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Susan Lichtenstein On A Different Negotiating Style

BTN named Susan Lichtenstein a 2015 Best Practitioner for a new hotel contracting strategy that pivots on spend, not market share, a practice she’d like to translate to other supplier segments. Pegging supplier priorities as revenue and loyalty, she matched that to her program priorities, spend and traveler experience. The end results: Cisco travelers exhibit 80 percent compliance with the company’s preferred hotel suppliers thanks to improved traveler experience, Cisco has improved its spend with each supplier and Lichtenstein has achieved new savings within a mature program. Read more about Lichtenstein's work.