1. Managing Clients in the Mid-Market

2. let’s talk about us first what is it that we do?why are we here?why do we think we’re qualified?

3. we are not the devil reincarnate

4. we’re educated opinionates

5. control cost optimize spend that’s what we do

6. 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…

7. our clients…are very similar to yours

8. mid-market accounts

9. the rfp process

10. know your audience travel manager ? unknownuninformed procurement manager very informed procurement manager be prepared

11. Smoke, mirrors, and lots of moving parts Understanding the corporate travel supply chain

12. why go to bid?

13. why go to bid?  political

14. why go to bid?  political  event

15. why go to bid?  political  event  procurement practice

16. why go to bid?  political  event  procurement practice  splinter in the mind

17. “i’m going to read all of this?!”

18. responses are actually measured through a matrix  remove the marketing rhetoric

19. a one-page executive summary (that would be ONE page)(not two)(not one and three quarters)(just one)

20. services important to client  location  gds  implementation

21. differentiating your commodity

22. think outside the client box without getting trapped insideyour own differentiating your commodity

23. share an arc number?

24. we’re going to give you an onsite agent whether you like it or not!!

25. tell us what you really do that is unique

26. “call me directly” differentiating your commodity

27. does it make sense? pricing  logical pricing  unbundling v. bundling  RFP pricing goals  meeting long term client requirements  how do you stack up?

28. other differentiators  benchmarking methodology  strategic meetings management  service configuration options

29. what is global? who do you partner with and why? are you global? how are you delivering global service?

30. the rfp book of clichés

31. “we’re on the development committee” (join the club)

32. “we have programmed our software specifically to… better example: “…which benefits our clients because…”

33. “our agents average more than 20 years’ of experience”

34. tell us what makes them more qualified (i.e. specific training programs)

35. “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)

37. things to leave you with

38. manage clients’ expectations

39. are you really the best at what you say you’re the best at?

40. take the time to find true differentiators

41. this is the time when we take questions

42. thank you. i’m done now. Brandon Strauss 770-640-3775 bstrauss@kesselrunconsulting.com