Make the proposals comparable before arguing about which operator is better. Freeze the property description, reporting periods, capital programme, opening assumptions and required service level for every bidder.
What is the minimum operator clarification pack?
- [ ] Base and incentive fees with their calculation definitions and owner priorities.
- [ ] Central services, reimbursements, procurement treatment, minimums and escalation.
- [ ] Named property and regional leaders, shared workloads and a fully costed staffing plan.
- [ ] Transition obligations for employees, reservations, deposits, systems and suppliers.
- [ ] Sample monthly reporting with source data access and reconciliations.
- [ ] Performance tests, cure rights, notice dates, assignment and termination provisions for counsel’s review.
- [ ] Comparable owner references, including a difficult transition or an underperforming assignment.
Calculate every bidder’s fees on one common operating case. Then show each bidder’s own improvement case separately, attributing gains to demand, price, mix, labour, food and beverage or procurement rather than one unexplained margin increase. Test the incumbent-improvement option as well as replacement where both are feasible.
Use a weighted scorecard only after recording the evidence behind each rating. Unverified assertions should remain unscored; do not redistribute their weight to make the scored portion look better. A supplier can be capable in general while the proposed team or contract remains unsuitable for this hotel.
When does specialist involvement help? Engage hospitality counsel before relying on an exit right or performance test. Use owner representation or financial support when ownership lacks the capacity to reconcile proposals, check allocations or manage the transition. Request a defined diagnostic scope before committing to an ongoing retainer.
Stage output: a comparison of owner cash, required capital, evidence quality and exit exposure, with a named preferred candidate only if the material conditions can be met.