The future of the hotel RFP process

HSMAI Europe has prioritized five key discussion topics, including the future of the RFP process and the impact of global events on the sector

The new expanded HSMAI 2024 board, steered by incoming Chairman Kostas Ioannidis, Sales Director, Global Sales – Europe at IHG Hotels & Resorts, has pinpointed five focal points that it believes are critical to driving innovation and maintaining competitiveness, with topics ranging from the future of the Request for Proposal (RFP) process to the impact of global events on the sector.

Key takeaways

• The RFP process is undergoing significant evolution and the Sales Advisory aims to provide in-depth analysis and guidance on this topic, leveraging support from advisory members and external experts and sources, including the GBTA;
• Key discussion areas include enhancing efficiency through technology, improving response accuracy, and promoting industry-wide solutions, while strategic recommendations for the hotel industry emphasise innovative pricing models, predictive analytics, and personalisation, including the use of AI in RFP responses;
• HSMAI stresses the importance of a precise approach to RFPs, utilising software tools like QorusDocs and PandaDoc to streamline the process. Emphasising that innovation is critical, the hotel industry is urged to adopt new technologies and customer-centric pricing to meet evolving guest expectations.
• They also advocate for decisive and strategic action in rate management and pricing models.

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