Getting better value from suppliers is key challenge for a third of corporate travel buyers

Nearly a third (30%) of American corporate travel buyers cite getting better value from their suppliers as the biggest challenge for 2027. This is one of the key findings from new research conducted by Business Travel Show America of more than 200 corporate travel decision-makers based in North and South America*.  

In addition, nearly half (45%) are planning to increase their spend on corporate travel in 2027, suggesting the expectation for driving greater value from across the travel supply chain will be even higher in the year ahead as budgets look set to increase. 

Business Travel Show America returns to the Javits Center on October 14 – 15 and will include the panel session, ‘Can collaborative innovation reshape the buyer-TMC relationship’ offering practical insights and advice from industry experts on how buyers can change the way they work with travel management companies to deliver greater transparency, trust and value. 

Moderated by Elizabeth West, Vice President, Content – The BTN Group, the panel includes: 

• Suzanne Boyan, Global Meetings & and Travel Manager – ZS
• Eric Rhode, Head of Travel & Expense – Open AI
• Will Tate, Partner – GoldSpring Consulting 
• Matt McClellan, Global Travel & Fleet Manager – GE Aerospace 
• Christine Sikes, Chief Operating Officer – Direct Travel 
• Charanya Kana, Vice President, Product Manager – Navan 

Speaking to us directly before her session, Suzanne Boyan shares advice for how buyers can work more effectively with TMCs. 

1. Prioritise culture fit and radical transparency over price alone
The strongest TMC and supplier relationships are built on shared goals, not just commercial terms. Before you even get to an RFP, arrange an introductory meeting (under mutual NDA) to share your program's objectives and learn more about your TMC’s areas of expertise. Relationships that start this way - with both sides being open about what makes them successful and face to face investment in the short term often outperform those built purely on written responses in the long term.

2. Don't let the RFP process become a box-ticking exercise
Written RFP responses often miss nuance. Take the time to walk suppliers through your questions in person or on a call rather than relying solely on written responses. Vendors can misread intent, and you may not get the answer you actually need. The same logic applies after onboarding: replace generic quarterly check-ins with more strategic, frequent conversations about what's changing in the market and in your business. 

3. Build real transparency into your data and KPIs
Tracking bookings and savings via a TMC on a regular basis should be combined with your own direct-booking data where applicable to get a full picture of program value and spend. This can help you understand supplier decision-making (e.g. why fares are chosen) demonstrate the program's value to senior leadership, and spot any missed opportunities for more efficient bookings and spend.

4. Negotiate for a sustainable partnership, not the lowest price
Competition among suppliers is healthy, but squeezing margins too hard undermines the relationship long-term. It is important to remember suppliers also need to remain profitable to stay viable and reliable as partners. At the same time, be sure to address areas of underperformance. Consistent transparency can ensure you hold suppliers accountable while still working toward mutually beneficial outcomes.

5. Prepare for geopolitical volatility, not just efficiency
Geopolitical disruption is becoming more frequent and harder to plan for, and it can escalate into duty-of-care emergencies with little warning. Strong, real-time data feeds and tested response systems matter more than ever so one to keep a clear, close and regular eye on. 

‘Can collaborative innovation reshape the buyer – TMC relationship’ will take place on October 15, 2026 at 11am in the Capital One Business Travel Knowledge Arena at Business Travel Show America.

*Figures in this article are based on 204 responses to the Business Travel Show America June 2026 buyer survey.