8 Common Travel Management RFP Mistakes

Transcription

1 8 Common Travel Management RFP Mistakes A Workbook to Help You Determine the Best Travel Management Solution

2 Determining the Best Travel Management Solution This workbook should be used as a tool to help you define the problems you should be looking to solve in order to enhance T&E management before you seek out a Travel Management Company (TMC) to partner with. With your SME s desired goals and expected results identified, you will be in a position to select the right travel management partner that will direct you to the right solution. Having been on the other side of the table from you in this process, we can share that for most SME s, your problem isn t your problem, it s that you don t yet know what your problem is and how to solve it. This workbook will help guide you to define the problem so you can put together an RFP that helps you find the right solution. The RFP s that come across our desks are often template-based and state an objective. That objective typicaly is the conceptual definition of managing travel (save money, enhance productivity, improve control, automate, support, etc.) and not specifically the steps the organization needs to take to achieve the objective. In addition, most SME s going out to RFP don t know what their problem is so they don t have enough specific data suppliers to help work towards a solution. This workbook will help you pull your ideas together and will lead you to clarity around what to consider when it comes to T&E Management, how to pull it together and

3 8 Common Mistakes of T&E RFP s The biggest challenge we see with RFP s is the lack of data (travel spend, average ticket price, program adoption, etc.) from the organization requesting the proposal. As a result of not having this data within the RFP, the responding TMC must both teach and answer questions at the same time - which RFP processes are not set up for. The lack of data is also a big downside for the organization because it does not allow for them to receive a comprehensive solution within the proposals. An RFI (Request for Information), whereby a discussion and diagnosis can be followed by a specific proposal, is often a more comprehensive process resulting in better solutions. We recommend going with an RFI process versus RFP where possible. However, RFP s are often standard operating procedures. When an RFP is required, avoid theses 8 common mistakes: 1. Lack of clarity on the mission of the company and how travel and expense (T&E) management impacts it. Understanding the relationship between T&E and the operation and business plan of the organization make for a clearer mission and more effective solution. 2. Lack of knowing what isn t working that has driven the company to address a change. Clearly define what has to happen a few years down the road for the organization to feel it made the right changes. 3. Not clearly defining what is happening now. Knowing what is in place and what is not is critical to providing a strong solution. 4. Lack of analysis from which savings can be discussed. Savings is a goal that we have seen in every RFP we have responded to. Determining how the organization is doing compared to benchmarks may help determine if there is a problem in the first place and where the prospective TMC s averages stand compared to the results the organization is receiving. 5. Lack of knowledge on how certain tools provide value. TMC s provide a continuously expanding line of travel management support solutions. Having an understanding of what you could want and need and what these tools will and won t deliver is important in the evaluation process. 6. Going out to bid before committing to managing all travel and not understanding the services that a TMC provides versus a Travel Agency or online booking tool. A TMC manages travel (the line item and trips), a Travel Agency only manages trips, and you need a TMC to setup and manage a customized online booking tool. Often the stakeholders don t all know the different service packages and a commitment to managing travel isn t in place or the level of commitment isn t stated. This concept effects onboarding, strategy and expectations set when working with a TMC. 7. The Q&A period is short and doesn t allow for a dialogue. Often the first round of questions do not give TMC s the data needed to solve the SME s issues, but the follow up questions based on their answers to those initial questions do. Allow enough time to conduct a thorough Q&A session with the potential TMC s. 8. Lack of commitment to the RFP process. Are you able to handle a large bid process and do you have the team and time properly set aside? If not, consider an RFI or even hiring a firm to help you manage the document creation, meetings, research and review processes for you.

