Managing Clients in the Mid-Market
let’s talk about us first what is it that we do?why are we here?why do we think we’re qualified?
we are not the devil reincarnate
we’re educated opinionates
control cost optimize spend that’s what we do
that’s what we do what we do comprehensive program reviews process redesign travel policy consulting procurement optimization strategic sourcing travel management outsourcing corporate hotel procurement coin axioms, acronyms, other nonsense…
our clients…are very similar to yours
mid-market accounts
the rfp process
know your audience travel manager ? unknownuninformed procurement manager very informed procurement manager be prepared
Smoke, mirrors, and lots of moving parts Understanding the corporate travel supply chain
why go to bid?
why go to bid? political
why go to bid? political event
why go to bid? political event procurement practice
why go to bid? political event procurement practice splinter in the mind
“i’m going to read all of this?!”
responses are actually measured through a matrix remove the marketing rhetoric
a one-page executive summary (that would be ONE page)(not two)(not one and three quarters)(just one)
services important to client location gds implementation
differentiating your commodity
think outside the client box without getting trapped insideyour own differentiating your commodity
share an arc number?
we’re going to give you an onsite agent whether you like it or not!!
tell us what you really do that is unique
“call me directly” differentiating your commodity
does it make sense? pricing logical pricing unbundling v. bundling RFP pricing goals meeting long term client requirements how do you stack up?
other differentiators benchmarking methodology strategic meetings management service configuration options
what is global? who do you partner with and why? are you global? how are you delivering global service?
the rfp book of clichés
“we’re on the development committee” (join the club)
“we have programmed our software specifically to… better example: “…which benefits our clients because…”
“our agents average more than 20 years’ of experience”
tell us what makes them more qualified (i.e. specific training programs)
“our agents average more than 20 years’ of experience” “we think you’ll agree, we have the most robust reporting package in the industry” (mmm hmm)
things to leave you with
manage clients’ expectations
are you really the best at what you say you’re the best at?
take the time to find true differentiators
this is the time when we take questions
thank you. i’m done now. Brandon Strauss