RFP Spaghetti - SMU Florida Aug 2014
18
RFP Spaghetti Presented for SMU Florida, August 8, 2014 Carolyn Browning, CMP, CMM [email protected] Twitter - @crbcmp
-
Upload
carolyn-browning-cmp-cmm -
Category
Business
-
view
40 -
download
3
description
The RFP process used to be time-consuming and labor-intensive. Then along came technology to make things simpler and easier. Really? They might be simpler but are they streamlined and strategic or are planners now just sending out RFPs to see what will stick? We'll discuss how both sides of the table can work together to improve the process.
Transcript of RFP Spaghetti - SMU Florida Aug 2014
RFP Spaghetti
Presented for SMU Florida, August 8, 2014
Carolyn Browning, CMP, [email protected]
Twitter - @crbcmp
What is RFP Spaghetti?
Session Objectives
@crbcmp
• Review elements for targeted site searches & RFPs
• Share best practices and key dos & don’ts from both the planner & supplier side
• Name 3 ways that NSOs or CVBs can assist with your RFP process
• Gain insight into how RFPs are evaluated –how can yours rise to the top?
Back in the Day….
So Many Options … How to Choose???
Individual CVBs
www.carolynbrowning.com
www.carolynbrowning.com
UGH!!
Be More Strategic
5 minutes – GO!
5 minutes
End
What did you learn?
www.carolynbrowning.com
RFP Components
Basics
• Proofread!
• Provide goals & objectives
• Dates & alternates (if applicable)
• Space needs
• F&B needs
• Range of rates
• Decision process/timing
www.carolynbrowning.com
RFP Components
Further refine
• Budget
• Prioritized Concessions
• History
• Competition
• Group Demographics
NSOs & CVBs – Your Strategic Partners
• Help narrow your focus
• Understand products intimately
• Can run ‘interference’ for you
www.carolynbrowning.com
Online Partners
@crbcmp
How are RFPs Evaluated?1. Hotel availability over RFP requested dates?
2. If #1 = yes, does group meet minimum guest room to space ratio to book that date/pattern?
3. If #1 & #2 = yes, does group meet revenue guidelines?
4. If #1, #2, and #3 are not met, is it a good piece of business for the hotel? If so, meet with Director of Sales/Revenue Manager & team to review.
5. If Business Review (#4) concludes that program is good fit but not during those dates/pattern – propose alternates if possible.
6. And so on….
@crbcmp
Responses back – now what?
Compare options – grid/table for easy review
First pass
Finalists
Keep communicating
Leverage relationships!
RFP “Dos”
Planners
• Strategic vs. shotgun approach
• No radio silence
• Complete information
• Relationship vs. transaction
Suppliers
• Read & respond to what was requested
• Websites & forms that are easily navigated
• If possible – best rate so don’t need to come back again
www.carolynbrowning.com
