This is a BAF® Best Accredited Professional Forward request. ICG is seeking interested and available professionals to respond to a service request.


An ICG client is seeking a “mini” KAR focused on “The Future of Indirect Ancillary Revenue –Tourism & Travel”, and their impact on business models in travel-related businesses.

The Client is interested in understanding the developments in ancillary revenue – revenue from referrals to other providers within the end customer’s travel itinerary, and in particular their development in terms of channels, key drivers of customer take-up, growth trends and performance drivers.

Mini Knowledge Area Review – mKAR®

This review will identify, filter and synthesize relevant published mainstream content (consulting industry, academic, economic, and industry association perspectives), insights and frameworks on best practices in the travel and tourism industry.

mKAR excerpts are available on the ICG web site under publications. They are typically 50-60 PPT pages long and are carefully filtered and structured. The mKAR will be developed by a team comprised of:

One Lead Affiliate responsible for authorship, research and report production; Up to three (3) Expert panel members to help guide the structure of the mKAR and supplement with key content perspectives as subject matter experts.

The Role

Lead Author
The Lead Author(s) must have a passion for consulting and research assignments and have a fascination for travel & tourism and related business models.

The individual must have spent 3-5 or more years in a leading consulting firm or be able to demonstrate the highest levels of rapid knowledge synthesis and publishing skills through existing published research reports.

Through this work the Lead Author will likely become a recognized ICG expert on travel & tourism industry revenue and alliances, with the potential for further related project.

Expert Panel Members
Respondents seeking to be members of the expert panel must demonstrate they have leading expertise in this topic and can contribute relevant content (case studies and frameworks) in a publishable form.

ICG’s expert panel and the selling affiliate:

  • Teleconference with client to confirm scope and outline;
  • 2 teleconference update meetings including the client, author and experts during research/creation phase;
  • Teleconference review of draft final with the client providing the ability to query results/ask for selective reinforcement of key areas;
  • Post-delivery teleconference meeting with client, author and contributing experts to discuss implications for client.

The successful affiliate will have deep experience in the travel & tourism industry (for example airlines, cruise lines, train, rental cars, hotels, resorts, booking engines, etc.) in several international jurisdictions, including currency with ancillary revenue opportunities and issues driving consumer uptake.

The successful affiliate will also be an experienced strategist with the ability to source and scan a broad set of insights internationally, synthesizing these into salient insights regarding industry development, emergence of competitive advantages and commercial success business models.

Ideally the affiliate will have significant experience in:

  • Significant experience (3-5 years) as a management consultant or industry executive
  • Complex strategic situations
  • Travel Services
  • Dealing with research/researchers
  • Capable in creating client reports

Logistics, Process and Rate

Logistics: The Client Lead is an existing ICG Affiliate managing the client relationship. The Lead Author may work remotely, but must be available for teleconferencing with the client and client lead. It is anticipated that the work required will be in the vicinity of 15 person days over a three week period.

Kick-off meeting with client: immediately
First draft of mKAR: by 14 April
Delivery of final mKAR: by 21 April
Affiliates should allow for up to 3 teleconference meetings with the Lead affiliate and expert panel.

The successful affiliate/s will be supported by previous relevant mKAR materials and highly polished templates.

Note: client teleconferences will take place during normal business hours in New Zealand time 8am – 6pm weekdays.

Process: APT’s must be lodged by the time and date specified below.

AKL 5:00pm Tuesday, 29 March 2016
SYD/MEL 3:00pm Tuesday, 29 March 2016
SGP 12:00pm Tuesday, 29 March 2016
PAR/BRU/STO 6:00am Tuesday, 29 March 2016
LON 5:00am Tuesday, 29 March 2016
TOR/NY 12:00am Tuesday, 29 March 2016


We will review all Credentials (note the new format) and select the best 3 for interview by the origination affiliates and/or key client.

Rates: Lead KAR Author: NZ $12,000 NET (plus GST) plus one third of all global revenues generated by future sales of this report.

Expert Panel Members: Up to NZ$1,000 NET for 4-8 hours of individual and team research and review sessions. Participants will also receive a PPT copy of the KAR final, and thus be well placed to market the KAR in other markets with access to the 33% sales commission on each re-sale of this product.