BAFO Savings Estimator
Three hotels sent first-round quotes. The lowest is €218/night. You're tempted to take it — but a BAFO round costs nothing to run and usually returns 5-15% in additional savings. The question is: how much, realistically, given your market tightness and the gap between hotels? Mos
t planners either skip BAFO (leaving money) or ask for unrealistic 25% discounts (kills relationships). This calculator gives you a realistic target ask based on European deal data so you anchor the second round correctly.
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Results
How to read your result
Open the BAFO email at your anchor figure (the lower of the two rate numbers). Hotels expect aggressive anchors and will counter. The target new bid is the realistic landing zone — settle there to keep the relationship intact for the next event.
3 next steps
- Use the BAFO checklist to structure the email.
- Invite 3 bidders, not just one — competition is what drives the discount.
- Read full BAFO guide.
Related reading on Easy RFP
Frequently asked questions
What's a realistic BAFO discount?
5-15% in European deals, depending on market tightness and number of bidders. Peak dates with one competitor often yield 0-3%; off-peak with 4+ bidders can reach 18%.
Should I tell hotels their competition's rate?
Anchor the conversation without naming names: 'we have received quotes 8% below your bid' is enough. Naming competitors is unprofessional and unnecessary.
How many bidders should I invite to BAFO?
3 is the sweet spot. 2 feels weak; 4+ is too much work to manage and dilutes urgency.
What if BAFO comes back the same?
The first quote was the real number. Decide based on the full package (attrition, F&B min, location) — don't push BAFO further; you'll burn the relationship.
Is BAFO normal in European MICE?
Yes — UK and Germany planners run BAFO on most M+ size deals. France and Italy slightly less common but accepted.