BY ANTHONY OMOH
The Managing Director of FCM Travels, Adejoju Sikuade, has detailed the remarkable journey that led to securing the Shell Nigeria travel account in 2024. This significant win, described as a turning point for FCM, underscores the company’s technological innovation and tailored solutions in business travel management. Highlighting the journey, Sikuade emphasized the strategic efforts that earned Shell’s trust and partnership.
FCM Travels, a leading global travel management company, faced a major setback when Shell Nigeria initially excluded them from a global travel contract between 2022 and 2023. Despite being part of the global win for Shell, Nigeria’s exclusion was a surprise for the FCM team, given their active participation as a trusted travel brand. This challenge prompted the company to deeply analyze Shell Nigeria’s reservations and develop a strategy to overcome them.
Through extensive research, the FCM team discovered that Shell Nigeria remained loyal to their existing provider due to familiarity and satisfaction with the current services. Recognising this, FCM took the opportunity to demonstrate the value of innovation, leveraging its technological expertise and client-focused approach to make a compelling case. Sikuade explained that FCM highlighted how their tech-driven solutions could transform Shell’s business travel experience while ensuring efficiency and enjoyment.
“We demonstrated what makes FCM stand out—our technological integration and innovative solutions. Business travel is often seen as rigid, but we showed Shell that travel can be seamless and enjoyable when managed with cutting-edge technology,” Sikuade explained.
FCM delivered a bold pitch that emphasized its core strengths, including advanced technological tools, operational flexibility, and seamless travel management solutions. Sikuade explained how the company encouraged Shell to explore these innovative solutions and consider the advantages of switching to FCM. The strategy proved successful, and Shell Nigeria transferred its travel management contract to FCM in October 2024.
The new partnership not only signaled a major milestone for FCM but also spurred remarkable growth across its operations. The scale of Shell’s travel program required FCM to expand geographically, with significant manpower investments in Port Harcourt, Warri, and Abuja. “Shell’s extensive operations required us to expand into key regions like Port Harcourt, Warri, and Abuja. We significantly increased our manpower to support this growth, enabling us to effectively manage Nigeria’s largest travel program. This contract allowed us to grow, not just in revenue, but also in our capacity to deliver for a large-scale, multifaceted operation,” Sikuade concluded.
Sikuade acknowledged that the Shell Nigeria travel account marked a transformative period for FCM Travels, both in terms of revenue and operational capabilities. By managing one of the largest travel programs in the country, FCM demonstrated its ability to deliver tailored solutions for clients with multifaceted operational demands. The win also positioned the company as a trusted partner in the oil and gas sector.
The success of securing the Shell contract highlights FCM Travels’ resilience, adaptability, and dedication to excellence in business travel management. With a clear focus on innovation and customer satisfaction, FCM has set a benchmark for delivering world-class travel management services in Nigeria and beyond.