4 8 Things to Consider Before Your Submit a T&E RFP 1. RFP Timeline: Make sure your timeline to evaluate the proposal is scheduled by all parties, works with your overall business operation and provides enough time for a complete evaluation. Often, we put together a proposal on a tight deadline, only for the organization that distributed the RFP to extend their response timeline by several weeks. Those additional weeks may have allowed us to provide a more comprehensive solution; so don t sell yourself short. 2. RFP Delivery: Clearly define who the proposals should be delivered to and in what format (hard copy, digital with file type, both, etc.). This ensures that proposals are submitted in the preferred format for your team to review them and they are all consistent from a format standpoint so you are comparing apples to apples. 3. RFP Evaluation Team: This is your travel squad. Ask yourself if you are including all the right stakeholders in the process. Are they helping you write the RFP? Consider representatives from the following disciplines: HR, IT, Risk/Security, Legal, Operations, Procurement, Travel Manager/Owner of the Corporate Travel line item, Frequent Travelers and Schedulers. 4. RFP Survey: Make sure you understand both your stakeholders and your travelers. Survey both separately because Travelers think of managed travel differently than those who manage travel. We suggest using a Net Promoter Score whereby a single question is asked such as: On a scale of 0-10, how likely would you be to recommend our travel and expense program and why? The score is important and answers to the why are also important. Then consider selecting a few key decision makers and ask questions such as why they may be feeling the way they do or why they are going outside the system. 5. TMC Workshops: Partner with a few TMC s (including the incumbent) prior to the bidding process and run workshops at your offices. Invite your key stakeholders to attend. If workshops are not an option, provide plenty of opportunity for bidders to ask questions especially the non-incumbents who will otherwise be at a distinct disadvantage. You will learn a lot about the TMC s just by listening to the questions they ask. Be willing to adjust your questions in the bid document after you ve spoken with all the bidders. 6. RFP Format: Consider writing your RFP in the form of an RFI (asking them to respond to some relevant cases) and ask TMC s to react to your real-life corporate travel challenges. This will almost certainly assure that you don t get boilerplate responses. If you feel you do want a boilerplate format to work from, the Global Business Travel Association has one to adapt to your situation. Keep in mind; RFP s using boilerplates receive less attention than those created from specifically requested solutions. 7. Think long term: Include IT planning, data analysis, reporting and mobile requirements in your questions as a way to get the TMC s that are bidding to think long term. Challenge your team to think about what they may need in the next 3-5 years from T&E and challenge your vendors to speak not just about what they do today but also discuss their vision and strategy for the future. 8. Debrief: When a TMC is not awarded the project, it s right to inform them why they did not win. The government does this regularly as this as a best practice.

5 7 Steps to Create an Effective T&E RFP 1. Start with Why: If an employee recommends that your company should go out to RFP, before you take action, identify the why. Ask the employee to define what they hope to improve in the travel management program and how they think this will impact the organization. 2. Identify the Who: Once areas for improvement are identified, determine if anyone else in your organization is facing similar challenges. Expand the who to stakeholders in travel (Executives, road warriors, admins, finance, events team, HR, etc.) and ask the following questions: If we changed to a new program today, what would have to happen for you to feel like we made the right decision? Where are we now on these items? From here you have the basis of two lists. An initial opportunities list, and a list of employees that should be involved in the RFP process. 3. Collect Data: Next, we strongly suggest that you collect data about what you spend on corporate travel. This blog post explains how to collect this data if you aren t completely partnered with a TMC. 4. Assemble Your Team: The travel squad should consist of the right staff to give necessary input on the RFP. Use this workbook to first identify your business challenges and potential solutions from what you know and understand. You may want to use our diagnostic scorecard to help with your first meeting to open up the team s mind about the scope of travel and expense management. Many think of managed travel as simply booking trips, but it also includes the items required to manage the travel line item. 5. Determine Prospective TMC s: Utilize a short list of potential travel management companies (TMC s) to identify other travel management solution opportunities in a Q&A session. Select your top 3-5 objectives and schedule a meeting to review your known objectives, possible solutions and other objectives you haven t identified. Share the data you collect from your team with the TMC s. 6. Identify a Supplier: If you aren t already sold on a supplier, go back to the worksheet and clarify your objectives. Consider what may be barriers that you have and have not thought of, and enter the process with a better idea of how solutions in the managed travel marketplace do and don t work. 7. Take this data and do the RFP via the template below or via others available on the GBTA website. Or simply ask the TMC(s) that have impressed you to submit a proposal based on your specific objectives, data, barriers, and specific actions discussed.

