With the Corporate RFP Process, expect a season guaranteed to both rain and shine. And sometimes, when it rains...it pours.
It’s important to quantify each potential scenario for your RFP strategy and better understand what an ineffective process could cost you.
Setting the Scene
Let’s break down the best and worst cases when negotiating a standard, single RFP with two day-in-the-life scenarios.
Meet the heroes in our story:
We find our heroes deep in the throws of Corporate Travel RFP Season.
Sunny Day Scenario
But those rainy days come around often enough, and they're never a wanted visitor.
Rainy Day Scenario
Not only does this scenario signal that sellers are spending valuable time working a process, but there’s an opportunity cost associated to their inability to perform other, likely more impactful, sales activities.
So, how much is this going to cost me?
Assuming there are equal sunny and rainy-day RFPs, and each one costs between $126-$630, that's an average cost of $378 per one RFP.
Fast forward to RFP season. Assume your hotel receives around 1,500 RFPs…let’s do the math.
1,500 RFPs x $378 results in…$567,000…well, that’s a lot of hidden sales costs.
Plain and simple: you don’t pay salespeople to be administrators of a process.
It's time to get sellers back to doing what they do best…SELLING!