RFP Process
RFP Process
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Develop your pre-work for the negotiation season
A Prepare your Business Case
For properties currently in an account’s preferred program
and receiving substantial room night volume, the IHG Account
Manager will submit that hotel to the travel buyer for the
upcoming year’s RFP. The Business Case process is
designed to offer hotels that are not currently in a key
account’s preferred hotel program the opportunity to build
the case for consideration. Submitting a compelling Business
Case helps IHG Account Managers tell your story to the
account. However, there are no guarantees of acceptance.
The acceptance process is driven by client expectations and
needs. For more information visit The Sales Source (keyword
search: RFP Central › RFP Business Cases – Completed
Samples) to view completed Business Case samples.
B Evaluate the City Volume Report
The City Volume Report is located in The Sales Source in the Key Accounts tool. This report outlines volume
by key markets and should be used as part of the annual Business Case and RFP process. When used in
conjunction with other local market intelligence, the City Volume data can help identify potential target accounts
conducting business in your area.
C Complete the Wish/Want/Walk Rate Grid for all your KNRs
This new tool brings a more strategic approach to developing
by-account rate plans for your managed key accounts (KNRs) in
advance of responding to the RFP. The tool combines historical
data from the previous year’s RFP as well as KNR traveler stay
information at your hotel from the Hotel Account Review (A.R.T.)
tool. This data, combined with your own local market intelligence
provide the framework for developing informed rate offerings to
maximize room revenue from managed key accounts. The
Wish
Rate is an ambitious or aspirational rate. The Want Rate
is the desired or optimal rate where you expect negotiations
to conclude. The Walk Rate is an undesirable rate. It is not
market appropriate or profitable for your hotel. Once you’ve
completed the rate grid for all your KNRs, Global Sales
Account Managers will review your submissions in advance
of receiving the RFP, thus promoting a strategic, collaborative
approach to the RFP process. Training for the Wish/Want/Walk
Rate Grid will be available to hotels in mid-May. Be sure to take
the training and complete grids for all your KNRs prior to the
start of the 2013 RFP season.
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