6 Common T&E Program Results Desired by SME s Following are the categories of desired results found to be most common in T&E programs along with follow up questions and statements to help you define where you stand, what you assume and where you need clarity with your current Travel Program. This is a good place to start with some brainstorming with your team to understand what data to collect in preparation in going into this process and filling out the worksheets. Savings Many at this stage want to save in fees, which usually means they want to reduce their total travel budget. Keeping that in mind: What percentage of your total T&E budget is fees? What are you currently doing to reduce your overall T&E budget? Have you benchmarked your results to see how you are doing against other companies? Do you have a clear definition of the expected value that can be enforced to drive costs down? Is the definition above written in your travel policy and enforced in your current process? Support Support comes in many forms and not all of it is recognized by all parties. Ask your evaluation team where support is needed throughout your travel program whether it s support on the travel line item, the data, or the trips themselves. At what touch points in the total process has service been an issue? Do you have to measure Service Level Expectations? What service issues have you had? Do you have service statistics to evaluate? What is the cost of poor service to those using your current system? How about those who are rogue? What specifically are the issues and to what extent can better outsourced support be more operationally efficient? Service considerations Service comes in developing the travel management systems, maintaining the systems, supporting the exchange of data and processing expenses, making reservations, changing reservations, managing disruptions, handling post trip challenges, evolving programmatic opportunities and more. Determine what is lacking and why. Productivity Those of us in the T&E fields are in the operational efficiencies business. What operational efficiencies are you seeking or could you be seeking? Map out the entire process and determine what are the main pain points and where is most time wasted How have you used data to measure your traveler support systems? What tools would you like to provide your people to make them more productive?

7 Control It is not often noted how large a line item T&E is for most organizations the 2nd largest controllable cost for most! How does T&E compare in your organization, and based on this comparison, what level of control should you employ or are you employing? What tools are you using to maintain control? How do you control what non-staff spend on travel that you reimburse? What systems do you have in place to ensure compliance with government, customer, legal, and policy requirements? T&E RFP Worksheets Instructions We ve created the worksheets below to make it easy for you identify what requirements you want to include in your travel management RFP. To help guide you with filling in the blanks, we included samples of completed worksheets preceeding the blank worksheets. We started with the Travel Squad, asking you to outline who you need to consult with and include in the RFP process. Following that is a section for you to brainstorm your objectives and determine the problems, goals and potential solutions for your Travel Management Program. Once completed, these worksheets will help you to have a clear outline of your travel management needs for your RFP.

8 T&E RFP Worksheets Completed Worksheet Examples Travel Squad Who on your team is the most impacted by T&E that should be involved? The group usually falls into the categories below. Note: 3-5 team members is optimum. Make sure you poll your teams to respond to these questions Category T&E Point of Contact Finance Name/Title Tina/ Travel Manager Chuck/ CFO Road Warriors Schedulers Executive Team/VIP Operations Ricky/ Road Warrior Sally/ Sales Rep Alex/Admin Olivia/ Office Manager Paul/ President Charlie/ COO Oakley/ Operations Manager

