How to Gain CLevel Support Shelby Le Maire
How to Gain C-Level Support Shelby Le. Maire May 17, 2013
What is C-Level Support? 1 • C-Level is an adjective used to describe high-ranking executive titles within an organization. C, in this context, stands for Chief. • C-Level titles include (among many other possibilities): – CEO (Chief Executive Officer) – CIO (Chief Information Officer) – CFO (Chief Financial Officer) – CSO (Chief Security Officer) • C-Level positions are also referred to as a company’s executive team. Source: http: //searchcio. techtarget. com/definition/C-level This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
Importance of C-Level Support 2 • Travel Programs with C-Level support are most often successful – Facilitates program compliance – Creates a synergistic strengthening of the program (each C-level organization is aligned) – Defines leadership by example – Fosters opportunity for program evolution • Travel Programs lacking C-Level support are generally the first to fail – More difficult to mandate compliance – Prohibits program growth – Obvious target for budget reduction – Employees will question program’s “usefulness” Increases Program Effectiveness This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
Gaining C-Level Support 3 • Demonstrate leadership qualities within your company – Think strategically and be a visionary – Willingness to take responsibility – Gain peer/employee respect – Possess qualities that makes people want to listen – Embrace change – Display confidence • Become company’s travel industry expert – Full knowledge of the travel industry – Recognized by your peers as a reliable source of information – Stay on top of the latest trends and what is creating those trends • Be visible – Various types of communication Knowledge is Power This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
4 How to Prepare for C-Level Presentations This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
New Travel Program Preparation: Phase 1 5 • Understand company mission, culture, and power structure – Develop rational programs to synergize with your company’s mission and success parameters • Net effective savings with improved service quality • Improvements to traveler security and safety • Enhanced supplier relationships with improved response • Reduced liability/risk at all levels • Employee (traveler) satisfaction • Clearly define program objectives and benefits – Must be quantifiable and align with your company’s stated goals/mission – Greater efficiencies are obtained when the program integrates with and/or strengthens existing company program structures – Program should allow for standardization of its component practices and procedures Look Beyond the Travel Department This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
New Travel Program Preparation: Phase 2 6 • Program conceptualization and development must be driven by C-Level concerns and desires – Financial • • • Upfront costs (capital investment) Operating expenses Revenue Efficiencies Shareholders – Employee • Satisfaction/morale • Acceptance/compliance • Federal/state/local law compliance (e. g. duty of care) – Program • Supplier performance (SLA’s) • Terms and conditions of supplier engagement (term for convenience, minimum commitments, etc. ) • Technology Show the “WOW” Factor This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
New Travel Program Preparation: Phase 2 (continued) 7 • C-Level concerns and desires are used to shape the building blocks of a program • Complete the shaping of these building blocks to ensure the final program structure will function efficiently and effectively within the travel industry • Your program should contain building blocks for: – Employee communication and training – Timeline and implementation plans – Internal resource utilization • The final program must successfully address C-Level concerns AND address concerns they may not be aware of Remember – The Untrained Eye is Blind This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
New Travel Program Preparation: Phase 3 8 • Be Company’s Subject Matter Expert – Research/benchmark/white papers/case studies/networking – Reach out to internal resources – Be prepared to answer questions especially about “how much this will cost” versus “what the expected cost savings might be” • Address C-Level concerns and desires – Keep development cost projections in line – Show it will enhance employee performance/morale – Define how the program will strengthen your company • Approach C-Levels with a plan not just an idea – Factual, concise and well-organized presentation – Be respectful of their time (no more than 5 -10 slides) – Show the expected result - do not count on a leap of faith This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
9 Case Study As a Corporate Travel Manager it is important that you secure C-level support for such an important program This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
Strategic Meeting Management Program (SMMP) 10 • Facts – Most companies do not adequately measure event and meeting spend – Studies show that approximately 25%+ of total travel spend is for meetings or events This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
Strategic Meeting Management Program (SMMP) 11 • What is a SMMP? – SMMP is a program composed of policies and procedures, strategic sourcing protocols, company approvals, and the establishment of standardized processes • Benefits of a SMMP – Improves efficiency and fosters tactical thinking – Lowers costs while simultaneously enhancing and ensuring quality – Helps create a companywide environment and work practice that will enable your company to reduce risk at all levels This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
SMMP – Preparation 12 • Becoming subject matter expert – Study all available information on the subject • White papers, industry Internet sites and journals, case studies, industry benchmarking, etc… – Consult with industry resources (travel agency, hotels, other travel managers, etc…) • C-Level concerns and desires for a SMMP – Strive for greater meeting effectiveness – Improve service quality – Increase cost savings and efficiencies – Enhance employee satisfaction – Reduce company and employee risk This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
SMMP – Preparation (continued) 13 Categorized concerns and then address each… • Financial – Focus on savings and cost avoidance to demonstrate ROI • Approximate current meeting spend • Estimate potential savings/cost avoidance (derived from industry case studies/benchmarking/previous ) • Outline how you will achieve and monitor savings – Eliminate contract risk – Share best practices for cost savings and quality experiences – Develop a well thought out comprehensive RFP process – Provide all relevant meeting reporting This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
SMMP – Preparation (continued) 14 • Employee – Identify key stakeholders to assist in program support • C-Level champion for your program (helps influence others) – Enhance attendee quality of experience • Quality standards amongst suppliers • Helps ensure meeting objectives are accomplished – Compliance • Training/tracking – Present to internal stakeholders for feedback and “acceptance” prior to presenting to C-Level (i. e. executive admin staff) – Feedback for improvements This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
SMMP – Preparation (continued) 15 • Program – Develop a well-constructed policy to control costs, promote preferred suppliers/venues and mitigate risks – Program training and communications which increases cost consciousness and program effectiveness – Realistic implementation plan and timeline – Demonstrate a method to ensure program compliance and specify how noncompliance will be managed – Ensure continuous process improvement – Define corporate social responsibilities • Impact on environment (activities) • Community impact This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
Summary 16 • How to Gain C-Level Support – Gain their respect…. through proven performance – Understand incorporate company culture – Identify all key C-Level executives to assist in program support – Be prepared…. know your subject – Set clear objectives/goals/plans – Address C-Level concerns/desires – Be concise and present facts…hook them at the first slide This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
Final Thoughts 17 • Our first responsibility is to our employees – Employee safety and well-being is at the forefront of our programs, policies, thoughts and concerns • Every program we develop impacts our travelers – Impact should be a positive one • Employee feedback is important to address – Feedback should be taken seriously • Be open to suggestions and ideas for change and improvement • Opinions influence others This presentation was created by i. Robot exclusively for the World Travel, Inc. Spring Symposium. The information herein is for educational purposes and should not be replicated or duplicated. For further information, sources, or permission, please contact Shelby Le. Maire at i. Robot ( slemaire@irobot. com or 781 -430 -3208).
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