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.

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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.

 

Lindsay Straub

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 

RFP process

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 
PurposeWhat I need: 
- Minimal focus on goals  
- Transactional in nature
What I hope to achieve: 
- Focus on wider company goals  
- Strategic in nature
Pre-workMinimal: 
- Creation of questionnaire  
- Research into supplier  
Extensive: 
- Goals, aims, values created  
- Programme strategy developed  
- RFP avoidance undertaken  
ProcessQ&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 
InformationGeneral: 
- Broad responses  
- Information-led  
Specific: 
- Answers tailored to pain points  
- Solution-led
ApplicationProcuring 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 

Get expert insights, practical strategies, and a smarter way to source your travel partner.

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?

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Future-proof your travel programme

Traditional RFPs lock you into today’s needs. But what about tomorrow? Your now is important. But what’s even more important is the end destination. What are your long-term goals? What does success mean to you? RFPartnership ensures your TMC can scale, adapt, and drive long-term success.
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Get buy-in from day one

An RFP can take months. Misalignment to company objectives invariably leads to a lack of buy-in from senior stakeholders. It only takes one executive disagreement to send everything back to square one. RFPartnership turns the process on its head, involving key players from the start to prevent last-minute roadblocks and ensure full alignment from day one.
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Get the right fit, not just the lowest bid

Travel savings matter, but they’re not the whole story. We call this the ‘outsourcing paradox.’ Where the needs of the end user get diluted through the bidding process, reducing the strategic needs down to transactional, check-list items. Stop chasing the cheapest option. Start choosing the smartest one.
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Know your people

Cultural fit can make or break a partnership. Too often, misalignment only surfaces after the deal is done.
RFPartnership gets it right from the start. So you’re not just picking a supplier, you’re choosing a partner who truly fits.
Travel RFP process

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.

 

 

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