9 Objectives What does the squad believe the objectives should be? Item How we know we achieved it Savings on our travel spend Average ticket price is reduced. Overall annual travel spend is reduced by 10%. Better data on what we are spending on travel Know what our travelers are spending on trips including air, hotel, car and ancillaries as well as ways to easily track and report the data. Preferred Supplier deals for air and car Preferred Supplier deals with air and car vendors that equal overall savings for our organization. Automated Pre-Trip for our travelers Making sure our travelers are protected from disruptions and threats while on the road We have a system in place for travelers to submit requests for approval and our designated approvers to easily approve travel. Also want to ensure travelers stay within policy. Ability to track our travelers, a system in place to be notified of potential disruptions. Where are you now on these items? Data from this diagnostic scorecard is also useful. Remember your answers will evolve after you interview a few TMC s. Example Answer: Savings - not enough data to determine (see below); Average ticket cost reduced. Spend data - we are not sure what exactly we spend on travel and are unsure where to get the data. Preferred Suppliers - no deals in place currently. Automated Pre-Trip Authorization - we have a system in place, but it is very cumbersome. Travelers Protected - no clear system outlined in our current program. If we were sitting here 1-3 years from now, what has to happen for you to believe your company made great progress? Example Answer: We have a clear idea of exactly what we are spending on travel and we are able to show savings overal with that data. We can easily pull that data whenever we need to. We have preferred supplier deals in place that equal savings and a better experience for our road warriors. A streamlined, easy to use pre-trip authorization process is in place. We know where our travelers are at all times and are able to avoid disruptions and potential travel threats whenever possible.

10 Where are we now? Based on the objectives above, let s expand on where you are with each of these items. Facts must be gathered to prove or deny the situation. What is not working? Not Working Travel Spend Preferred Supplier Deals Facts (include back office data, credit card, TMC, survey data, research) The lack of data is why this is not working. We need more data and help on where and how to get it. We have none. Automated Pre-Trip Approval Traveler Protection Savings on Travel Spend We surveyed travelers and approvers and neither say the process is very good. We surveyed our team who manages travelers and we do not have a good system in place. Based on data from current TMC, our average ticket price is too high. What barriers are preventing us from obtaining these results and what are we willing to do about it? Barrier Comments Lack of pulling comprehensive travel spend data. Road warriors want to book on their own and not always with our TMC; Difficult to enforce policy. Approval process not great - diffcult to use and difficult to enforce with travelers booking outside the system. We want to implement systems to better gather data. We are willing to get behind a new program and mandate that for travelers. We need help on how to do that. We are committed to putting a better process and system in place and mandating.

11 What strengths will propel these results? Strengths We have Executive buy-in to enforce and mandate the system. We have the people in place to help improve the process. Interest in preferred supplier deals. Comments While preparing for RFP, the team has gotten on board with mandataing a TMC. Travel Manager and CFO are committed to improving travel program and get better data. We are very motivated to get preferred supplier deals in place from the Executive team down. Based on the totality of the results being sought, what areas are we least comfortable with? Item Why? Savings on travel spend The lack of data makes this difficult for us to track where we are. Traveler tracking We have never had a system in place and are not really sure where to start. Getting travelers to book with our selected TMC Pre-trip approval process This has been a challenge for us and we are not sure how to overcome it. This has not been very successful in the past and there is apprehension on how to accomplish it.

12 Results Analysis As you think about these results outlined above, address these questions: What steps are you taking or should you take to tackle these challenges? Example Answer: We are putting out an RFP to several TMC s to present us with a solution to our problems with our travel program. This will include ample time for Q&A back with several agencies to also understand what we may be missing. We will put the right team in place outlined in the Travel Squad section to ensure that we do not have any holes in the process. Are these steps the best methods for the best results? Example Answer: Yes, we believe that the RFP process with several agencies along with putting the right team in place will get us the desired results. Are you thinking strategically? Example Answer: Yes, using this workbook as our guideline when putting together an RFP will ensure a strategic approach. What do you not know? Example Answer: We do not know what data we need to acurately determine what our travel spend is. We also do not know where to go to get the data. What have you assumed that should be clarified? Example Answer: We have assumed that having preferred supplier deals will result in savings. We have assumed that having a more streamlined automatic pre-trip authorization approach will make our travelers happier and make our team more productive. Who will make these items work? Example Answer: The TMC that we select in the RFP process and our travel squad that we have put together. What are the consequences of not making any changes? Example Answer: We will continue to lack data on our travel spend and not really know what savings we are getting. Productivity will suffer on the authorization side for travelers and authorizers.

