Skip to content
DON'T do business WITHOUT IT
DON'T do business WITHOUT IT

Business Cards

Small to Medium

  • View All Business Cards

  • Basic Business Card

  • Gold Business Card

  • Platinum Business Card

Large/Corporate

  • View All Corporate Cards

  • Green Corporate Card

  • Gold Corporate Card

  • Platinum Corporate Card

  • BA Corporate Card

  • BA Plus Corporate Card

Payment Solutions

Supplier Payments

  • Compare Solutions

  • Business Travel Account

  • Working Capital Solutions

  • Buyer Initiated Payments

  • Purchasing Card

  • Meeting Card

International Payments

  • IP Homepage

  • Money Transfer and FX

  • American Express Vpayment

Business Class

Business Class

Are you looking for the latest trends and insights to fuel your business strategy? From industry expertise to finance tips, we’ve got your back.

Industry

  • Digital & Tech

  • Healthcare

  • Manufacturing

  • Professional Services

  • Travel & Transport

Business Size

  • Large

  • Small - Medium

Company Needs

  • Cash Flow

  • Rewards

  • Travel & Expenses

Special Insights

  • Events

  • News

  • Research

  • Using your Card

Resources

  • Corporate Customer Centre

  • Business Customer Centre

  • Programme Administrator Welcome

  • Contact Us

Topics
Cash Flow  >
Rewards  >
Small - Medium  >
Corporate  >
James Sinclair MasterClass  >
American Express Business Class Logo

Related Content

Loading...
Loading...
Loading...
Loading...

Negotiating the Best Savings and Value with Travel Suppliers

Twitter Icon
Facebook Icon
LinkedIn Icon
American Express

      This year’s Business Travel Show featured presentations and panel discussions with experts from across the industry. We’ve collated our highlights for those who missed the event.

      Clive Wratten, CEO of Amber Road, spoke to a packed room about how to achieve substantial discounts and other benefits by negotiating deals with airlines, hotels and ground transportation providers.

      Comparing negotiations to Brexit, Clive said that – in order to secure the best outcome for your company – you need to be prepared, upfront and honest, in addition to knowing what it is that you want.

      Think Beyond Cost Cutting

      “If you’re just going about cost-cutting, then I’m not sure a deal is the right thing because a deal is a whole lot more than cutting costs,” he says. “That’s a key part of it, but what’s more important, and something I’ve experienced in many areas, is that any negotiation only works if you’ve got a mutual respect.” Look to partner with somebody who is committed to the company.

      Offer True Value

      If you’re not delivering the best programme to your travellers you run the risk of losing good employees. Ask them what would improve the travel experience. What are they getting in the deal? Look at ancillaries such as baggage, allocated seating and lounge access, and consider the loyalty programmes and flying clubs available – they often make for happy travellers and finance departments. In addition, look at what’s important across your business, such as company perception, brand reputation and convenience.

      Build Real Relationships

      “You have to build the relationship, you have to build the partnership and then build the deal,” says Clive. To negotiate the best deal, be prepared to invest in relationships with your travellers and suppliers, always thinking of the long term rather than the short term. “The days of banging the table, saying ‘this is what I want’, are over,” he says. “Collaboration is the way forward.”

       

      Key Takeaways

      • Think beyond cost-cutting and look to build mutual respect.
      • Collaboration is key. Build the relationship, build the partnership, then build the deal.

      Published: 18 June 2019

      Updated: 20 September 2019

      Twitter Icon
      Facebook Icon
      LinkedIn Icon

      Trending Content