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Simplifying the Airline Request for Proposal · GBTA Aviation committees task force EMEA •Mia...
Transcript of Simplifying the Airline Request for Proposal · GBTA Aviation committees task force EMEA •Mia...
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Simplifying the Airline
Request for Proposal
Monday July 18, 2016
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Introductions
Moderator:
• Olivier Benoit – Global Air Practice Leader, Advito
Panelists:
• Teresa Amos – Senior Global Travel Manager, Hilton Worldwide
• Chris Jones – GM Global Corporate Sales, Delta Air Lines
• Robyn Gilmartin - Manager, CWT Air Solutions
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GBTA Aviation committees task force
EMEA
• Mia Anderson - AstraZeneca
• Olivier Benoit - Advito
• Guillaume Bizet - Areka
North America
• Teresa Amos – Hilton
• Hillary Dallas - PwC
• Robyn Gilmartin – CWT Air Solutions
• Chris Jones – Delta Air Lines
• Lisa Stanford – BP
• Brian Tripplehorn- Grasp Technology
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RFP is a must but often perceived as painful
1. Complex process
2. Resource intensive
3. Fragmented and missing information
4. Lack of standard material
5. Inconsistent terms definition
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BEST
PRACTICES• Identify business requirements of stakeholders
in planning process
• Time management – plan & allow enough time
• Communication
• Pre-message carriers of RFP plans prior to release
• Host a Bidder’s Call to highlight business dynamics,
policies, objectives of the RFP and measurement criteria
• Address legal templates at time of first Round
submission
FOR
BUYERS
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BEST
PRACTICES
FOR AIRLINE
BIDDERS
• Define geography
• Highlight changes
• Clearly outline the fares offered
• Illustration of current and proposed
performance
• Quantify the total value of your proposal
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BEST
PRACTICES
FOR
CONSULTANTS
• Consolidate all data sources to be used for analysis• Include in data packs
• Clearly communicate time period used for analysis
• Develop a project plan which clearly outlines all
phases involved, responsible parties and anticipated
timelines for completion of each
• Create multiple portfolio scenarios based on carrier
network footprint that can be modified based on
client needs and strength of offers
• Seek clarification from bidders, as necessary, to
ensure modelling accurately reflects intentions
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Blue Sky RFP process
1. Streamline process
2. Easy to use and self explanatory documents
3. Most updated market development
4. Common language between stakeholders
5. Deliver higher ROI
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What is included in the new Air RFP Toolkit?
1. Project Plan & Timeline
2. RFP Guidelines
3. Carrier Data Pack Sample
4. Proposal Template
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Project Plan & Timeline• What are the key milestones?
• Planning
• Go to Market
• Negotiation
• Award
• Implementation
• Who is doing what?
• What are realistic timeline for each task?
• What are the dependencies between tasks?
• Track the status and adjust timelines
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RFP Guidelines
• Comprehensive & easy to customize
• Provides language and prompts for key elements required
• Company background
• Objectives for sourcing exercise
• Evaluation criteria
• Instructions for completion
• Appendix includes sample forms
• Intent to Bid, NDA, Sample Award Letter
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Carrier Data Pack Sample
• Detailed instruction with all fields definition
• Data date range used
• Spend and O&D segments at Point of sale level
• Data for Participating carrier & for All carriers
• No change for PRISM Subscribers
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Proposal Template – 1/2
• Detailed instruction tab with definition of fields
• Contact details
• Pricing proposal including geography exclusions
• Target terms including current performance
• Description of all fees beyond fare basis
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Proposal Template – 2/2
• Value added services capturing total proposal value
• Consistent requirements including Traveler rights, Data
Privacy, CSR, NDC questions
• Class of service description including any class mapping
change
• Geography Area description
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Where to go
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Where to go
GBTA HUB to upload:
1. GBTA Air RFP Toolkit (zip)
2. GBTA Airline RFP How To Instructions (doc)
https://hub.gbta.org/resources/20/rfps
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RFP Toolkit next steps
• This is an evolving set of documents and will be updated
based on your feedback
• Feedback to aviation committee members or GBTA Hub
or surveys
• Aviation Committees own the Toolkit and will assign
resource to review/publish updates
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RFP is over what’s Next?
• Join GBTA Aviation committee session
• “Landing Performance, a Guide to Airline Program
Optimization”
• Tomorrow July 19th at 11:30am in room BR2A-3A
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Thank You for Attending!
Don’t forget, we want your
feedback!
Please take a moment now to
complete a brief evaluation at:
www.gbta.org/2016survey