Managing Clients in the MidMarket lets talk about
Managing Clients in the Mid-Market
let’s talk about us first why do we what think why iswe’re itare that we qualified? we here? do?
we are not the devil reincarnate
we’re educated opinionates
control cost optimize spend 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… that’s what we do
our clients… are very similar to yours
mid-market accounts
the rfp process
know your audience ? travel manager unknown uninformed procurement manager be prepared very informed procurement manager
Understanding the corporate travel supply chain Smoke, mirrors, and lots of moving parts
why go to bid?
why go to bid? political
why go to bid? political event
why go to bid? political event procurement practice
why go to bid? political event procurement practice splinter in the mind
“i’m going to read all of this? !”
responses are actually measured through a matrix remove the marketing rhetoric
a one-page executive summary (not (that one would and three be ONE (just quarters) (notpage) one) two)
location services important togds client implementation
differentiating your commodity
differentiating your commodity think outside the client box without getting trapped inside your own
differentiating your commodity share an arc number?
differentiating your commodity we’re going to give you an onsite agent whether you like it or not!!
differentiating your commodity tell us what you really do that is unique
differentiating your commodity “call me directly”
pricing logical pricing unbundling v. bundling RFP pricing goals meeting long term client requirements how do you stack up? does it make sense?
other differentiators benchmarking methodology strategic meetings management service configuration options
are what you is global? who dohow you are partner you delivering with andglobal why? service?
the rfp book of clichés
“we’re on the <insert software name here>development committee” (join the club)
“we’re on the <insert software name here>development committee” better example: “we have programmed our software specifically to… “…which benefits our clients because…”
“our agents average more than 20 years’ of experience”
“our agents average more than 20 years’ of experience” tell us what makes them more qualified (i. e. specific training programs)
“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)
things to leave you with
manage clients’ expectations
are you really the best at what you say you’re the best at?
take the time to find true differentiators
this is the time when we take questions
thank you. i’m done now. Brandon Strauss 770 -640 -3775 bstrauss@kesselrunconsulting. com
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