Sourcing Payment Solutions: Best Practices

1
Sourcing Payment Solutions Best Practices

• Richard Crum
• AirPlus International

2
Corporate Card RFP White Paper - WHY

• Document best practices process and RFP
  document
• Create a guide that will benefit buyers and
  suppliers

3
Research

• Dave Hillman - Consulting Strategies LLC
• Interviews with companies and card issuers in US,
  Europe and Asia-Pacific
• Survey of ACTE members

4
Interesting Findings Current Programs

• 70 of those surveyed have completed an
  evaluation of their card program in the last two
  years
• Only 51 of those surveyed used a formal RFP to
  select their current provider
• 50 of those surveyed are looking for a global
  program

5
Interesting Findings Most Important Aspects of
a Card Program to Companies

• The top rated card program elements in the
  selection process
• Merchant Acceptance
• Global Capabilities
• Data Quality
• Technology
• Matched Company Requirements
• Lowest rated Loyalty Program

6
Before the RFP

• Create a cross-functional team that represents
  critical functional areas and stakeholders
• Develop a business case for the review
• Obtain senior level agreement on the objective of
  the review and parameters used to select the
  right provider

7
Best Practice Process Key Elements

• Document Distribution
• Confirmation of participation
• Bidders Conference
• Proposals Submitted
• Evaluation

• Finalists Selected
• Technology Demos Final Presentations
• Selection of Provider
• Contract Development
• Signature

Expect process will last 16 weeks... or more
depending on complexity.
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RFP Document Roadmap for Issuers Proposals

• Objectives of Company
• Quantitative Info size of current program,
  categories of spending, geographic coverage
• Questions on product features, technology,
  support, implementation, financials and
  experience
• Process Overview and Schedule

9
Living Document

• White Paper and RFP Template on ACTE web site
• Updates to both over time to keep them relevant
  and useful
• Input from all members is welcome www.acte.org