Enter your next hotel RFP season with a plan
Businesses don’t have to approach accommodation sourcing cycles with unknowns.
The latest FCM Consulting Insights Report is designed to bring clarity to hotel request for proposals (RPS), helping teams make informed decisions with confidence.
Download the report to learn:
- Where hotel rates and demand are heading in 2026
- How to structure hotel programs for greater cost control and consistency
- What traveller behaviour means for compliance and supplier strategy
- How regional differences should shape your hotel RFP approach
Key takeaways from the FCM Consulting Insights Report
Well-managed hotel programs are becoming more precise, supported by better data and clearer priorities.
- Dynamic pricing is being introduced earlier in hotel RFPs, with 27% of first-round proposals now structured this way. Review where this aligns with your cost strategy.
- Sourcing strategy requires more than securing a high discount. Travel managers must evaluate the reliability and accessibility of negotiated rates across the entire year.
- A successful hotel program reflects specific business priorities, traveller needs, and local realities.
- Traveller expectations continue to influence program success and compliance levels.
The challenges heading into the 2026 hotel RFP season
There’s no shortage of pressure on travel and procurement teams right now. Travel managers face intense scrutiny to deliver efficiency and financial control while supporting employee wellbeing. This report addresses several of these challenges.
-
Choosing the right rate structure
Suppliers are pushing dynamic rates, but they don’t always deliver better value. You’ll see where to accept them, and how you can hold your ground if you want to stick with fixed rates.
-
Navigating major events and demand spikes
Events like the FIFA World Cup are displacing corporate rates and tightening availability. The report highlights these spikes and where to book early.
-
Addressing loyalty-driven behaviour
Travel managers frequently underestimate the booking behaviour linked to hotel loyalty status. The report outlines ways to manage program leakage while leveraging loyalty benefits.
-
Improving compliance across hotel programs
Compliance remains one of the biggest untapped savings opportunities, but a large share of bookings still sits outside managed channels. That limits visibility and weakens your negotiating position.
What’s happening in the global hotel market right now
Demand is strong, but stability isn’t guaranteed. Global average room rates have risen, and occupancy is sitting over 73%. In major business hubs like Tokyo, Sydney, and London it’s even higher. Which means securing a room is just as important as price.
At the same time, pricing isn’t moving in one direction. North America is seeing sharp increases, Europe is stabilizing, while Asia-Pacific is mixed with some markets softening and others tightening.
A strong corporate travel program needs to do three things well. Protect your budget, support your people, and adapt to change. That sounds obvious, but most programs lean too heavily in one direction. Either they chase savings at the expense of experience, or they prioritise comfort without control. The balance is where the value sits.
Find out more in the FCM Consulting Insights Report
Case study: Building a dynamic global program
The insights inside this report mirror the strategies used to overhaul travel operations for a major global consumer goods organization.
By applying strategic data analysis and consolidating their approach, this organization achieved a projected saving versus market rates of £4.4million. They secured 80% coverage across 545 contracted hotels. If the client implements the further recommended changes to its travel policy, they can expect a further 10% spend reduction, representing a £2.13million opportunity value.
How to use this report
This report was created to support preparation ahead of your hotel RFP. Start by reviewing your own booking data and identifying current travel patterns. Compare this with the regional insights provided to highlight areas of opportunity.
From there:
- Identify where you have leverage in your hotel RFPs
- Adjust your rate strategy based on market conditions
- Update your policy to reflect how and why travellers choose certain hotels or chains
- Align internal stakeholders before going to market
The report is also a useful tool for internal alignment. Sharing key insights with finance, HR, and leadership helps bring everyone onto the same page before decisions are made.
The RFP season offers more than a chance to renegotiate rates. It provides an opportunity to ensure a hotel program reflects how an organization operates today, and what it will need in the years ahead.
Jo Lloyd, Global Head of Customer Management and FCM Consulting.
What to do before you launch your hotel RFP
Ready to see the full picture?
The full FCM Consulting Insights Report covers detailed regional data, negotiation strategies, and practical recommendations.
Download the FCM Consulting Insights Report Hotel Strategies Report for 2026 and head into your next RFP with confidence.
About the data and methodology
The insights in this report are based on global corporate booking data from FCM Travel and Flight Centre Travel Group, covering travel activity from July to December 2025. Hotel occupancy data is sourced from STR, providing a consistent view across major markets. Rates reflect average booked nightly prices and are influenced by seasonality, supply and demand, booking behaviour, and exchange rate movements.
The methodology incorporates external industry data sources, extensive market research, and direct observations from consultants, suppliers, and on-the-ground experts.
Frequently asked questions
-
What does the FCM Consulting hotel report cover?
It provides a detailed look at global and regional hotel average room rates, occupancy trends, and booking behaviours. It offers strategic recommendations and predictive analytics to prepare you for the 2026 RFP season.
-
Who should read this report?
Anyone involved in corporate travel management, including travel managers, procurement leads, finance teams, and executive assistants managing bookings.
-
Why are hotel rates so unpredictable in 2026?
Rates are influenced by a mix of demand, major events, geopolitical factors, and supplier pricing strategies. These factors vary by city, which creates uneven conditions globally. The report outlines how to manage each of these.
-
Are dynamic hotel rates better than fixed rates?
Dynamic hotel rates offer flexibility but can fluctuate. Fixed rates provide more stability and are often preferred in high-demand markets where availability is limited.
FCM Consulting supports organizations across the world to navigate complex travel environments. The team of experts assists global businesses with everything from air and hotel program optimization to sustainability strategies, outsourced travel resources, supplier sourcing, benchmarking, and change management.