This engagement was delivered by Travel Spark. The client remains anonymised because the work was confidential.
Scale and context
- 15 countries
- 35 product and procurement staff
- More than A$80 million TTV
The challenge
The DMC had an established product and procurement team across multiple destinations. Travel Spark worked alongside that team to review the commercial approach and develop consistent contracting practices, supplier information requirements and decision principles. The engagement added external experience and practical methods to the existing team’s work.
Outputs
- Multi-country product and procurement strategy
- Contracting policy and negotiation playbooks
- Supplier master and commercial data requirements
- Team operating model and accountability
- Technology-project commercial requirements
The work
Supply and product economics
- Reviewed product and supplier value across destinations and product types
- Established clearer portfolio and profitability principles
- Defined policies for FIT, group and long-range agreement activity
Contracting model and playbooks
- Developed consistent contracting strategy and playbooks alongside the existing team
- Created supplier, parity, exception and approval principles
- Strengthened commercial reviews and accountability across teams
Data, organisation and technology
- Defined the supplier master and required management information
- Connected team roles, workflows and decision ownership
- Set the commercial requirements for supporting technology projects
Explore the approach
The commercial strategy brochure explains how James works with established teams, with selected examples of delivered strategy and implementation planning.
Read the brochure (PDF) →