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Smarter Procurement in Hospitality
“Maximizing Value, Minimizing Spend”
About Us
Cliffe Consultants is a global advisory firm specializing in procurement and supply chain for the hospitality sector. We work with hotels, resorts, and vacation rentals to reduce costs, streamline operations and processes, and build resilient supply chains. Leveraging deep expertise across key categories like consumables, linens and terries, FF&E/OS&E, and bathroom amenities, we’ve enabled leading hotels such as Marriott, Hilton, and Hyatt to turn procurement into a strategic advantage. The result: smarter sourcing, stronger data-driven processes, consistent quality, and exceptional guest experiences worldwide.
Consumables
Includes coffee, can liners, toilet paper, facial tissue, gloves, tea, etc.
Linens / Terries
Includes bed sheets, duvets, pillow cases, etc.
Other
Software (Saas), Hardware, Collateral Assets, Uniforms, Entry Locks, TVs, HK, Laundry, T&E, etc.
Bathroom Amenities
Includes coffee, can liners, toilet paper, facial tissue, gloves, tea, etc.
FF&E/OS&E
Includes bed, mattress, night table, couches, pots, pans, cutlery, etc.
Meet The Founder
Andrew Ajram, 17+ years driving procurement transformation, strategic sourcing, and category management across travel & hospitality in North America, EMEA, and APAC - most recently serving as Chief Procurement & Supply Chain Officer at Sonder by Marriott.
Scale & Impact
Managed $400M+ annual spend across 200+ properties and 15,000+ rooms, consistently delivering multimillion-dollar savings through supplier optimization, contract negotiations, and partnerships with Avendra and Hilton Supply Management.
Leadership
Trusted advisor to C-suite leaders, skilled in negotiating complex agreements and building high-performing teams that drive efficiency, profitability, and growth.
Foundation
Former Deloitte consultant specializing in travel and hospitality, where he led 100+ performance improvement and value creation projects, strengthening operational efficiency and margins for global brands.
Hotels We Served
Weʼve partnered with top hospitality brands - including Marriott, Hyatt, and Hilton, serving private equity funds with hospitality investments, franchisees, and corporate hotel groups.
Services overview
Our services span the full procurement lifecycle - from sourcing and negotiations to logistics, process design, and technology integration.
Strategy
Define & execute procurement strategy
Vendor & SKU Rationalization
Rationalize vendors & SKUs
Inventory Liquidation
Arrange bulk buyer deals
Procure to Pay
Identify & Integrate P2P systems (i.e. Coupa)
Buy Direct v. GPO
Analyze spend & strategy between buying direct vs. GPOs like Avendra, HSM, or Marriott, across all SKU spend by category
Fractional CPO
Provide on-demand procurement leadership, from transformation to one-off initiatives
Process and Policy Improvement
Improve approvals, dashboards, knowledge management & governance
SC, Logistics and Fulfillment
Execute FF&E sourcing and logistics strategy
Track Record
Our success is quantified not just through words but by numbers and statistics that mirror our unwavering dedication to excellence.
Global
Reach
Delivered advisory services in 10+ countries across North America, EMEA & APAC
Supported 200+ properties and 15,000+ rooms
Financial
Results
$1B+ in recurring savings delivered to hospitality clients
Liquidated $100M+ of FF&E
35%+ average working capital improvement through vendor & payment optimization
Operational Efficiency
Rationalized 100,000+ SKUs, cutting complexity and standardizing global operations Deployed AI automation reducing invoice processing by 95%
Process Transformation
Centralized 165+ software contracts into CLM (Ironclad), improving governance
Shortened average contract lifecycle from 32 to 18 months
Our Case Studies
CASE STUDY #1
SKU Rationalization
A global hotel chain’s SKU portfolio had grown to over 100,000 items, driving up costs and creating supplier fragmentation. A strategic rationalization initiative streamlined the catalog, standardized purchasing, and leveraged scale - delivering significant savings, simpler operations, and stronger supplier partnerships.
