Concession contract management

Concession businesses can appear to investors as highly complex, politicised and potentially risky investments. This article, written by Nigel Hendley, principal of Hendley Associates, seeks to explore the key issues of cultural change and revenue management and in so doing, provide an insight into the art of concession management.

The development and management of concession contracts, and indeed delegated management contracts of all types, represents a form of business acquisition with a twist. That twist takes the form of a political and cultural dimension which is absent in most business-to-business deals, mergers or acquisitions.

For water, the political and cultural dimension is more acute than for most other privatisations ...

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