RFP PREPARATION CHECKLIST

• PREPARE - This should be an on-going process. Before RFP season even begins hotels should be preparing their corporate account target list (existing/potential). The list should be realistic and strategic. If your hotel has less than 150 rooms it may be a good idea to win one or two major accounts then from there target small to midsize accounts which may be a better fit for your hotel



• SHOP - shop your competitive set to see what travel programs they may be a part of and acquire key insight information that will provide you with an advantage and leverage your opportunity with a target account.



• RFP FACTORS - keep in mind that there are several factors that affect the RFP process which are best suited for your hotel. A few primary factors include the following:
  • Business Mix
  • Location, location, location
  • Data - acquire current year-to-date and/or historical data for your property for a specific account ie room nights, group, meetings and events revenue, etc…
  • Comparable rates, Value-Adds
  • Security & safety measures
  • Other travel requirements not mentioned
  
  
• RELATIONSHIPS - Establish/Strengthen your local relationships with your target key accounts as they may be a critical part of the nomination process.



• PRE-QUALIFICATION SURVEY - Understand, thoroughly complete and submit your Corporate Transient Account Survey provided by Preferred Hotel Group annually.