The RFP Process: Shifting from Quantity to Quality
For many hotel teams, the RFP season can feel like running on a treadmill: endless motion with uncertain results.
Our CEO & Founder, Tammy Gillis recently called out the need for change in a post on LinkedIn. “The [RFP] process desperately needs to evolve” and simply being listed doesn’t guarantee business. So where do we go from here?
Time to Rethink the Playbook
The hospitality industry is rapidly evolving. AI is reshaping how we forecast and respond to demand. Distribution platforms are multiplying. And today’s traveler can book through dozens of different channels. It’s time consuming and outdated.
Shifting from Quantity to Quality
Rather than chasing every RFP, sellers need to take a more strategic approach:
- Prioritize fit over volume – focus on RFPs that align with your location, amenities, rate strategy, and service level.
- Use data to your advantage – understand which accounts converted last year and why.
- Collaborate across departments – revenue and marketing teams should help evaluate which RFPs support your broader business goals.
- Activation is Key – a “Set it and Forget it” strategy doesn’t work. Engage with local and regional offices of your preferred accounts to shift share.
Embrace Change Before it Leaves You Behind
The future of corporate travel sourcing is uncertain and platforms like Navan and Spotnana are already reshaping how business travel is sourced and booked. These tools may eventually bypass legacy RFP systems altogether – are we ready?
If hotel sales teams want to stay relevant, we must rethink how we approach RFP season. It’s no longer just about being “on the shelf” – it’s about standing out when and where the customer is making decisions.
What You Can Do Now
- Re-evaluate your RFP strategy with your commercial team.
- Say “no” more often to opportunities that don’t fit.
- Start conversations internally about how to streamline efforts and measure results more effectively.
RFP season doesn’t have to feel endless or uncertain – it can be a strategic advantage when you pursue what truly drives your results. At Gillis Sales, we help hotels navigate this complexity with focus, clarity, and confidence. From evaluating opportunities to building smarter sales strategies, we’re here to be your trusted advisor every step of the way. Let’s stop treating RFPs as a checkbox and start turning them into a catalyst for growth.
