The daunting Request for Proposal process is set to become markedly easier with AirPlus’ best practice tips.
LONDON – At last, help is available with the complicated process of writing RFPs. Corporate card provider AirPlus has published an analysis of a tender document to simplify the procedure for travel buyers, procurement and travel agents, while also ensuring that they elicit a more relevant and targeted response from suppliers.
Managing director of AirPlus Yael Klein and head of strategic projects Roger Eccleston have pooled their experience and expertise to break down RFPs into vital stages. “There is a tendency for buyers to be reluctant to give away too much information in a tender document but that forces potential suppliers to be generic to the point of making it more difficult for them to provide useful answers,” says Eccleston.
The document addresses the need for companies to take into account processes such as use of online payment technology – or plans to do so, whom to include in the writing of the document, how broad a selection of suppliers to approach, size of organisation, compliance, investment in technology and finally, the need to meet potential suppliers.
The breadth of stakeholders to include in the writing of the document is surprisingly diverse – finance, IT, purchasing, data security and travel – AirPlus advises that it is worth involving a good cross-section of people who have an interest in making the undertaking work. Having assimilated their input, let suppliers know who is reading which questions, to allow them to target their answers accordingly.
And because many companies are loath to mandate compliance, the carrot and stick approach can be written into a tender document, ensuring that providers are participating in the culture.
As must now be clear, the most important factor is preparation. The last word goes to MD of AirPlus Yael Klein: “We have put in considerable work on RFPs, only to have to start again when it is relaunched because someone has thought about it more carefully. Make it count,” she says.
Tatiana is the news coordinator for TravelDailyNews Media Network (traveldailynews.gr, traveldailynews.com and traveldailynews.asia). Her role includes monitoring the hundreds of news sources of TravelDailyNews Media Network and skimming the most important according to our strategy.
She holds a Bachelor's degree in Communication & Mass Media from Panteion University of Political & Social Studies of Athens and she has been editor and editor-in-chief in various economic magazines and newspapers.
