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Consulting, Speaking & Training
Travel Agency Consortia, Franchises & Agency Organizations
COMMERCIAL ACCOUNT SALES, PRICING & MANAGEMENT
THE INCREMENTAL APPROACH TO CORPORATE ACCOUNT SOLICITATION (owners, managers and corporate account sales personnel)
In today's competitive marketplace it has become increasingly difficult to win commercial account business in directly competitive situations. The reason is simply that those agencies who wait for an RFP to find them and then respond with a standard commercial account solicitation approach are going to find that competent competitors are not going to be very far apart in their offerings on the main issues a prospective client is looking at. The key to successful commercial account solicitation and competition rests on finding competitive solicitation "edges" that find desirable prospects before they become common knowledge and developing competitive account selling "edges that differentiate proposals on both a conscious and subconscious basis.
Topics (depending on the time available) to be covered will include:
- defining and identifying appropriate target prospects.
- developing an effective commercial sales force.
- effective techniques for making initial contact.
- how to handle the initial contact/need qualification session with a prospective client.
- insights on bottom line agency financial management.
- developing a business plan that works.
- corporate account pricing strategies.
- proposal preparation, presentation and follow-up.
This presentation, which can be from two and one-half hours to a full day in length, depending on the range of topics and depth of coverage desired, will explore the "edges" that will win accounts instead of just being another "good effort". This program is targeted at owners, managers and commercial sales managers.
CORPORATE ACCOUNT PROFITABILITY ANALYSIS AND FEE BASE PRICING (owners, managers and selected outside sales)
Gone are the days when it is a safe assumption that any corporate account automatically adds to your bottom line. In this workshop attendees will be introduced to techniques for determining your cost of service and individual corporate account profitability. Participants will explore the new and empowering environment of management fees and fee base pricing where agency revenue relates to the services provided rather than the a percentage of someone else's pricing strategy based on factors that have nothing to do with the services the agency actually provides.
In this workshop attendees will:
- be introduced to several approaches for determining what it costs to service a specific corporate account.
- get a feel for account behaviors that make profitability a difficult and/or elusive objective.
- how to avoid the "high maintenance" service demands that can eat agency bottom lines alive.
- learn how to estimate agency profitability on specific corporate accounts.
- be introduced to a number of management fee and fee base pricing approaches specifically for corporate travel clients that virtually guarantee a fair profit at the end of the day.
This workshop is for owners, managers involved in commercial travel management and commercial account sales personnel. The workshop can vary from a half day to three quarters of a day or more.
ADVANCED CORPORATE ACCOUNT MANAGEMENT FOR RETENTION, FUN AND PROFIT (owners, managers and selected outside sales)
It is one thing to win a commercial account, and often, quite a different matter to retain it in a profitable manner. This workshop identifies and examines the issues that give operational meaning to the often heard "win-win" theory of business relationship building.
Topics included are:
- negotiating with commercial travel industry suppliers on behalf of corporate clients.
- account maintenance techniques for increased long term client retention.
- account management and training techniques for improved profitability.
This half day program is for the more sophisticated commercial travel service oriented agency owner and/or manager.
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