In today's volatile aviation environment – marked by shifting passenger behavior, possible turbulences in passenger numbers and geopolitical threats to suddenly change passenger flows – airports have to rethink how they structure and manage commercial tenders and contracts. This presentation explores how Lithuanian Airports has evolved from straightforward bids per square meter to more innovative concession models – flexible lease structures that benefit both parties. This practical example illustrates how airports can balance risk and reward, attract diverse partners and unlock new revenue streams while maintaining resilience.

• Flexibility is the new foundation. Airports are shifting from rigid long-term concessions to agile, performance-based and hybrid contract models
• Emphasize partnership and collaboration with the operators, which includes data-sharing and joint value creation rather than transactional relationships
• Data sharing with partners is essential for decision-making and constant improvements
• Some diversification safeguards and stimulates healthy competition among partners