Managing Clients in the Mid- Market
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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 costoptimize 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
travelmanager
?
unknown uninformedprocurement
manager
very informedprocurement
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 readall 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
inside your own
differentiating your commodity
share an arc number?
differentiating your commodity
we’re going to give you an onsite agentwhether you like it or not!!
differentiating your commodity
tell us what you really do that is unique
differentiating your commodity
“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 <insert software name here>development committee”
(join the club)
“we’re on the <insert software name here>development committee”
“we have programmed our software specifically to…
better example:
“…which benefits our clients because…”
“our agents average more than 20 years’ of experience”
“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 truedifferentiators
this is the time when we take questions
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