British Airways is "negotiating for lower discounts moving forward" for corporate accounts

, according to head of U.K. and Ireland sales and marketing Richard Tams, speaking with Business Travel News. "Given that demand is growing, that is going to have the effect of less availability of lower fares. It doesn't mean fewer deals, but we are aiming to make them more commercially sustainable." Tams also told BTNthat BA has restructured its corporate sales strategy during 2010, shifting account managers away from clients with best-on-day buying policies. A number of clients, he said, "have become much more transactional and that we are only as good as our last fare. We are refocusing our sales efforts on companies which want strategic relationships with us, and we will work with the transactional clients in a different way."