BTN's annual answer book for business travel managers.
BP’s Lisa Stanford, a BTN 2015 Best Practitioner, has achieved an “unbelievable” contract term from an air supplier, thanks to an aggressive commitment backed by muscular compliance data. She bet that, beyond promising a supplier revenue and market share, showing compliance data would assure the supplier of BP’s ability to fulfill its contract, even by a nonmandated program. In turn, the supplier delivered a stellar offer. The stakes were high, as failure to fulfill her hefty commitment would mean losing the contract, but with six months to make it work, BP exceeded its commitment. Read more about Stanford's work.