Telecommunications Leader Gains Control of Global Deals Through Ongoing Contract Monitoring and Analysis
COMPANY: Revenues of nearly $30 billion
VOLUME: $2 million in annual global air spend
RESULTS AT A GLANCE: Maintained aggressive discounts despite significant reductions in volume; gained control of all global deals through monthly contract monitoring and analysis
The client – a leader in the telecommunications field – sought global consolidation of data and monthly contract monitoring and analysis. The client wanted to be proactive in understanding fare changes and the reasons market share goals may have been missed.
If there were service changes or faring differences, the client wanted to be in a position to effectively negotiate with the airlines. And, if travelers or the agency did not follow policy or achieve the desired goals, the client wanted to be able to implement targeted change management initiatives.
GTI Travel Management globally consolidated the data from a large number of countries and produced monthly and year-to-date contract monitoring reports for the client’s more than 20 airline contracts. The reports were specifically tailored to measure the exact terms of the contract.
GTI Travel Management then provided monthly synopses and analyses of each of the client’s primary carriers. Changes in fare offerings, breakouts of travel by origination airport, aircraft service changes, and a variety of other factors were outlined for the client in an easy to- read one-page synopsis.
The client is maintaining aggressive discounts despite significant reductions in volume and has full awareness of the progress of all global deals.
The client no longer needs to view large quantities of data, instead receiving crisp, clear, actionable recommendations each month. The Account Manager estimates a time savings of 40 hours per month, freeing her to spend less time on reporting and data queries and more time on strategic issues.