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 Outdated.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 just as engaged with your travel programme as you are, the standard RFP model isn’t just inefficient—it’s holding you back.
It’s time for a smarter, more strategic way forward. Enter RFPartnerships—a bold new approach to travel procurement 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 And that starts with replacing outdated RFPs with a methodology that actually works for you.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 that demand extensive data, 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 TMC based only on metrics instead of strategic and cultural fit leads to mismatched partnerships that don’t last.
- 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.
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?’
Lindsay Straub, Global Head of Sales at FCM Travel, puts it best:
During our research for this piece, it was this word “partner” that repeated again and again. Yet, the overwhelming view was that the traditional RFP process seemed lacking in the ability to truly identify a partner, not just a supplier.
With all this in mind, are we asking the right questions? Is the traditional RFP still fit for purpose?
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?
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.
Ready to rewrite the rules of business travel?
Download the guide now and start redefining what's possible.