An international aviation standards body was developing a revised framework for financial settlement across the sector and needed to understand how member airlines and settlement intermediaries would respond before the proposal was formally advanced.
What we established
We engaged senior representatives from airlines, ground handlers, and financial intermediaries across multiple markets, speaking with each independently to establish where genuine support existed, where concerns were unresolved, and where the stated position differed from the private view. The engagement was structured around the specific questions the standards body needed answered before committing to the consultation timeline.
What changed
The body was able to enter the formal consultation process with a clear picture of where member opinion actually stood, which proposals would attract resistance, and where the framing needed to change before the proposal was circulated. It changed both the content and the sequencing of how the initiative was advanced.
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