Create a Form To Help You Stay Organized

I found it most helpful when I took the time to make myself a form to work off of to use during the time I was working on the RFP.
I found the form so useful, that I started working on the RFP's months in advance so that I understood their needs and had updated information about the account.
If I lost the RFP, I used this form to work harder on the client so I could win them over the next year.
Take a moment and create a form - or your company may already have a form you could be using.

Some basic qualifing questions that should be answered are:

1.) Corporate Headquarters location
2.) How many employees?
3.) Where is your hotel's closest office ~ who's your local contact
4.) How many offices and locations
5.) Their Industry
6.) Their Competition (sometimes you will find they also have lodging needs)
7.) Travel Agency
8.) Reservation Process
9.) National Sales Representative
10.) Annual Potential
11.) Area Hotel Competition
12.) Estimated Rates
13.) Hot Points/Key Drivers
14.) Shop Calls
15.) Who is listed on whose web-site?