A TH!NK GUIDE
From RFProposal to RFPartnership
Let’s face it. The traditional RFP is one size fits none.
Box-ticking. Price-driven. Rarely built for the long game. For years, corporate travel procurement has been stuck in a cycle that’s no longer fit-for-purpose. But if the traditional RFP isn’t delivering the results you need, why do we keep playing by the same framework?
At FCM, we know there’s a better way. So, we rewrote the rules.
No, seriously. We actually rewrote the book.
The result? RFPartnerships. A smarter, more strategic way to sourcing a travel partner.
The latest instalment of the Th!nk series explains how.
The modern travel programme dilemma
A recent Business Travel News (BTN) study surveyed 152 corporate travel and procurement managers showed that 43% had undergone an RFP process in the last three years, yet many still end up with short-term fixes over long-term solutions. If the process isn’t delivering, why keep running in circles?
The reality? The standard RFP process was built for an era of transactions, not transformation. But modern travel programmes demand more.
If you’re looking for a TMC that aligns with your vision, not just your budget, it’s time to rethink the process. That’s where RFPartnership comes in.
RFPartnership: The travel sourcing alternative
Traditional RFPs compare suppliers. An RFPartnership finds you the right partner.
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?
Lindsay Straub, Global Head of Sales
According to Boston Consulting Group, successful procurement partnerships can drive 3-10% (or more) on in-scope spend through:
Increased purchasing power
Economies of scale
Supply chain synergies
Shared best practices
Standardised components
Now, imagine unlocking those efficiencies while also gaining a partner who proactively drives innovation, adaptability, and smarter travel choices.
That’s the difference between a contract and a collaboration.
RFProposal vs. RFPartnership: What’s the difference?
At FCM, we know no travel programme is one-size-fits all. And not all sourcing methods are created equal.
Here’s how they stack up:
| RFProposal | RFPartnership | |
|---|---|---|
| Purpose | What I need: - Minimal focus on goals - Transactional in nature | What I hope to achieve: - Focus on wider company goals - Strategic in nature |
| Pre-work | Minimal: - Creation of questionnaire - Research into supplier | Extensive: - Goals, aims, values created - Programme strategy developed - RFP avoidance undertaken |
| Process | Q&A: - Excel spreadsheet sent out - Intensive review period - Little room for creativity - One-way communication | Collaborative solutions: - Face-to-face meetings - Focused questionnaire - Solution-focused - Two-way relationship |
| Information | General: - Broad responses - Information-led | Specific: - Answers tailored to pain points - Solution-led |
| Application | Procuring goods: - Transactional items - Cost as the main focus | Sourcing strategic partners: - Strategic requirement - Complex sourcing needs |
Traditional RFPs = A race to the lowest price
RFPartnership = A personalised investment into your company’s future
Why RFPartnership works where RFPs fail
No-one wants their procurement process to fail. But how do you manage to avoid these common pitfalls when the existing frameworks are no longer delivering for you?
What’s inside the guide?
- The hidden flaws of traditional RFPs—and how to fix them
- RFPartnership explained: A smarter way to source your TMC
- Key steps to set the foundation for a long-term RFPartnership
- Exclusive insights from global travel leaders redefining procurement
“Collaboration and empowerment are at the heart of FCM, and we’re bringing that same philosophy to the RFP process. A truly collaborative approach is what elevates your programme—regardless of size or spend. So here, we put forward our case to reimagine what’s possible and move from ‘Request for Proposal’ to ‘Request for Partnership.’"
— Lindsay Straub, Global Head of Sales
Ready to rewrite the rules of business travel?
Download the Guide Now and start redefining what's possible.