticizes people or undermines someone’s authority.

© 2008 Ira Greenberg12 Strategic Supplier Relations − Manage from Within Personally know your suppliers’ senior leaders Become a respected voice within your suppliers’ organizations Offer to become among the first to beta-test new technologies

© 2008 Ira Greenberg13 Proving the value of your travel management program. Use standard assessment tools (NBTA, ACTE) Write and a Strategic Plan and make it a “Living Document” Develop a Strategic Scorecard unique to your program and your company to quantify your progress

© 2008 Ira Greenberg14 Questions and discussion

© 2008 Ira Greenberg15 Thank you!