ETABid launches RFP guide
ETABid by Lanyon has published a free guide for suppliers on how to win tenders for corporate travel contracts.
The company, which provides web-based request for proposal (RFP) tools, has made the guide available online and in print.
It covers topics such as successful bid writing, management and auditing and whether to bid for a contract or opt for a no-bid instead.
ETABid decided to publish the guide after its research revealed suppliers spend up to 5% of the value of potential contracts on the sales process.
“Travel management companies can spend more than £500,000 in executive time and travel costs on bidding for the largest global corporate contracts,” said a spokesman.
“Yet in spite of the expense involved, travel suppliers often leave the task of writing and managing RFP responses to relatively junior staff, usually with little or no formal training.”
Karen McGee, creator of ETABid, explained: “The most efficient sales teams have up to a 90% success rate with their RFP submissions, while for the least efficient it is as low as 10%.
“Given the significant costs involved, urgent action is needed to improve their hit rate – and our guide can help them get started.”
By Bev Fearis
Bev
Editor in chief Bev Fearis has been a travel journalist for 25 years. She started her career at Travel Weekly, where she became deputy news editor, before joining Business Traveller as deputy editor and launching the magazine’s website. She has also written travel features, news and expert comment for the Guardian, Observer, Times, Telegraph, Boundless and other consumer titles and was named one of the top 50 UK travel journalists by the Press Gazette.
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