IHG Hotels & Resorts made Planner Navigator and RFP Showcase available to all 6,400 properties, regardless of chain scale, size, or meeting space. These tools allow each property to prospect for and bid on business that is a great fit for their property. With technology that gives them additional opportunities and data about events in their market, they have created meaningful connections with more event professionals. In one year, IHG hotels claimed over 5,000 RFPs through RFP Showcase. More than 900 of the professionals who received a bid from them had never sourced an IHG hotel previously. The visibility, exposure, and entry point for building new relationships have transformed the entire chain's approach to prospecting new business opportunities. Download the case study to learn more about how the chain supports its hotels.
The ability to go a layer deeper and get a full appreciation for the type of business the meeting planner is sourcing is critical. The more data and knowledge they have, the better they can craft proposals or position their individual properties to that meeting planner. It helps us to tailor our messaging, emails, or phone calls in a way that resonates.
CHALLENGE
IHG has hotels ranging from economy to luxury throughout the world that need consistent group business for financial success
SOLUTION
The large chain provides universal access to data-driven technology, so hotels have the autonomy to find the right business to achieve their goals
RESULTS
Individual properties take ownership of their event programs and build strong relationships with valuable event professionals