With Ian Currington – Head of Account Management at Gray Dawes Group

    1. Know your client – Understand their business by understanding the industry they operate within and their needs and goals from their travel programme.  This information allows us to build a strong relationship and work with the client to develop and deliver a travel programme which is customised to their requirements.
    2. Build, analyse and interpret customer business intelligence (BI) data. We learn what is specific to the client and take a proactive approach to proposing changes that will enhance the travel programme. The data generated by these reports provides us with the information needed to assess the level to which the goals of the travel programme are within reach.
    3. Optimise clients’ travel spend. Part of the account manager’s role is to identify and implement opportunities with specific suppliers where spend volumes allow for this. Savings can be generated through negotiated rates with specific airlines, hotels, car-rental and airport parking organisations.
    4. Review and communicate regularly.  Regular reviews are essential to measure and keep track of set goals and objectives and enable us to identify opportunities for service and commercial development.
    5. Continued improvement, on-going programme evolution.   As with all business, the travel industry is ever changing. A good account manager will stay abreast of change and become a trusted partner for their client by communicating how industry changes can help to drive a more successful travel programme that focuses on travellers, travel organisers and travel managers alike.