RFP Process Management-Leading Travel Consolidator
Background
Our client, a travel consolidator had an existing co-branded credit card program that was not successfully penetrating the client’s membership base
The card issuer relationship was strained due to years of under-investment in marketing and technology. In addition, the card issuer’s policy concerning program management was best characterized as a “revolving door”
The client was nearing its agreement renewal notification date and needed to move quickly to fully evaluate alternative card issuer options
Engagement Objectives
Negotiate a short term contract extension with the current card issuer
Develop and manage an accelerated card issuer and payment network RFP process focusing on a “short list” of recommended participants
Negotiate proposals and alliance agreements
Provide advise concerning win-back probabilities and tactics for customers being converted from the legacy issuer
Results
Selected new card issuer, maintained existing network relationship
Secured program compensation that was radically restructured and increased by more than 100% as compared to prior agreement
Payment network compensation was increased by 150% versus previous agreement
Secured firm marketing, technology and analytic support commitments
Secured commitment for an aggressive win-back plan from card issuer and network. Secured win-back resources from the selected card issuer
