Supplier Analytics

Sourcing teams entered supplier negotiations armed with the supplier's own data — a structural disadvantage. Without data-driven insights, leakage remained unmeasured, unused tickets went unreclaimed, and hotel attachment rates were estimated but not tracked. Additionally, TMC data quality issues were undocumented and unresolved. The program lacked the analytical infrastructure and program intelligence needed to hold suppliers objectively accountable.

Built and operationalized a comprehensive supplier analytics layer that delivers data-driven insights including contract utilization and negotiated rate adherence, preferred supplier compliance, and leakage detection by integrating corporate card data to identify direct-booking gaps. Additionally, it features unused ticket monitoring and reclaim reporting, hotel attachment, and rate trend forecasting models. We also implemented dedicated TMC SLA trackers that expose data quality failures with objective evidence, alongside quarterly leadership analytics that support RFP cycles and contract renewals with valuable program intelligence.

Furthermore, I led the requirements definition with a TMC partner for a new data model definition and integration, which provides structured behavioral insights into traveler preferences. This initiative serves as a foundation for personalization and program optimization, ultimately enhancing our supplier negotiation strategies.

Direct booking leakage emerged at scale for the first time through corporate card integration, revealing data-driven insights. TMC data quality gaps have been documented with objective SLA evidence, driving supplier remediation efforts. Supplier negotiation is enhanced by forecasting models that directly support RFP decision-making. Additionally, unused ticket reclaim opportunities have been quantified for sourcing leadership, while behavioral data integration is unlocking program intelligence for personalized program design.

Supplier negotiations are only as strong as the data-driven insights behind them. When you can show a hotel chain its own attachment rate trends, or present a TMC with a documented log of data quality failures, the conversation shifts from subjective to factual. The best sourcing outcomes we've observed consistently trace back to one key element: the program intelligence that reveals more about the supplier's performance than the supplier anticipated.