Aviation Business Journal 1st Quarter 2013 - 16

Walk a Mile in My Shoes
The Art and Science of Doing
Business with Airport Sponsors

T

his is the first article in a three-part series
that will examine the art and science of doing
business with airport sponsors (in general)
and leasing airport property for commercial
aeronautical purposes (in particular). This article
will examine doing business from a “sponsor” perspective,
the next article will discuss doing business from a “business”
perspective, and the final article in this series will outline a
“best practices approach” for working with sponsors.

Introduction
In many ways, art is about being creative. While this can
be an important element when it comes to doing business
with airport sponsors, within the context of this series it
refers to the art of dealing with people or understanding
interests, perspectives, and expectations; negotiating terms
and conditions in an honoring and respectful manner; and,
ultimately, doing business in a mutually beneficial way.
Science, on the other hand, is about complying with laws,
regulations, obligations, and guidelines, working within
a complicated framework of parameters (e.g., planning,
development, operation, management, financial, legal, etc.),
and operating and managing an airport or aviation business
in a safe, secure, and efficient manner.
By walking a mile in the shoes of an airport sponsor and
using an approach that thoughtfully and carefully combines

16	

By Paul A. Meyers,
Principal in Charge,
Aviation Management 
Consulting Group, Inc.

art and science, a business can increase its potential for
success.

Airport Management
Managing an airport is a complex, and often challenging
and demanding, task. Airport management is a fusion of
many roles and responsibilities, including administration,
human resources, procurement, contracting, planning,
engineering, maintenance, safety, security, marketing, public
relations, and finance.
Airport managers must work within existing ownership,
governance, and management structures (and the powers,
limitations, and/or restrictions associated with the existing
structures). Airport managers also work with a wide variety
of customers and stakeholders – public and private –
including governing bodies, advisory bodies, businesses,
tenants, consumers, users, and government agencies.

Airport Laws, Regulations, Obligations, and
Guidelines
To walk a mile in the shoes of a sponsor, a business must,
at a minimum, have a fundamental understanding of the
key laws, regulations, obligations and guidelines pertaining
to airport development, operations, and management. This
includes federal and state law, regulations, and guidance and
the Airport Sponsor Assurances.

Aviation Business Journal  |  1st Quarter 2013



Aviation Business Journal 1st Quarter 2013

Table of Contents for the Digital Edition of Aviation Business Journal 1st Quarter 2013

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