Impact:
80% SKU reduction, streamlining operations
Top 100 SKU playbooks per country
$5M recurring annual savings
Proactive pricing controls to mitigate volatility
CASE STUDY #2
Supply Chain Redesign
The chain was over-reliant on Vietnamese manufacturing, leaving it vulnerable to rising tariffs and shipment delays. To mitigate risk, the company launched a supply chain redesign that diversified sourcing across regions, reduced tariff exposure, and created a resilient multi-geo model to support ongoing property growth.
Impact:
Developed new FF&E & OS&E supply chain strategy
Mitigated tariff exposure and built resilience
Aligned sourcing across multiple geographies
CASE STUDY #3
Buy Direct V. GPO
A branded hotel group with 5,000+ keys nationwide needed clarity on where GPO participation was adding value versus where direct supplier relationships performed better, defining the optimal buy-direct-vs-GPO mix category by category.
Impact:
25% increase in volume discounts captured through optimized GPO participation
Savings of more than 15% year over year
Category-by-category sourcing strategy balancing direct relationships with GPO leverage
CASE STUDY #5
Inventory Optimization
A major hotel group was warehousing $25M+ of surplus FF&E, much of it obsolete or misaligned with current standards. The excess inventory strained working capital and incurred significant storage costs. The company sought to liquidate idle assets and transition to a JIT sourcing model that better aligned purchasing with real project demand.
Impact:
$25M liquidation executed in 15 days
35% recovery on book value
New JIT sourcing strategy implemented
CASE STUDY #4
Software Rationalization and CLM integration
A hotel chain with 165+ software contracts reduced costs and complexity by centralizing agreements through a CLM, improving visibility, shortening contract cycles, and creating a single source of truth.
Impact:
Reduced yearly spend by 23% in less than 12 months
Shorten ACL from 32 to 18 months
Input all contracts into Ironclad (Contract Repository)
CASE STUDY #6
Linens and Terries Review
An unbranded 10-hotel group wanted to benchmark linens and terry suppliers nationwide, evaluating alternative vendors against their current collection to find better pricing without sacrificing quality or guest-facing standards.
Impact:
10% savings on linens and terries spend
Positive guest reviews on OTAs and at the front desk
Longer lifespan of linens and terries, reducing replacement frequency
Clarity Backed by Expertise
What's the difference between a GPO and direct sourcing for hotels?
1
A GPO pools hotels together to get pre-set discounts on standard items, while direct sourcing means negotiating custom contracts based on your property's actual volume and needs. Direct sourcing takes more effort but delivers deeper savings for hotels with meaningful spend — our direct sourcing strategies have contributed to $1B+ in recurring savings across 200+ properties. Most hotels do best with a hybrid: GPOs for low-complexity categories, direct sourcing for high-spend ones like FF&E and linens.
How does Cliffe Consultants charge for its services?
2
Pricing depends on the scope and complexity of the mandate — there's no one-size-fits-all model. We offer fixed fees, variable/performance-based fees, contingent fees tied to realized savings, or a hybrid of these, and agree on the structure upfront based on what fits your engagement.
How is Cliffe Consultants different from other hospitality procurement firms?
3
Most procurement firms are pure advisors — we're operators first, having actually run procurement inside a hotel portfolio (as Chief Procurement & Supply Chain Officer at Sonder by Marriott) before consulting on it. That means our recommendations are built on real operational execution, not just theory, backed by a track record of $1B+ in recurring savings. We also flex our fee structure to the mandate rather than forcing clients into one pricing model.
What results have you delivered for hotel brands like Marriott?
4
We've managed $400M+ in annual spend across 200+ properties and 15,000+ rooms for major hotel brands including Marriott, Hilton, Hyatt, and Choice Hotels. Highlights include 80%+ SKU reductions, 35%+ improvements in working capital, and AI-driven automation that cut invoice processing time by 95%. These results came from hands-on category management and vendor rationalization, not just high-level recommendations.
Proposed Pricing
We believe in win–win partnerships. Our pricing adapts to your needs with fixed, variable, or contingent models, aligning incentives and success on both sides.
Fixed Pricing
Predictable Fixed Rate
Variable Pricing
Adjustable Rates
Contingent Pricing
Outcome-Based Payment
Transform Your Hospitality Procurement Strategy
Ready to unlock efficiency and savings? Get in touch to schedule a consultation and discover how we can help you maximize value and minimize spend across your hospitality portfolio.