The Task
ANA Aeroportos de Portugal tasked us with assisting in the tenders for multi-airport contracts for the advertising and car park businesses. The objective was to optimise revenues and gain more control over the quality of service provided to clients.
Our Approach
Our team initiated the project by conducting an in-depth review of existing performance to assess competitive positioning. We also analysed international best practices regarding contracts, business models, and revenue sharing.
To define the contract terms, we supported ANA in specifying the services to be provided, SLAs, and proposal evaluation model. To fine-tune the RFP documents, we held discussions with national and European operators to ensure that the conditions were balanced for all parties.
Our experts also supported ANA in evaluating proposals and conducting negotiations.
The Result
As a result, ANA was able to generate competitive tenders and attract major players in each business. ANA increased the revenue share in the advertising tender to reach best practice values. In the car park tender, despite an increased number of services and respective SLAs, ANA was able to decrease the cost of the management contract. Our team’s strategic approach supported ANA Aeroportos de Portugal to optimise revenues and gain more control over the quality of service provided to clients.