Six steps to a more efficient business travel tender process - Click Travel

Everyone completely underestimates how long the process of finding a new supplier can take – unless you’re in procurement, that is.

If you’re a procurement manager then you’ll understand the stalling and the setbacks that are often involved in trying to find a travel supplier only too well.

Six business travel tender process tips

You’ll understand the often time-consuming challenge of chasing up potential suppliers’ details or answers to tender questions that are absolutely vital to the decision making process, all whilst feeling the pressure of deadlines set by your key stakeholders.

Of course, all of the hard work and hours of reading lengthy bids will pay off when you find that perfect travel management company (TMC) who will save your business time and money – but what can you do to make that final sign off arrive a little quicker?

Here’s a handful of practical tips about the business travel tender process to make sure that you get the answers you need in order to make the right decision… without receiving chapter and verse (along with appendices!) from your potential candidates:

1. Wishlist

First, decide what your key requirements are and develop them into a wishlist.  You can then focus all of your questions on these areas and this will ensure that you receive a succinct tender document. By providing as much information as possible as about your challenges and ambitions will mean that any responses that you receive will be completely tailored and relevant to you.

2. Re-hash

Make sure the tender is completely travel specific. Don’t re-hash old templates from previous non-travel related tenders, as this often leads to irrelevant questions that TMCs find a way of creating a response for, but in reality these only waste your time as you read them.

3. Nice vs Must

Make what your organisation sees as mandatory and what are seen as ‘nice to haves’ explicit, in order to make sure you don’t receive responses from TMCs who simply cannot provide you with all of your ‘must haves’. This will also allow you to quickly rule out any suppliers who aren’t the right fit, giving you more time to talk to those that are worth pursuing.

4. Limits

Specify page limits and formats to ensure that a) everyone has a level playing field and b) that there is a limit to the reams of pages you will read, as this will force suppliers to be concise and to the point.

5. Clarity

Make the process clear from the start. You can expect to receive some clarification questions and should therefore have a plan on how you intend to receive and respond to these. It’s often easier if you create a table of Q&As and release this at regular intervals, with any new questions and responses added – it’s also worth clearly highlighting the date they were added so that tenderers can see what’s new.

6. Meet

Crucially, make sure you meet with as many potential providers as you can before releasing your tender to give you an idea of who you think can meet your requirements, rather than sending your tender out to all and sundry and realising on page 20 of a response that they’re just not the right partner for you.

If you need help to shape your tender or some inspiration as to the kinds of things you should be asking your potential TMC, we have compiled a list of example RFP questions here.

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About Author:

Rachael Howes-Tonks


Rachael is Click Travel’s PR and Content Marketing Executive and is responsible for all of our digital and print content, packaging up and presenting the wealth of expertise at Click in a way that works for you. Follow