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They say people ultimately choose to do business with people they like. That may be true for companies that have a more flexible approach to procurement, but in the world of travel management it’s often more to do with the bottom line than who plays a better game of golf. Choosing the right travel management company (TMC) to support your company can often be a daunting and drawn-out process, especially when you struggle to differentiate between the services offered by each TMC, says ‎Euan McNeil, general manager at FCM Travel Solutions South Africa, a division of Flight Centre Travel Group. “The secret to finding the right match for you is to understand that what you put in, is what you get out,” says McNeil. “By spending time shaping your request for proposal (RFP), you stand a much better of chance of receiving a meaningful proposal from TMCs that will help you select the best partner for your business.” But having a tip-top RFP isn’t the only secret to picking the right travel ma...

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