The Business Travel Association (BTA) is calling for greater collaboration across the business travel ecosystem and has urged travel management companies and corporate suppliers to work better together.
The BTA on Thursday (13 July) published a ‘Best Practice’ document outlining how suppliers such as hotels, airlines and technology providers can form ‘strategic partnerships’ with TMCs after both parties “expressed concerns” about transparency, data sharing and strategic alignment.
BTA CEO Clive Wratten said: “This document provides some much-needed clarity on the expectations of each party, which we hope when implemented will lead to stronger relationships and enable smoother collaborations.”
To “bridge the gap” in understanding and better serve customer needs, the BTA advises both parties to clarify expectations, communicate clear targets and to maintain formal processes both inside and outside of meetings.
When working with TMCs, tips for suppliers include the need to properly introduce new employees (and adequately brief them) to TMC partners, provide 24/7 trade support wherever possible and to share training materials and/or objectives at least seven days in advance of meetings.
Meanwhile, TMCs are advised to involve suppliers in quarterly business reviews with clients, clearly define the number of partners they're working with and the supplier’s position in the hierarchy, and allow the supplier to review wider opportunities with the client base.
“This year, more than, TMCs and corporate suppliers need to work closely together to define and redefine their relationships,” Wratten added. “These should be strategic partnerships which recognise that the value a TMC offers goes far beyond delivering everyday transactions.”