Press Release
13 March 2009
ACTE TORONTO EXECUTIVE FORUM ESTABLISHES COMMON GROUND BETWEEN BUYERS AND SUPPLIERS
Alexandria, Va. --
The Association of Corporate Travel Executives’ (ACTE) Executive Forum on 27 February in Toronto, included a panel discussion, Fact or Fiction?, which identified the gaps between buyers and suppliers when going through the RFP (Request for Proposal) process, and offered solutions on how to close them. The panel discussed the need for innovation and change, a theme that ran throughout the entire session.
The panel was the result of a survey and discussion session conducted at the ACTE Canada Education Conference in Toronto, 16-18 November. Corporate travel buyers and suppliers gathered at respective roundtable sessions to complete an individual questionnaire and to discuss a set of pre-determined questions. The purpose of these sessions was to obtain information related to the RFP process and to discuss ways in which to build better business relationships.
The summary and analysis report can be found on ACTE Connect.
“The roundtable session produced open and candid discussion among buyers and suppliers, which was both productive and positive,” Monica Hailstone, ACTE Regional Director, Canada, said. “Both parties agreed that there is a need for buyers and suppliers to be more innovative, open and transparent with one another to ensure good ROI for both.”
Annemarie Reininger, Manager, Global Supplier Relationships, MDS Inc. and ACTE Canada Board member, noted that travel managers more than ever today have to validate their value as well as the value of their preferred suppliers. Suppliers that take a proactive approach in demonstrating and measuring their value through the tough times, and have differentiated themselves, are the suppliers that will that will be remembered when times are better.
Some of the key points from the panel include:
- Instead of Request for Proposal think of RFP as “Relationships Fostering Profitability”
- Know your customer (before the RFP process starts)
- Buyers and suppliers need to listen to each other – provide relevant data and information
- Ask how willing you are in allowing change and gauge your tolerance for risk
- Buyers and suppliers need to think outside the box and be open to innovation
- Trust and transparency are key
“You can never have too much data,” agreed Pauline Valiquette, Strategic Sourcing Manager and Corporate Travel Manager, CBC/Radio Canada “Companies need to invest in doing an analysis.”
Moderator Nellie Vieira, summed up the session by saying that, although RFPs provide practical details, the conversations about the unique aspects of a company are equally important. “Suppliers are hesitant to ask the questions about value, level of satisfaction and importance,” she said. “There is potential to grow – step outside of what you already ask to maximize gains.”
The ACTE Education Calendar and ACTE Canada li
ABOUT ACTE:
The Association of Corporate Travel Executives (ACTE) represents the global business travel industry through its international advocacy efforts, executive level educational programs, and independent industry research. ACTE's membership consists of senior travel industry executives from 82 countries representing the €463 billion business travel industry. Our members serve more than 12 million business travellers worldwide. With the support of sponsors from every major segment of the business travel industry, ACTE develops and delivers educational programs in key business centers throughout the world. ACTE has representation in Africa, Asia-Pacific, Canada, Europe, Latin America, Middle East and the United States. For more information on ACTE, please go to www.acte.org/.
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For more information, contact:
Kathy Brannigan
Senior Director, Global Communications
Association of Corporate Travel Executives (ACTE)
t: 703.683.5322 x203
e: [email protected]
Monica Hailstone
Regional Director, Canada
Association of Corporate Travel Executives (ACTE)
t: 613-836-7652
e: [email protected]