government accounts hosted by scott lamb, deborah giammanco and raffaele russo
TRANSCRIPT
© 2014 Hilton Worldwide Confidential and Proprietary
US Government F2015
Political Impasse – Polarized Electorate•Difficult budget approval process•NO new taxes•User fees in vogue
Sequestration
Executive Order #13589
© 2014 Hilton Worldwide Confidential and Proprietary
$4,000,000,000,000
US Federal Budget - 64% Mandatory Spending
MedicareSSInterestOther MandatoryDODOther Descretionary
© 2014 Hilton Worldwide Confidential and Proprietary
DOD F2015
• Two Wars Ending
• Layoffs
• Up or Out
• BRAC
• Veteran’s Benefits
• Major Weapons Systems in Question
© 2014 Hilton Worldwide Confidential and Proprietary
Civilian Government F2015
• Immigration – Border Security
• Data Security - Cloud
• Healthcare - Obamacare
• Education – Common Core
• Do more with less
© 2014 Hilton Worldwide Confidential and Proprietary
Contractors F2015
• Many large contracts under review
• New Players
• Better prepared than Government
• Subscribe: GovCon Daily
Government Executive
Defense One Today
• Per Diem Rates – Standard Process
© 2014 Hilton Worldwide Confidential and Proprietary
L-3 Communications
• Per Diem only• LRA is requested but not mandatory• Amenities enhance hotel chance of acceptance
(internet, breakfast)• Proximity up to 3 miles to installation is optimal• Qualifier accepted if hotel communicated per diem
inclusion• Marketing support from customer (Fast Track to
Gold)• HW is #1 in market share and most preferred chain • IHG has been aggressive in pursuing business;
Marriott very limited, not customer choice• Project business/working with other contractors
© 2014 Hilton Worldwide Confidential and Proprietary
Northrop Grumman
• Per Diem only (only one market exception)• LRA is required (online tool positioning)• Amenities included (internet, breakfast are key);
free bottles of water a plus• Hotel description for online tool (92% adoption) is
primary marketing driver• Limited marketing (BCD only); Fast Track to Gold• HW is #1 in market share; Marriott is #2 scaled
back past two years• Projects not always identified by travel team
© 2014 Hilton Worldwide Confidential and Proprietary
Booz Allen Hamilton• Per diem required in key volume cities (approx. 90% of preferred
at p.d.)
• LRA is required (same as above)
• Internet & Breakfast are required, in particular internet (not including breakfast is not deal breaker)
• Proximity to a project/military installation has not been a key negotiation condition
• Qualifier accepted if hotel communicated per diem rate
• Marketing support only at travel agency level
(HHonors Fast Track)
• HW is #1 in market share
• Marriott had been their primary chain but have not been supportive with per diem commitment past two years
• New project business is not identified at travel management level
© 2014 Hilton Worldwide Confidential and Proprietary
Raytheon
• Per Diem only• LRA is mandatory unless no one in the market is
offering LRA. (Waltham)• Amenities enhance hotel chance of acceptance
(internet, breakfast)• Proximity up to 3 miles to installation is optimal• Qualifier accepted if hotel has received at least 150
annual room nights • Marketing support from customer (must be an offer
that gives value back to Raytheon)• HW is #1 in market share and most preferred chain • If you are in the program and offer per diem LRA
you will be fast tracked to acceptance for 2015
© 2014 Hilton Worldwide Confidential and Proprietary
Lockheed Martin
• Per Diem only
• LRA is mandatory unless no other hotel is offering
• Amenities enhance hotel chance of acceptance (internet, breakfast)
• Proximity up to 3 miles to installation is optimal
• Qualifier accepted if an additional hotels in needed in the market
• HW is #2 in market share and but is a preferred chain
• Marriott is #1 in market share
© 2014 Hilton Worldwide Confidential and Proprietary
CSC (Computer Sciences Corporation)
• Per Diem only• LRA is mandatory• Amenities enhance hotel chance of acceptance
(internet, breakfast)• Proximity up to 3 miles to installation is optimal• Qualifier accepted if hotel is at or under per diem
LRA and there is at least 100 annual room nights at the hotel.
• Marketing support from customer (must benefit CSC in cost savings)
• HW is #1 in market share and most preferred chain • IHG has been aggressive in pursuing business;
Marriott very limited, not customer choice