How smaller agencies win and keep company accounts: choosing target companies, what travel managers care about, making the pitch, and the service, invoicing and reporting that keep the account.
1. Is corporate travel right for you?
Corporate travel brings repeat business and steadier demand than leisure, but it is a different job: short-notice changes, strict policies, monthly invoicing, and travellers who expect answers within the hour. Make sure you can staff for that before you sell it.
2. Choose the companies to approach
Start with companies whose people already travel often but who are too small for a global travel management company: regional businesses, exporters, NGOs, schools and universities, sports clubs and event organisers. Your existing leisure clients often work for exactly these organisations; ask them.
3. What companies expect
The person who chooses the agency (often finance, HR or an office manager) cares about control and admin, not only price. Show how you will make their job easier.
4. Make the pitch
Ask for a short meeting and come with a one-page proposal: who you are, how booking and approval will work, response times, how you invoice, your service fee and what it covers. Offer a trial on the next few trips rather than asking for a full switch on day one.
5. Keep the account
Review the account every quarter with the client: trips booked, spend, savings found and any issues. Keep each traveller's preferences and documents on file so every booking gets faster, and never let an invoice question wait.
Frequently Asked Questions
How do travel agencies charge corporate clients?
Usually with a service or transaction fee per booking, sometimes combined with supplier commission, or a monthly management fee for larger accounts. Agree it in writing before the first booking.
Can a small agency compete with large travel management companies?
Yes, for small and mid-sized companies that value a personal contact, fast answers and flexibility more than global reporting tools.