My good friend Betsy Bondurant of Bondurant Consulting wrote one of the best commentaries on the current excess volume of eRFPs that I’ve read so far.
Betsy’s perspective really resonates because of her understanding of the situation largely due to her extensive meetings management background at Amgen. Betsy provides a great overview of the current situation and why hotel suppliers are being flummoxed by the sheer increase in eRFP volume. Here's the Clift Notes version of Betsy’s 3 “SiMMPle” tips:
1. Ask about seven key questions that will "short list" the number of potential hotels. This will eliminate the need for all hotels to respond to the entire eRFP, which will increase productivity for everyone.
2. Tell the hotels how many RFPs you have sent out for the piece of business meeting. If they have a one in ten chance of getting the business versus a one in forty chance, you will likely get a more timely response.
3. Put an eRFP policy in place for your organization. Many people need guidance on how many to send out. Many best-in-class companies suggest identifying 3 cities and 5 to 6 hotels per city to send the proposals.
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