A corporate client flies less often than a tour operator sends work, and is worth more per relationship than anything else in this market — because they repeat, they pay, and they do not disappear in September.
What procurement actually asks for
Not your rate first. Documents, and in a predictable order:
The certificate with its scope. They will read the scope, which tourism clients never do.
Insurance limits. A specific figure, in writing, that they can attach to a file. This is the single most common reason an operator stalls at the first stage.
Invoicing terms. AeroRide invoices and charges directly from the site; you receive your receipt in the name of the person or company you give us on confirmation. A company cannot pay against a message; it needs a document with their legal name and their payment reference.
And a named contact with a deputy. Corporate travel does not accept a single mobile number answered by whoever is free.
The two habits that disqualify you
Quoting verbally. A rate given by phone cannot be processed. It has to arrive as a document that survives being forwarded three times inside their organisation.
And inconsistent response. A company that waits six hours for a quote twice will route the third request elsewhere and not tell you why. We show a "from" price per route; the final fare depends on the date, the group and the baggage, and is confirmed in writing before booking.
Both are administrative rather than operational, which is why capable operators lose these accounts to less capable ones.
The fix costs a weekend: a quote template with your legal details, their reference field, and the conditions already written in. After that every corporate quote is ten minutes.
What they want that tourism clients do not
Predictability over price. A San José–Tamarindo of 97.1 nautical miles that leaves when it says it leaves is worth more to them than a cheaper one that might.
Waiting and overnights quoted upfront. We quote waiting time and aircraft overnights at the destination: tell us whether you return the same day or the aircraft waits, and we include it in the price. Site visits and audits routinely involve the aircraft holding, and a surprise line item becomes a procurement problem rather than a conversation.
And a rule for cancellation they can plan around. Corporate trips get cancelled by people above the traveller, and they know it. A clear ladder is not a deterrent here; it is a reason to trust the rest of your terms.
Why this client survives low season
Their calendar is not the tourism calendar. Inspections, audits, board travel and project work happen in September because that is when they are scheduled.
One corporate account can cover a meaningful share of your fixed costs in the months when nothing else does — which is the whole argument for pursuing them, and it has to be done in the months when you are busy and credible.
Where to start
Not with a cold approach. With the companies already flying — the ones whose staff you have carried as individual bookings to Drake Bay at 83.5 nautical miles or elsewhere.
They already know your aircraft. What they do not have is a document pack and a contact, and that is a week of work rather than a sales campaign. Operators we bring on evidence current certification, insurance and fleet documentation before receiving a first assignment.
Frequently asked questions
What does procurement ask for first?
Documents, not rates: certificate with scope, insurance limits in writing, invoicing terms, and a named contact with a deputy.
Why do operators stall at the first stage?
Most often on insurance limits — a specific figure in writing they can attach to a file.
What disqualifies me administratively?
Quoting verbally and responding inconsistently. Both cost accounts that capable operators should win.
What do they value over price?
Predictability. A flight that leaves when it says it leaves beats a cheaper one that might.
Why pursue corporate work?
Their calendar is not the tourism calendar. One account can cover fixed costs in the months when nothing else does.
How long does the administrative fix take?
A weekend. A quote template with your legal details, their reference field and the conditions written in. After that every corporate quote is ten minutes.
Where should I start?
With companies whose staff you have already carried. They know your aircraft; they lack a document pack and a contact.
Let us talk
Operators we bring on evidence current certification, insurance and fleet documentation before receiving a first assignment.