13 Resolution Indicators Here is a checklist of items that should be addressed in the RFP that may be indicators of possible resolutions or opportunities. The items on our diagnostic scorecard and our Ten P s Checklist should all be considered. Many times using these tools will get the team more focused on the opportunities to manage travel versus simply managing trips. Policy A good TMC will enhance your travel policy with you so don t think you need to do it all yourself in advance. A travel policy that defines expected value and procedures is the most important tool in your travel program toolbox. What does yours look like and what needs improvement? Take a look at our travel policy workbook for ideas as to what needs to be enhanced. Will you require all employees to use your system? What needs the most improvement? What s In your travel policy toolbox? Example Answer: We have a policy in place, but it is not very specific on what can be selected by travelers in regards to the lowest available fare. That needs to be specified. Preferred suppliers are not addressed, therefore, travelers are not directed towards what suppliers they can use. The pre-trip authorization process is not outlined in the policy. Policy does not dictate where travelers need to book their travel, i.e. does not specifiy that travelers must book with our selected TMC. Procedures - Online There are a variety of online booking tools in the market. Do you know the differences? Do you have any experiences with these tools or do you have any contracts with them? Concur, for example can be used through a TMC for travel only, yet if you want travel and expense to be in integrated, you must contract with Concur directly. Assessing the tools effects the proposal and pricing. Example Answer: We do not have data on the difference between booking tools. We have a contract with GetThere currently, but are open to seeing what other tools are available.

14 Procedures - Reporting What data does your team receive now, what would it like to receive and why? Do they want access to the data or would they want it broadcast? Example Answer: We do not receive regular reports right now and are not sure how to get them. We want the data broadcast to our team. Procedures - Expense Integrated travel and expense is all the rage. What are you presently using for travel and expense management? What is and isn t working, would you consider both solutions, and when? Example Answer: We use TRUEXPENSE for expense management. It is not integrated with our travel and we could consider both solutions when we start with our new travel partner. We are interested in how Concur Expense works and how it works to integrate with the travel. Price Don t waste time on an RFP if what you really want is better pricing. Just press your current vendor with an annual price review. Are you serious about change or are you just testing the market? Have you thoroughly analyzed your data? How does your average ticket price compare with the national average? Example Answer: While we do want better pricing from our TMC, we do want to have savings on our overall travel spend. We have not thoroughly analyzed all of our data because we are not sure where to pull it from. However, our average ticket price is 10% below the national average.

15 People What do you know about the people currently serving you and their service delivery stats? You need to know both what people the provider can assign to you and, if it s a call center, what their performance statistics are. What is your desired service configuration? What are the standards for reservations, account management and online support? Example Answer: We do not have the service delivery stats on our current TMC. We have a dedicated Account Manager and agent for our organization. We want to have a dedicated online booking tool, an Account Manager who will provide annual reviews and a team dedicated to our organzation for reservations and overall 24/7 support for online and full service bookings. Payment TMC s do not normally bill customers for travel as they pay the holding company for the airlines immediately for the tickets issues. With such small margins, the required cash flow wouldn t make sense. How are you currently paying for travel? What payment systems do you have set up and what perks do they offer you such as insurance, points, cash flow and reporting spend? Have you looked are virtual payment options for pre payment of air, hotel and car? Example Answer: We currently allow travelers to use their personal and corporate cards to book travel and submit expense reports. This does not give us any of the perks outlined above. We have not looked into virtual payment options and would be interested in looking into that. Preferreds Even smaller organizations can get deals or corporate rewards programs that help the bottom line. Assessing your spending data and evaluating your commitment to moving business to these suppliers is also a consideration. What air, hotel, and car programs do you have in place? Who negotiates and manages them? How are they being used? Example Answer: We do not currently have any preferred supplier deals in place and are interested in learning about how these can help our organization.

