ACC GLOBAL AIRPORT BUSINESS DEVELOPMENT TOOLKIT

Background | Marketing & Promotion | Project Pursuits | Financial Institutions | Local Insurance Issues | Anti-corruption Laws & Issues | Procurement Procedures and Selection Processes | Airport Privatization | Alternative Project Delivery Systems | Staff Relocation Practices

Marketing & Promotion

Consulting service providers work in a relationship-based marketplace. Reputation and personal relationships are vital to success in this arena. Leveraging personal or corporate reputations away from home requires considerable investment in terms of time and money. Skill and luck are also relevant to one’s potential success or failure. When evaluating opportunities for which a prospective client seeks foreign funding as part of the selection process, U.S. firms should carefully consider the competitiveness of U.S funding sources because in many cases, U.S. firms compete at a disadvantage since Asian and European governments often provide financing terms that:

  • Are more concessionary and may include emoluments to government officials
  • Require firms from the financing country to provide the services
  • Designate the firm to perform the work.