An economic recovery could see business travel buyers reverting back to former practices, according to BBC head of sourcing Jamie Hindhaugh.
During the recession, most companies have changed their travel policy to prevent employees from flying first class or staying in luxury hotels. However Hindaugh believes they will reverse this policy as the economy improves.
“I think it will swing the other way. Organisations will think about how to use their travel policy to grow their business and for staff retention,” Hindhaugh told delegates at the Advantage conference in Heathrow on Sunday.
Hindhaugh, who is also vice chair of the Institute of Travel and Meetings, said travel management companies (TMCs) should be more transparent with their clients.
“We buyers all think TMCs are hiding something from us. We understand you want to make a profit but we want transparency and openness.”
TMCs should not hesitate to challenge their clients, he added. “Don’t be afraid to nag us or tell us we’re wrong. It should not be a master-servant relationship.”
TMCs could benefit from employing former buyers who have a better understanding of clients’ needs, he said. “I often see account managers going into organisations but it would be good to see it going the other way. Understanding is key.”