The Payments Industry & Merchant Credit Card Program Experts

Case Studies


RFP Process Management-Leading Travel Consolidator

  • 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
  • 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

Print this page