business travel rfp

The RFP is broken. 
It’s time to rewrite the rules.

The traditional RFP process?  Outdated. Vague. No longer fit for purpose.

If your goal is a strategic, long-term partnership with a travel management company (TMC) that's highly engaged with your travel programme as you are, the standard RFP model just won’t work. It will only hold you back.

It’s time for a smarter, more strategic way forward. Enter RFPartnerships—a bold new approach to travel management that’s built on collaboration, shared vision, and long-term impact. 

At FCM, we’re rewriting the rules of business travel. And that starts with replacing outdated RFPs with a methodology that actually works for you.

Why RFProposals are holding you back
 

We’ve all seen it before.Long, tedious RFP processes demanding extensive data, have hardly delivered yet fail to deliver meaningful results. Procurement teams spend months reviewing proposals, only to find themselves locked into short-term solutions that don’t evolve with their business. 

The pitfalls are clear:

  • Unclear objectives – Too many RFPs focus on the "now" rather than the "future", making it impossible to measure long-term success.
  • Short-term thinking – Prioritising cost over value leads to decisions that don’t account for future growth or market shifts.
  • Cultural misalignment – Choosing a corporate travel management company based only on metrics instead of strategic and culture fit leads to mismatched partnerships.
  • Lack of stakeholder engagement – When key players aren’t involved from the start, buy-in disappears when it’s time to implement change. 

The result? Misalignment, missed opportunities, and a travel programme that’s constantly playing catch-up rather than driving progress. 

Insights & guide on RFP partnerships for corporate travel management

 




RFPartnerships: The smarter way forward
 

Instead of asking, ‘What can we buy?’ RFPartnerships challenge you to ask, ‘What kind of relationship do we need to build in order to create value?’

Naomi Dias, Director of Sales at FCM Travel India, puts it best:

We see RFP as a gateway to meaningful partnerships. It’s time to move beyond rigid templates and start asking smarter questions about service, tech adaptability, traveller experience, and regional insights. Indian enterprises often look for a partner that can navigate complexity and RFP can a strategic tool to drive the dialogue ahead.

An RFPartnership flips the traditional RFP model on its head—shifting the focus from short-term transactions to long-term collaboration. 

It’s no longer about forcing a one-size-fits-none selection process. Instead, RFPartnerships focus on co-creating a framework where both parties align on values, expectations, and future-focused outcomes.

  • From supplier selection → to strategic alignment
  • From short-term cost-cutting → to long-term value creation
  • From transactional checklists → to meaningful partnerships

That’s exactly what an RFPartnership helps you do. It ensures you’re not just selecting a TMC for today, but tomorrow.

Laying the groundwork
 

The secret to a high-impact partnership? Clarity. Know your objectives, challenge the status quo, and ditch the cookie-cutter approach. An RFPartnership isn’t about checking boxes—it’s about redefining success.

As Pascal Jungfer, Founding Partner and CEO of Areka Consulting, puts it: 

You need to get your house in order. Know where you’re going and don’t get distracted.

Before you can build an RFPartnership, you need to lay the groundwork. Ask yourself:

➔    What’s your vision for the travel programme?
➔    Beyond cost savings, what does success look like for your programme? 
➔    Where are the gaps? Where does it thrive?
➔    Do you really need an RFP…or does your current partnership need a reset? 

 

Travel RFP process

The future is RFPartnership

If you want a travel programme that’s agile, strategic, and future-ready, it’s time to step away from traditional RFProposals and step into RFPartnerships.

But success doesn’t happen by chance—it happens by design. Before you take the leap, make sure you’re prepared. The most successful partnerships start with a strong foundation. And that work starts now.

Ready to rethink travel procurement? Download the full guide on RFPartnerships and take the first step toward a smarter, more strategic future.


Download the guide now

Ready to rewrite the rules of business travel?

 

Download the guide now and start redefining what's possible.

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