three sales people looking at an rfp and building a response

Hoteliers are celebrating; the demand for MICE travel is back. Based on data and business intelligence from Amadeus’ Demand360 reporting, “MICE bookings in the UK and Ireland are mostly higher than in 2019.” The report reflects that MICE business booking was 12% in December 2022, compared to 9% in 2019 and just 3% in 2020.

NB: This is an article from Cvent

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As a result, we prepared this list of RFP response tips to help hotel sales managers capitalise on the demand increase, submit better proposals, and win more MICE business. 

In this post, we discuss RFP response tips and lead management tools that hotels can use to capture the attention of more travel agents and planners. We explore a variety of ways hoteliers can make their proposals stand out, tools for fast-tracking the RFP response process, and so much more. 

Discover 6 RFP response tips all hotels must know 

Unlock the strategies, best practices, and resources hotels need to outperform and outshine the competition below: 

1. Compare and contrast: your hotel vs. the comp set 

Sales managers should work to envision how planners view their property compared to comparable hotels nearby. If your hotel is missing out on MICE business, or losing leads to the competition, you need to know why. 

Identify your hotel’s strengths, weaknesses, and what traits or services set you apart from the competition. Create an analysis chart that compares your hotel against properties in your comp set. In your comparison chart, outline key details for each property, such as: 

  • Number of guest rooms 
  • Room types/room type distribution 
  • Full-service or limited-service 
  • Brand affiliation 
  • Hotel amenities 
  • Parking capabilities 
  • Event space and specs 
  • Standard rates (i.e., weekday and weekend) 
  • Loyalty or rewards programme availability   

Determine which hotels in your area are best suited for distinct types of MICE business: social groups, corporate accounts, conventions, and so forth. For example, a travelling youth sports group may find a hotel that offers a large block of double rooms more appealing than a hotel that primarily offers single king rooms. If your hotel does not have meeting or conference space, it may be more difficult to win corporate RFPs than competing hotels that do. Offering additional perks such as complimentary rooms may help offset the impact of lacking services or amenities. 

In addition, sales directors should regularly scope out competing hotels and pay close attention to how they respond to online RFPs. Analyze your competitors response times, turn down rates, win/loss rates, and track area demand using comprehensive online RFP management services.

2. Determine the best business for your hotel 

Determine the smallest pieces of business your hotel can take, the largest RFPs you can accommodate, and establish what your ideal groups look like.

Read rest of the article at Cvent