Humanitarian aviation splits into two largely independent markets: cargo and passengers. They are served by different vendors, through different onboarding and contracting processes, using different aircraft types, against different vendor requirements. Cargo is the more fragmented of the two, with organisations using purchasing strategies that range from spot purchase to long-term agreements with freight forwarders, and some smaller organisations outsourcing freight purchase to their suppliers. Where the two markets converge is on the constraints their buyers face. Cost is the constraint raised most often, sharpened by the current funding crunch, but access is the one that decides whether a flight happens: landing permits, aircraft registration, war risk insurance and import clearances. Passenger transport has already been partially consolidated, with a single mandated agency purchasing on behalf of all other United Nations entities. Cargo has not, and this paper closes by asking why

Working with the Humanitarian sector requires more than capability—it demands strategic positioning in a sector where speed, compliance, and reliability outweigh price alone. This guide provides practical insights on how new vendors can navigate the competitive Aid & Relief sector, from building rapid response capacity to understanding the structural reforms reshaping humanitarian procurement.