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March 23, 2018

Americas: 8 Tips for Getting Better Responses to Your RFPs

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I have talked a lot about eRFP “spam” in recent years, an unintended consequences of helpful meeting technology tools. In essence, eRFP spam is when some buyers send out an inordinately high number of RFPs for relatively small, simple meetings. (For example, 60 different hotels sourced for a 30-person team meeting.) What I find interesting is that the buzz on this topic has quieted down significantly over the past year or so. I believe this is a result of hoteliers developing triage processes to manage the daily tsunami of RFPs. Thus, I now say “eRFP spam, forget about it,” as the issue seems to have been largely mitigated. 

In many cases, an output of the triage process is buyer conversion metrics (the percentage of RFPs that turn into contracts). As a result, those with a higher conversion rate get quick responses to their RFP, and those with low conversion rates get delayed, or occasionally, even no response. Therefore, I would like to offer these tips for better conversion rates and an improved eRFP experience:

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