PREPARE – This should be an on-going process. Before RFP season even begins, hotels should be preparing their corporate account target list. The list should be realistic and strategic. If a hotel has less than 150 rooms, it may be a good idea to win one or two major accounts and then begin to target the small to mid-size accounts which may be a better fit for a hotel.
SHOP – Shop competitive set to see if target corporate accounts are staying at the competition. (Hotelligence Reports are helpful) Find out what rates/amenities the target accounts are receiving. This may assist you in determining if your property can compete for the business. To be considered for the business, be prepared to offer competitive rates and attractive amenities. This knowledge provides the PHG Global Sales Team leverage when pursuing opportunities for hotels.
BUILD RELATIONSHIPS – Establish and strengthen local relationships with target key accounts. Although RFP’s may be facilitated out of a different city, many times the travel decision-makers rely on their local office for valuable input during the hotel nomination process.
RFP FACTORS – There are several factors affecting the RFP process as it relates to a hotel:
CORPORATE TRANSIENT ACCOUNT (PRE-QUALIFICATION) SURVEY – The Corporate Account Survey provides a hotel an unique compelling business case opportunity for each target account. The PHG Global Sales Team will present and discuss this critical info with clients on hotels’ behalf during the pre-bid meetings.
