Buy now, sell later
13 September 2012
Agreeing the contract is the easy part in business travel: from then on, the buyer has to manage the complexities of price, demand and reselling the deal to travellers
It is a caricature of some procurement attitudes to suggest buyers consider their business done once they ink a contract with a supplier. After all, every category of spend require post-deal management.
There is a perennial discussion about how travel differs from other areas of procurement. But it is perhaps the necessity and complexity of seeing a deal...