As a travel manager, you don’t need to approach a request for proposal (RFP) with armfuls of information, but there are key metrics you’ll want on hand. Be prepared with insights on how the current travel program is measuring up. Include details like the hotel chain’s share of wallet, new destinations with no negotiated hotels, and overall hotel spend.

When negotiating an RFP, you must consider a variety of factors which depend on what’s important to your company. Identify frequently visited cities, distance to your office, the average length of hotel stays and the most popular amenities.

Since policy compliance is a priority for travel managers, it’s important to know these things about your hotel program. That way, you can remove options in less-visited areas or figure out why your travelers aren’t staying in preferred hotels.