For years, the hotel contracts for a U.S.-based defense and cybersecurity firm were pretty straightforward. The company used most of the same hotel properties over and over. It negotiated rates annually, factoring in per-diem amounts allowed by its government clients.
Then two important things changed. Hoteliers began shifting to pricing models that fluctuated based on supply and demand. And the company switched to a strategic sourcing process that was dynamic, too. The travel program needed to be able to demonstrate the value and performance of its hotel contracts throughout the year.
This case study details the solution. The company’s travel program leader turned to Dynamic Performance Management from Stay by BCD Travel to gain access to real-time analytics and regular, data-centered insights. Stay consultants advised her about how to act on that information to proactively manage hotel supplier performance.