16 Possibilities Like travel and expense as we mentioned earlier, managing travel and meetings together is a great opportunity. So what aspects can be better managed together in your RFP? Example Answer: We currently manage all meetings and housing for meetings within our organization. This is done by our meetings manager. We would be interested in hearing how working with a TMC can help productivity with our meetings. Protection There are a wide range of partners and tools available to protect your travelers from weather to terrorism to medical issues and accidents. How will you track and support travelers on the road? What systems do you have and which would you want? Example Answer: This is one of our key concerns as we enter into this process. We would like our TMC to provide us with a solution for notifications, traveler tracking and support should an issue arise. We do not have a good system in place at this time and are interested to know what options are out there. Profiles A travel profile is required for each traveler to receive great service and access all the tools. How many travelers will access your travel system? Example Answer: We currently have 200 travelers who need access to our travel system.

17 As a result of evaluating what you can and must have from the TMC, what are the key requirements and how will you evaluate them? Key Requirements Travel Spend Savings Evaluation Criteria Savings on our transactions and on our overal travel spend presented with a plan on how spend will decrease. Travel Data Reporting Traveler Tracking/ Protection Traveler Adoption of TMC Broadcast reporting options provided that include all travel spend data determined that is needed by travel squad and recommended by TMC. Plan provided on notifying travelers, travel managers and necessary contacts of potential distruptions. Travel tracking capabilities provided. Plan on how to get traveler adoption up to improve reporting and tracking listed above. Pre-Trip Authorization Preferred Supplier Deals A streamlined pre-trip authorization system outlined and provided by TMC that shows how productivity and ease of use will increase for travelers and approvers. Recommendations on preferred supplier deals that outline savings and perks for our organization. Improved Payment Options Payment recommendations including corporate cards and virtual cards outlined and how it will improve our current system. Policy Improvements Recommendations on what improvements to policy are needed and how to enforce the updated policy.

18 T&E RFP Worksheets Blank Worksheets to Help Create Your RFP Travel Squad Who on your team is the most impacted by T&E that should be involved? The group usually falls into the categories below. Note: 3-5 team members is optimum. Make sure you poll your teams to respond to these questions Category Name/Title

19 Objectives What does the squad believe the objectives should be? Item How we know we achieved it Where are you now on these items? Data from this diagnostic scorecard is also useful. Remember your answers will evolve after you interview a few TMC s. If we were sitting here 1-3 years from now, what has to happen for you to believe your company made great progress?

20 Where are we now? Based on the objectives above, let s expand on where you are with each of these items. Facts must be gathered to prove or deny the situation. What is not working? Not Working Facts (include back office data, credit card, TMC, survey data, research) What barriers are preventing us from obtaining these results and what are we willing to do about it? Barrier Comments

21 What strengths will propel these results? Strengths Comments Based on the totality of the results being sought, what areas are we least comfortable with? Item Why?

22 Results Analysis As you think about these results outlined above, address these questions: What steps are you taking or should you take to tackle these challenges? Are these steps the best methods for the best results? Are you thinking strategically? What do you not know? What have you assumed that should be clarified? Who will make these items work? What are the consequences of not making any changes?

23 Resolution Indicators Here is a checklist of items that should be addressed in the RFP that may be indicators of possible resolutions or opportunities. The items on our diagnostic scorecard and our Ten P s Checklist should all be considered. Many times using these tools will get the team more focused on the opportunities to manage travel versus simply managing trips. Policy A good TMC will enhance your travel policy with you so don t think you need to do it all yourself in advance. A travel policy that defines expected value and procedures is the most important tool in your travel program toolbox. What does yours look like and what needs improvement? Take a look at our travel policy workbook for ideas as to what needs to be enhanced. Will you require all employees to use your system? What needs the most improvement? What s In Your Travel Policy Toolbox? Procedures - Online There are a variety of online booking tools in the market. Do you know the differences? Do you have any experiences with these tools or do you have any contracts with them? Concur, for example can be used through a TMC for travel only, yet if you want travel and expense to be in integrated, you must contract with Concur directly. Assessing the tools effects the proposal and pricing.

