Simplifying the Airline Request for Proposal Monday July 18, 2016
Simplifying the Airline
Request for Proposal
Monday July 18, 2016
Introductions
Moderator:
• Olivier Benoit – Global Air Practice Leader, Advito
Panelists:
• Teresa Amos – Senior Global Travel Manager, Hilton Worldwide
• Chris Jones – GM Global Corporate Sales, Delta Air Lines
• Robyn Gilmartin - Manager, CWT Air Solutions
GBTA Aviation committees task force
EMEA
• Mia Anderson - AstraZeneca
• Olivier Benoit - Advito
• Guillaume Bizet - Areka
North America
• Teresa Amos – Hilton
• Hillary Dallas - PwC
• Robyn Gilmartin – CWT Air Solutions
• Chris Jones – Delta Air Lines
• Lisa Stanford – BP
• Brian Tripplehorn- Grasp Technology
RFP is a must but often perceived as painful
1. Complex process
2. Resource intensive
3. Fragmented and missing information
4. Lack of standard material
5. Inconsistent terms definition
BEST
PRACTICES• Identify business requirements of stakeholders
in planning process
• Time management – plan & allow enough time
• Communication
• Pre-message carriers of RFP plans prior to release
• Host a Bidder’s Call to highlight business dynamics,
policies, objectives of the RFP and measurement criteria
• Address legal templates at time of first Round
submission
FOR
BUYERS
BEST
PRACTICES
FOR AIRLINE
BIDDERS
• Define geography
• Highlight changes
• Clearly outline the fares offered
• Illustration of current and proposed
performance
• Quantify the total value of your proposal
BEST
PRACTICES
FOR
CONSULTANTS
• Consolidate all data sources to be used for analysis• Include in data packs
• Clearly communicate time period used for analysis
• Develop a project plan which clearly outlines all
phases involved, responsible parties and anticipated
timelines for completion of each
• Create multiple portfolio scenarios based on carrier
network footprint that can be modified based on
client needs and strength of offers
• Seek clarification from bidders, as necessary, to
ensure modelling accurately reflects intentions
Blue Sky RFP process
1. Streamline process
2. Easy to use and self explanatory documents
3. Most updated market development
4. Common language between stakeholders
5. Deliver higher ROI
What is included in the new Air RFP Toolkit?
1. Project Plan & Timeline
2. RFP Guidelines
3. Carrier Data Pack Sample
4. Proposal Template
Project Plan & Timeline• What are the key milestones?
• Planning
• Go to Market
• Negotiation
• Award
• Implementation
• Who is doing what?
• What are realistic timeline for each task?
• What are the dependencies between tasks?
• Track the status and adjust timelines
RFP Guidelines
• Comprehensive & easy to customize
• Provides language and prompts for key elements required
• Company background
• Objectives for sourcing exercise
• Evaluation criteria
• Instructions for completion
• Appendix includes sample forms
• Intent to Bid, NDA, Sample Award Letter
Carrier Data Pack Sample
• Detailed instruction with all fields definition
• Data date range used
• Spend and O&D segments at Point of sale level
• Data for Participating carrier & for All carriers
• No change for PRISM Subscribers
Proposal Template – 1/2
• Detailed instruction tab with definition of fields
• Contact details
• Pricing proposal including geography exclusions
• Target terms including current performance
• Description of all fees beyond fare basis
Proposal Template – 2/2
• Value added services capturing total proposal value
• Consistent requirements including Traveler rights, Data
Privacy, CSR, NDC questions
• Class of service description including any class mapping
change
• Geography Area description
Where to go
Where to go
GBTA HUB to upload:
1. GBTA Air RFP Toolkit (zip)
2. GBTA Airline RFP How To Instructions (doc)
https://hub.gbta.org/resources/20/rfps
RFP Toolkit next steps
• This is an evolving set of documents and will be updated
based on your feedback
• Feedback to aviation committee members or GBTA Hub
or surveys
• Aviation Committees own the Toolkit and will assign
resource to review/publish updates
RFP is over what’s Next?
• Join GBTA Aviation committee session
• “Landing Performance, a Guide to Airline Program
Optimization”
• Tomorrow July 19th at 11:30am in room BR2A-3A
Thank You for Attending!
Don’t forget, we want your
feedback!
Please take a moment now to
complete a brief evaluation at:
www.gbta.org/2016survey