Drowning in RFPs: Smart Lead Strategies to Help Hotels Succeed

By Dan Berger Founder and CEO, Social Tables | September 02, 2018

Back in October, I moderated a panel at IMEX America, where I had the pleasure of sitting in with four leaders from the groups and meetings industry: Betsy Bondurant (Bondurant Consulting), Steve Enselein (Hyatt), Doreen Burse (Marriott), and Greg Oates (Skift). The conversation that day covered a lot of bases, but a handful of topics seemed to be top of mind across the board - one of which was the exponential increase in RFPs that hotels have seen in recent years.

The consensus in a nutshell? While technology has made the lives of hoteliers easier, it's also created somewhat of a conundrum when it comes to RFPs. Today, with the advent of new meetings marketplaces, submitting multiple RFPs can happen in just a couple of clicks. It's like Bondurant mentioned in our session, "Now once we know what a meeting wants to achieve, we can easily send it to 10 or 20 hotels."

Couple that with seemingly ever-growing group demand across markets, and we now find ourselves in a situation where hotels are floating in a sea of RFPs, with sales teams rushing to qualify and respond to leads as quickly as possible. After all, over 75% of proposals are won by the first five properties to respond.

For hotels that want to swim, the goals are threefold:

1. Respond to RFPs faster

2. Prioritize the right RFPs

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