The Basics of a Great DMC/Advisor Partnership
We talk a lot about partnerships in the travel industry. They are, very much, what makes this industry go around.
The word may have lost some meaning through overuse, but "partnership" really is the perfect term for the relationship between DMCs and advisors. It shouldn’t be transactional or hierarchical; one person isn’t working for the other. When it’s done right, it’s a mutually beneficial dynamic where both sides are better for it.
As an advisor, I relied on DMCs for every trip I sold. I couldn’t do my job without them (maybe I could, but I’d be half as productive and twice as stressed.) It took time to find the right fits and even more time to build the routines and trust necessary to work together seamlessly. But once those were in place, my DMC partnerships saved me so much time, energy, and so many headaches.
Beyond that, they enriched my professional life. I learned so much from my "teams on the ground," many of whom I now count as friends.
When we started Cabra Collection, it felt natural to represent the type of boutique DMCs we loved partnering with as advisors. It’s been interesting to see the other side of the equation, and see how that relationship looks from the DMC perspective.
My degree is in psychology, and I’ve always had a particular interest in the psychology of relationships. The building blocks of a successful real life relationship (romantic or otherwise) are the same ones that contribute to a successful DMC/advisor partnership:
Vetting (The “Dating” Phase): Everyone needs to ensure there’s an alignment in values, goals, and travel philosophies. Both sides should ask the hard questions to ensure a fit before taking the leap of faith to start working together.
Investment: It takes time to adapt to one another. Every advisor and DMC operates differently, so you can’t expect it to be perfect from the jump. It takes time to get into a groove, but every trip you operate together should go better than the last.
Transparency: Once you’re up and running, honesty is everything. Sugar-coating doesn’t help anyone. If there’s an issue, be upfront and tackle it together.
Respect: DMCs are not your employees or just a service provider. They are your teammates and your eyes and ears on the ground. The best trips happen when the gap between the advisor and the DMC disappears and you work as a well-oiled machine.
A common strategy among couples therapists is to ask people what attracted them to their partner in the first place. This puts them back in the early stages of the relationship, helps them strip away the recent challenges, and see their partner with fresh eyes.
It’s a helpful exercise to keep in mind. Travel is inherently unpredictable, especially in Latin America. Things will go sideways - sometimes it’s someone’s fault, sometimes it’s the nature of the destination.
If things go belly-up with a quote or a traveling client, don't rush to blame your DMC. Instead, remember why you partnered with them in the first place - offer them the same grace, trust, and respect you’d want in return. If you lead with curiosity rather than blame, you’ll get to the bottom of the issue, address it fairly, and your relationship will be stronger for it.
