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Leveraging project stays.

Publication: Business Travel News
Publication Date: 04-JUL-05 		Format: Online - approximately 886 words
Delivery: Immediate Online Access

Article Excerpt
Short-term and high-volume hotel contracts can be difficult to negotiate for corporate travel buyers, but accounting and financial services firm BDO Seidman LLP in 2004 launched a new program that successfully leveraged this spend with suppliers, said the company's travel manager.

As a midmarket travel buyer, BDO Seidman needed an innovative solution to leverage its short-term client and internal project-related hotel buy, which accounts for 40 percent of the company's overall hotel spend, said Cynthia Gillen, director of procurement and travel management for BDO Seidman in Chicago.

The typical project pattern has high volume of hotel room nights during a defined timeframe of a few weeks. Project hotels usually are located in second- or third-tier markets, Gillen said, making it difficult to use preferred transient hotel contracts. Project hotels have such high...

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