The Death of the Hotel RFP
The hotel RFP is one of the most time-consuming processes in any travel programme and for many organisations, the results rarely justify the effort. Dynamic pricing models offer a smarter alternative, but making the shift requires the right data, the right negotiations and the right internal buy-in. This half-day session walks you through every step.
What you'll leave with
A practical roadmap for transitioning from fixed-rate RFP to dynamic pricing
Confidence in how to structure city caps, assess them seasonally and negotiate with hotels
Measurable outcomes to track cost savings, time savings and traveller satisfaction
Ideas for deepening hotel supplier relationships in ways that go well beyond rate
What we cover
Where to start: the data you need and how to build the case internally
City caps: how to set levels, how many you need and when to reassess
The negotiation process: when dynamic works, and when a fixed rate still makes sense
Seasonal reviews: building a rhythm that keeps your programme competitive
Building a marketing plan with hotel suppliers that benefits both sides
Who this is for
Procurement leads and travel managers within corporate organisations who are ready to challenge the status quo on hotel sourcing.
Meet Your Instructor
Sallyanne Heywood, Kintela Partner and Communications Strategist
Sallyanne has led communications at the highest levels of the global travel industry — formerly Director of Communications & Marketing at HRG and VP of Communications at Amex GBT. She has advised boards and senior leaders through crises, M&A, major product launches and transformation programmes. She knows what it takes to prepare a C-suite executive for the spotlight because she's done it hundreds of times.
Karen Hutchings
Karen has operated at the very top of corporate travel for decades, managing programmes of a scale most people in the industry only read about. As EY's Global Head of Travel, Meetings & Events, she oversaw a $2.1 billion programme and led a global team of 130.
In this session, she brings the buyer's perspective from the inside - what a travel manager actually needs from a supplier relationship, what makes a meeting worth attending, and what separates the suppliers who become strategic partners from the ones who stay transactional.