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Prepare For Travel Supplier Negotiations

Procurement professionals’ supplier negotiation guide

2 min
Posted: 19 August 2021Updated: 13 June 2024

We tapped into our travel supply experts at Amex GBT Egencia (Egencia™) and delved into a report by Worldwide Business Research (WBR) to glean insights from the procurement professionals surveyed and created this supplier negotiation guide. This supplier negotiation guide will provide a strategic advantage in travel contract negotiations.

Download the procurement negotiation guide to get:

  • Details on possible challenges you’ll face and how to prepare strategic sourcing.
  • An overview of the today’s travel vendor negotiation landscape.
  • A step-by-step how to prepare your negotiation strategies.
  • The analytics you’ll need to achieve better outcomes.
  • How a travel management company (TMC) can support effective negotiations.

If you want to get up to date on successful negotiations, make a smart plan, and be on top of the essential tools for business travel today. Download the guide.

Supplier negotiation tips for procurement managers

Your main goal is to secure the best possible deal from your travel supplier negotiations. Managing better outcomes requires knowing the negotiation process and what questions to ask. Here are three tips for procurement managers:

  • Tip 1: Educate yourself on different suppliers based on criteria such as price, reputation, and technology.
  • Tip 2: Clarify your corporate travel objectives so that you can advocate for contract terms that reflect your company’s values.
  • Tip 3: Familiarise yourself with past requests for proposals (RFPs), and contract renewals at the company. Learnings from past successes and failures will improve your negotiation tactics. Check out our RFP toolkit here to help your procurement process.

77% of procurement teams say negotiations favour suppliers.[1] However, when you partner with a travel management company (TMC), you have a strong advocate to help you secure win-win outcomes. TMCs can use their industry experience and knowledge of your travel programme to help you get the best travel supplier deals.

Supplier negotiation tips for travel managers

Supplier negotiations aren’t just about cost savings. There’s an opportunity to address risk management and employee wellbeing. Here are three tips for travel managers:

  • Tip 1: Ask about integrations available from different vendors and suppliers. You want to make sure your employees can rely on simple processes to streamline their travel and expenses.
  • Tip 2: Identify all internal stakeholders in your travel programme to better understand the key priorities for your corporate travel programme. By collaborating with stakeholders in key areas, you can facilitate even more value and efficiency for your company while also driving increased satisfaction among your business travellers.
  • Tip 3: Ask about any new initiatives vendors offer and consider negotiating with hotels across multiple segments simultaneously. You will access greater benefits such as consolidated data, greater discounts, process automation, and time saved on RFPs.

Our supplier negotiation guide will help you build better supplier relationships and polish your negotiation skills. Download the guide to learn more!

[1] Hospitality Net:

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