What business travel RFP wish lists reveal about travellers
Peeking at corporate travel RFPs offers rare glimpses into the future: we can see what companies really, really want from managed travel these days. As business travel procurement dream teams sketch out their perfect scenarios in business travel RFPs, their specific requests reveal where priorities shift for tomorrow’s business travellers.
Business travel contract negotiation matters. After all, travel splurging ranks among companies’ biggest line items. And with productivity, security and company culture on the line, traveller needs matter more than ever. So, what intel lies buried in the fine print of corporate travel services RFPs? We asked Bonnie Smith, GM at FCM, to decode four key trends that signal changing expectations of business trips in the years ahead.
1. AI platforms: Hunger for personalisation drives tech cravings
The age of basic SMS pings is fading fast, Smith notes. “We see tremendous interest in smart platforms leveraging predictive modelling, machine learning and real-time data for travel management.” Companies want TMCs delivering personalised insights like automated confirmation updates and safety warnings - all via slick mobile dashboards and apps.
As Smith explains, this thirst for automated, mobile-friendly experiences mirrors what road warriors expect as everyday consumers.
2. Sustainability mandates: Walking the walk now non-negotiable
The days of lip service are over. As Smith stresses, “Clients expect detailed plans on reducing environmental impacts at each step - from trip avoidance to hotel energy usage.”
RFPs now require TMCs to outline concrete emissions-reduction targets and programme components like carbon offsetting and eco-lodging support. They position sustainability as integral based on growing consensus that managed travel must align with traveller values.
3. Consultative partnerships: Tough questions beat easy answers
Travel management has grown more complex than ever. As Smith explains, many RFPs explicitly request “strategic partnerships to continuously re-evaluate programme optimisation” - not just vendor relationships. Companies want TMCs that ask the hard questions, uncovering hidden flaws versus just delivering off-the-shelf solutions.
As Smith says: “It's about collaborating to dig into pain points...rethinking how policy intersects with culture and workforce priorities.” This requires TMC advisors to act as invested partners versus transactional vendors.
4. Proactive risk management: Safety first
Smith highlights how RFPs reflect heightened concerns around risk mitigation and compliance. Real-time tracking, emergency response systems, and enhanced reporting are fundamental expectations now - not nice-to-haves.
As Smith summarises, TMCs need proficiency in predictive analytics and pre-trip assessments. Companies refuse to compromise on traveller safety - with robust duty of care protections now make-or-break.
What business travel RFP crafters must know
Writing your company’s managed travel services RFP or a travel booker? Keep these top takeaways in mind when you put together your wishlist.
- Mobile apps and personalisation are now basics. Make sure to ask potential partners about their digital talents and customisation skills.
- Eco-friendly practices make or break deals today. Lay out clear environmental standards you expect contenders to have locked down already.
- Seek strategic partnerships, not just transactions. Prioritise pitches from groups who ask tough questions to optimise programmes over cookie-cutter solutions.
- Robust duty of care protections around traveller safety are non-negotiable. Require real-time tracking, crisis planning, and predictive compliance analytics. Don’t cut corners on people.
If your RFP priorities don’t show you’ve got a handle on where corporate travel management is headed, you’re already behind the curve. Catch up, then lead the pack.