Why Request For Proposals (RFPs) Never Become Obsolete
(firmenpresse) - Lots of things are getting easier, for example researching information about products or services on the Internet. Thanks to Google and Co. we are faced with a massive variety of solutions when performing search queries. Word of mouthrecommendations are often more precise, but still leave us questioned to what extent the recommended product or service really fits our specific requirements. The variety of choices is a blessing and a curse at the same time as it provides new opportunities but also raises even more questions concerning how to maximize the provider companies’ offers. In fact, practice has proven that finding appropriate (technology) providers is, in particular, very complex, requires a lot of time and calls for specific knowledge. Altogether, these issues commonly lead to an overload of internal resources.
Let’s take a small hotel company, for example with 10-20 properties, seeking to distribute their rooms, SPA and F&B services across international markets via value-adding channels. Today, the exemplary company’s supply chain is both effective (e.g. customized to the hotel chain’s requirements) and efficient (e.g. processes and systems are aligned). Depending on the overall strategy of the hotel chain, the research process for a distribution solution provider often gets complex and distracted by too many choices. Often, the implemented project teams do not even come close to making a value-adding decision due to departmental policies, outdated standard operational procedures, and the mass of information that needs to be researched and evaluated.
To avoid these pitfalls, h2c has identified a number of key considerations and questions that should be incorporated in every decision-making process. When selecting potential vendors, for example, a new central system environment (e.g. CRS or PMS), hotel representation services (e.g. via GSAs), or planning a website re-launch, where the web agency and/or IBE needs to be replaced, the following criteria should be assessed and evaluated:
•Identify the overall product solution/ services goals and objectives by incorporating the hotel chain’s key partners, key activities, core competences, value propositions, point of sale/ distribution channels, cost structure, pricing strategy, and last, but even more important, customer segments and customer relationship handling
•Draft a (distribution) map how marketing, related sales processes and systems are interlinked and identify areas of improvement
•Customize consumer-facing distribution channels by giving special attention to what is needed to create awareness about the hotel chain’s products and services
•Decide how you let customers experience your products and services and what is really required to optimally present your value propositions and unique selling points
•Analyze the purchasing process and revenue-generating capabilities of the system you want to use. Does the vendor employ enough resources and invest in research and development to maintain a competitive advantage in the long-term?
•Check if internal processes and standard operational procedures are the cause of the supply chain disruption for example, when delivering your products and services to your guests
•Assess your capabilities for actively supporting your guests to become a frequent user of your products and services
•Work out how post-purchase customer support is currently managed and how this can be optimized
•Identify hidden cost positions and evaluate them carefully for achieving the planned ROI
Using h2c’s above Guideline ensures that the RFP documents are designed to the hotel chain’s needs rather than presenting a long list of standard questions that have little to do with your daily business requirements. Vendor companies can perceive primarily technical questionnaires and templates as “just another RFP” and do not put the required emphasis into their offer. Normally, the consideration of h2c’s Guideline leads to an internal review of the hotel’s overall situation, resulting in immediate quick-fixes in certain areas prior to starting the RFP process. Thus, these quick wins can ease the RFP process, which can be more straight-forward, open, reflective and realistic. When conducting RFPs for CRSs, PMSs, IBEs, websites or any other service or product, the driving force must always be the overall company strategy and its structure. Therefore, every RFP must ensure that the strategic goals are met. Only when operational processes and technology are designed, implemented and aligned to these objectives a sustainable competitive advantage can be created.
From 2001, h2c assists hotel companies and individual properties in RFP processes on a regular basis. The team combines technical knowledge, unbiased insights, practice and sound experience in hospitality marketing, technology and processes to run and support its customers throughout all phases of the RFP including project management and quality assurance services.
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Our hospitality e-marketing and distribution expert team stands for unbiased industry insight, customized solutions, knowledge building and sustainable profitability. We are committed to improve our clients’ competitive positioning by linking strategy, processes and technology for optimal performance
h2c consulting gmbh
Tannenstr. 13
40476 Duesseldorf
Germany
Tel.: +49 211 239 836-0
Fax: +49 211 239 836-20
Datum: 12.07.2011 - 11:47 Uhr
Sprache: Deutsch
News-ID 1024617
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contact information:
Contact person: Eva-Maria Bleifuss
Town:
40476 Düsseldorf
Phone: +49 211 239 836-0
Kategorie:
Travel & Hospitality
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