Service providers like travel management companies and suppliers like airlines and hotels are using CRM to decide whether to respond to buyer RFPs, determine pricing and track the performance of accounts they win.

Better information about customers and prospects alike is making suppliers more discriminating about whether to bid or not, based in large part on how much they know about the client.

As a result, buyers are coming under pressure to engage more continuously with the marketplace and to disclose more data about their programs to attract bids.