Buyers have been urged to be more considerate to travel management companies when undertaking the tendering process.
A debate at the Business Travel & Meetings Show heard that a common gripe among TMCs was not being given enough time to complete the RFP process.
BCD Travel sales and marketing director Tony McGetrick told a seminar at the show: “One of the biggest issues in bidding for business is the time allowed in the RFP process.”
This, he said was typically 10 to 14 days.
“The client can then take six months to make a decision but are pushing us for an answer.”
McGetrick urged more honesty during the RFP process.
“Can we please have as much of a relationship during the tendering process as possible? When we’re out, tell us, don’t string us along,” he said.
Paul Tilstone, chief executive Institute of Travel and Meetings, said: "Sometimes buyer expectations can be unrealistic, but they can't determine how many bids a sales team might be working on at one time and what the work load pressure is on a TMC as a result.
"Any good buyer will recognise that providing an appropriate time will give them best information to be able to make a considered judgement."
Nicola Lomas, global travel buyer with advertising firm Omnicom and incoming chair of ITM, said she encouraged buyers to build relationships with TMCs expected to engaged in the bid process well before the RFP activity begins.