Worldwide Strategic Travel Sourcing Research

The client’s fragmented travel management approach led to limited visibility and few discounts on travel expenses. This lack of oversight resulted in over $100 million of untracked and uncoordinated spending across Air, Hotel, Rental Car, and Travel Management Services.

Opportunities for savings were discovered, along with several organizational challenges that hindered cost-effective results. Specifically, the HANCOCK team:

• Held interviews and focus groups with business unit leaders and staff to understand challenges, concerns, and priorities for a new program.
• Gathered client-specific business requirements essential for project success.
• Reviewed existing contracts to uncover further savings potential.

To realize total cost savings on more than $100 million in annual expenditures, HANCOCK Consulting Group launched a Strategic Sourcing initiative focused on travel management, credit card, rental car, hotel, and air services. The HANCOCK team:

• Provided skill-based training to the client’s team in Sourcing Methodology, Executive Communications, and Supplier Negotiations.
• Identified and engaged a broad range of national, regional, and select local suppliers to ensure optimal operational value and coverage at the best overall cost for the client.
• Leveraged industry expertise and market insights to gain competitive advantages throughout the sourcing process.
• Implemented a multi-phased supplier engagement approach for distributing and evaluating online requests for proposals.
• Defined and developed category-specific negotiable issues to enable effective and efficient negotiations.
• Established a strategic transition from a non-managed travel program to a fully managed program, creating opportunities for greater savings through future contracts and policy updates.
• Assisted in facilitating and hiring a global travel manager.

Significant cost savings were realized by streamlining the client’s supplier network and strengthening strategic partnerships with chosen vendors.

• Secured $2.2M in benefits through credit card programs, including travel & entertainment and purchasing cards.
• Delivered $5.6M in savings across rental car, air, and hotel services.
• Enhanced spend visibility, paving the way for deeper future savings with hotel, air, and rental car providers.
• Negotiated implementation credits with suppliers to offset transition and setup costs.
• Built long-term, mutually beneficial relationships with hotel, air, rental car, and travel management partners.
• Arranged on-site travel consultant support without additional cost.
• Deployed advanced technology solutions for traveler tracking and safety.