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| Expense Multi-level approval |
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Questioning:
1.Where are the majority of your cardholders located? (try to isolate in what region they are most concerned)
2.What type of spend are you incurring- T&E or one-off operating spend?
3.(Assuming they don't bite on 1 or 2)- Do you have access to your supplier data in your accounting system?
Providing:
1.I would indicate that for T&E expenses, Amex has about 98% coverage. But is there is a specific region where they are concerned, I would offer a client reference in that region that could speak to acceptance.
2.I would indicate that for T&E spend that Amex has about 98% coverage. There will always be one-off operating purchases that can't be predicted (e.g., widgets in a more rural area)-- and some of these suppliers may not accept cards in general. We can look at provided other methods of payment like checks-- but the client should strongly consider the cost/benefit of administering an alternate form of payment. The DBD/MAD would be the best one to evaluate those product types.
3.We can do a supplier match for you. If you can provide a file from your accounting system we can perform some analysis and let you know what % of suppliers accept Amex. ( I would recommend this as a last resort) It is an initiative typically driven by the MAD/MBD to quell major concerns about acceptance that could contribute to losing the account/deal.) |
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Questioning:
1.What tools are you currently using?
2.What has been your experience in using the tools so far?
3.What are you trying to accomplish?
Providing
1.Let's make sure you are using the correct tools to get you to where you need to be.
2.We can provide training with a consultative approach to help you.
3.The goal is to get you the information you need in order to make your job easier. Let's figure out what your needs are. |
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Term
| Changing their existing process. |
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| Number of contracts/agreements that need to be signed. |
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| Expense- Why no end user training |
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Term
| Expense-Global capability |
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Definition
Questioning:
1.How many people are physically located outside of the US?
2.Of those, how many submit expense reports?
3.What dollar volume or percentage of your total processing does this represent?
Providing
1.American Express's solution is available in a number of Global Markets and we would be happy to review your requirements based on our 5 year plan for the product. Additionally, American Express does work with a number of third party providers that might more closely match your market need.
2.Based on the numbers, the above response might be appropriate. However, if the number is low, we may suggest implementing in the markets we do have a presence in and ask assess the need at a future time. Sometimes companies state global is an important area for them and then we find that they may have 20- 30 cardmembers spreadout over several countries. Do they want to hold the entire process based on these small numbers?
3.Based on the numbers, the above response might be appropriate. However, if the dollar volume or % is low, we might suggest implementing an excel process or looking at MYCA in those markets that would be appropriate. |
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