Managing Clients in the Mid-Market. let’s talk about us first what is it that we do?why are we...
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Transcript of Managing Clients in the Mid-Market. let’s talk about us first what is it that we do?why are we...
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Managing Clients in the Mid-Market
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let’s talk about us first
what is it that we do?why are we here?why do we think we’re qualified?
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we are not the devil reincarnate
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we’re educated opinionates
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control costoptimize spend
that’s what we do
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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…
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our clients… are very similar to yours
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mid-market accounts
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the rfp process
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know your audience
travelmanager
?
unknown uninformedprocurement
manager
very informedprocurement
manager
be prepared
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Smoke, mirrors, and lots of moving parts
Understanding the corporate travel supply chain
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why go to bid?
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why go to bid?
political
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why go to bid?
political event
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why go to bid?
political event procurement practice
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why go to bid?
political event procurement practice splinter in the mind
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“i’m going to readall of this?!”
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responses are actually measured through a matrix
remove the marketing rhetoric
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a one-page executive summary(that would be ONE page)(not two)(not one and three quarters) (just one)
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services important to client location gds implementation
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differentiating your commodity
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think outside the client box without getting trapped
inside your own
differentiating your commodity
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share an arc number?
differentiating your commodity
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we’re going to give you an onsite agentwhether you like it or not!!
differentiating your commodity
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tell us what you really do that is unique
differentiating your commodity
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“call me directly”
differentiating your commodity
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does it make sense?
pricing logical pricing unbundling v. bundling RFP pricing goals meeting long term client requirements how do you stack up?
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other differentiators
benchmarking methodology strategic meetings management service configuration options
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what is global?
who do you partner with and why?
are you global?
how are you delivering global
service?
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the rfp book of clichés
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“we’re on the <insert software name here>development committee”
(join the club)
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“we’re on the <insert software name here>development committee”
“we have programmed our software specifically to…
better example:
“…which benefits our clients because…”
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“our agents average more than 20 years’ of experience”
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“our agents average more than 20 years’ of experience”
tell us what makes them more qualified(i.e. specific training programs)
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“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)
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things to leave you with
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manage clients’ expectations
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are you really the best at what
you say you’re the best at?
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take the time to find truedifferentiators
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this is the time when we take questions