The RFP Explosion

The RFP Explosion

Overloaded Hoteliers, Time-Pressed Planners, and the New Rules of RFP Engagement.

It was a paradox when, during the depths of the economic downturn in 2009 as meetings business was dropping off rapidly, the number of requests for proposal coming to InterContinental Hotels Group was increasing dramatically, says Stephen Powell, senior vice president, worldwide sales, at IHG in Atlanta. Fewer meetings were being sourced, but electronic RFPs were exploding.

Only five years ago, around 15 percent of all leads came through electronic means. Now, according to inter

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