24 Procedures - Reporting What data does your team receive now, what would it like to receive and why? Do they want access to the data or would they want it broadcast? Procedures - Expense Integrated travel and expense is all the rage. What are you presently using for travel and expense management? What is and isn t working, would you consider both solution, and when? Price Don t waste time on an RFP if what you really want is better pricing. Just press your current vendor with an annual price review. Are you serious about change or are you just testing the market? Have you thoroughly analyzed your data? How does your average ticket price compare with the national average?

25 People What do you know about the people currently serving you and their service delivery stats? You need to know both what people the provider can assign to you and, if it s a call center, what their performance statistics are. What is your desired service configuration? What are the standards for reservations, account management and online support? Payment TMC s do not normally bill customers for travel as they pay the holding company for the airlines immediately for the tickets issues. With such small margins, the required cash flow wouldn t make sense. How are you currently paying for travel? What payment systems do you have set up and what perks do they offer you such as insurance, points, cash flow and reporting spend? Have you looked are virtual payment options for pre payment of air, hotel and car? Preferreds Even smaller organizations can get deals or corporate rewards programs that help the bottom line. Assessing your spending data and evaluating your commitment to moving business to these suppliers is also a consideration. What air, hotel, and car programs do you have in place? Who negotiates and manages them? How are they being used?

26 Possibilities Like travel and expense as we mentioned earlier, managing travel and meetings together is a great opportunity. So what aspects can be better managed together in your RFP? Protection There are a wide range of partners and tools available to protect your travelers from weather to terrorism to medical issues and accidents. How will you track and support travelers on the road? What systems do you have and which would you want? Profiles A travel profile is required for each traveler to receive great service and access all the tools. How many travelers will access your travel system?

27 As a result of evaluating what you can and must have from the TMC, what are the key requirements and how will you evaluate them? Key Requirements Evaluation Criteria

28 The T&E RFP Q&A Session Now that you know what you want in your solution, our recommendation is to talk to your peers about who they may be using as a Travel Management partner. Invite some TMC s in for an informal Q&A and ask them to deliver a subsequent proposal. Many buyers are familiar with the value a TMC delivers and what tools they use to drive it. Conversation will save time and help deepen understanding and partnerships. Listen to prospective Travel Management Companies questions and answers to determine who can craft the right solution to accomplish your objectives. Improve Your T&E Program Today Today every company must Do more, do it better and, do it with less, so when was the last time you fully evaluated your approach to travel management? As the 2nd largest controllable expense in most business, travel & entertainment can have a dramatic affect on your cost structure, employee productivity and even your ability to meet organizational objectives.with a solid Travel Management Program in place you can: Reduce your costs while enhancing productivity. Mitigate risk and exposure. Foster the growth of your company with well-planned and fiscally responsible travel arrangements. If you re looking for ideas, inspiration or access to the best practices that can save you money and drive better results, sign up for a free Travel Management Program Assessment. About MacNair Travel Management Established in 1989, MacNair Travel Management is a national leader in the small and medium enterprise travel management market with key verticals, including corporate travel, association travel and contractor travel. Our partnership in the American Express Travel Services Representative Network allows us to provide our customers the commitment of a locally owned and managed entrepreneurial organization, combined with the purchasing-power, leverage, tools, global support and brand recognition from the world s largest travel company, American Express. We re more than a Travel Management Company. We set higher standards with Travel Leadership Consulting services that provide consistent results 10-20% lower than national averages. Our low fare guarantee puts our commitment to value in writing. For additional information about MacNair Travel, call , info@macnairtravel.com, or visit