Becoming a Better Vendor and a Better Customer:  

How to better prepare for contract negotiations

On Thursday, April 11, we will have a series of presentations by J. Grant Caplan of TCG Consulting.  During the Direct Member session, he will facilitate an exchange focused on solving practical issues and encouraging related feedback from the Direct members to help other Direct members with their issues.  With his 22-year term in the business travel industry, he will contribute some solutions he has run across in his varied corporate travel program initiatives.

Later on, during the General Session, he will deliver a presentation entitled, “Effective Negotiations and Supplier Management,” a session meant to discuss vendor scorecards, Total Cost of Ownership (TCO), and fact-based negotiations.  This will help both vendors and buyers alike to become more effective in their respective positions within our industry.

Grant also will be offering our Direct members free individual consultation sessions, where they can bring a more sensitive issue and receive some guidance on solutions to pursue at a more in-depth level than what can be discussed in the group setting.  Please sign up in advance for a 20-minute session by contacting [email protected] 

Our speaker is a Senior Consultant with TCG Consulting and has 22 years in the travel industry, focusing on advising multinational corporations like GM and Novartis, but maintaining relationships with smaller corporations also.  He gives buyers advice on creating better financial relationships with all categories of travel vendors, not limited to airlines, hotels, and travel agencies.