Hotel RFP alone no longer defines corporate hotel program success

Alicia Olson, Director of Hotel Program Strategy at Advito (BCD Travel), argues that corporate hotel program success is shifting from the volume of negotiated rates secured to whether travelers can access the right hotel content through approved channels. Citing discussion in Business Travel Executive, the piece notes persistent challenges including lengthy RFP cycles, the static-rate versus dynamic-discount debate, rate loading issues and traveler compliance, while the industry pushes toward shorter, technology-enabled sourcing models. A larger negotiated portfolio does not necessarily produce a stronger program; sourcing should focus on properties supported by traveler demand and visible…