Navigating TMC mergers in corporate travel
Protect your corporate travel program
When your travel management company (TMC) is undergoing a merger, you need to understand the reality and risks to your business, as well as strategies to protect your corporate travel program.
This guide has been created to help you navigate this change.
Key Takeaways
In this TMC mergers guide, you’ll learn about:
- The strategic impact that TMC mergers can have on your travel program.
- The market reality of how to face the uncertainty of TMC consolidation, and use this to your advantage.
- Some direct risks of a TMC merger to your travel program, and how to navigate them.
- How to assess your current travel management company.
- Five strategies to protect your program during a TMC merger.
In the constantly changing travel industry, TMC consolidation is a reality many businesses face at some point. Protecting the integrity and efficiency of your travel program is essential, so that your travellers and your bottom line aren’t affected during these transitional periods.
The strategic impact on your travel program
From travel program stability to the effect on travel costs and ROI, there’s a lot to consider during a TMC merger.
It’s important not to overlook the opportunity for proactive travel managers to take control and take a lead during this process, with united company objectives.
With preparation, you can maintain and evolve your corporate travel program management priorities alongside these changes.
The TMC world might always be shifting, but there are ways to use these changes to your advantage.
Understanding the risks of a TMC merger
“How will my program be affected?” is a question a lot of travel program owners ask when a merger is announced. Just some of the risks include:
- Service disruption compounded by staff turnover and possible technology migrations.
- Reduced attention as there is a larger portfolio to look after.
- Pricing pressures which could lead to less favourable terms, reduced negotiating power and a shrinking market.
- Innovation lag while the merging TMCs focus resources elsewhere.
- Change and opportunity costs – every hour spent managing merger-related disruption is not spent on optimisation.
- Workflow or platform changes that impact the efficiency of your travel management processes.
- Reduced contract flexibility, potentially reducing savings opportunities in the future.
- Cultural shifts that impact collaboration dynamics within your travel program.
- Reporting and data inconsistencies that affect your ability to use analytics for strategising.
Market reality behind TMC consolidation
As you approach a TMC merger, there are some important statistics to keep in mind, according to 2025 GBTA polls:
- 30% of buyers are currently re-evaluating their TMCs.
- 52% of organisations are concerned that consolidation reduces competition.
- 20% buyers mention having difficulty with NDC bookings, which is why they’re considering a change.
- Only 34% of buyers were planning to incorporate AI in their business in significant ways.
Assessing your current TMC relationship
There are some important questions that you should ask yourself, as a way to assess the relationship you currently have with your TMC:
- Is the culture fit with your current TMC good?
- Do they know your priorities?
- Does your account manager offer exemplary service?
- Does your TMC offer plug-and-play tech that fits with your tech stack?
- Are you happy with the costs you’re paying for the services you’re getting?
These are just a few of the important factors you can find in the useful checklist in the full report.
5 strategies to protect your travel program during a TMC merger
Define your priorities | First, you need to be crystal clear on what matters most to your organisation. |
Assess your current TMC | Check your alignment, services, technology, costs, and contracts. |
Ask the right questions | Internally and to your TMC, ask questions that are forward-focused. |
Explore your alternatives | Once you’ve built a picture of what your future looks like, what other options are available? |
Plan your transition | Whether you plan to stay on or switch TMCs, you’ll need to have a solid plan. |
Download report for full guidance
What you’ll find inside
Inside this guide to TMC mergers, you’ll find helpful guidance and resources including:
- Stories of companies who changed their TMCs
- Checklist of questions to ask
- Advice for changing management
Frequently asked questions
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What is the impact of a TMC merger on my travel program?
The impact of a TMC merger on your travel program can vary, but often it includes changes in service levels, technology, and potential shifts in pricing structures.
If there is a restructure, you may experience changes in account management or your travel consultants.
A merger can have its benefits too, such as introducing new capabilities or expanding geographic reach. This guide was created to help navigate TMC mergers and teach you what to ask to protect your travel program during this process.
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What questions should I ask my TMC during a merger?
Consider asking questions covering topics such as:
- Service continuity
- Pricing and contracts
- Technology integration
- Account management
- Added value.
You can find our list of recommended questions to ask in this report, along with reasons why they’re important.
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How do I protect my travel policy and budget during a merger?
There are several steps you can take, such as:
- Clear communication
- Reviewing your travel policy
- Engaging with stakeholders
This guide contains steps on how to define your priorities, assess your current TMC partnership, and make sure you always ask the right questions.
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Will a TMC merger affect our booking tools or reporting systems?
It could - especially if you don’t take the time to ask the appropriate questions ahead of time and prepare accordingly.
This is why taking the time to enquire about the potential impacts of TMC consolidation on your booking and reporting systems is so vital.
