The conquest of the large public amenities market

• Didier RÉTALI
  Directeur financier, Suez Lyonnaise des Eaux
  

Summary

Delegated management, which consists of giving the operation, the maintenance and the possible network extensions to a private company, is in full expansion in the world water market. Based on his experience as project director at the heart of the Suez Lyonnaise des Eaux group, Didier Rétali explains how to win and subsequently manage the largest contracts in delegated management. Establishing colossal loans, evaluating the risks regarding contracts which can last up to thirty years, improving the service, when initially the installation is in a pitiful state, obtaining payment from consumers who have a tendency to ignore their bills, maintaining good relations with the public and the politicians on a very sensitive subject, are just a part of the know-how developed by the group, one of the world leaders in the domain of large public amenities contracts.

Summary translated from French by Rachel MARLIN.

• The entire article was written by Sylvie CHEVRIER.

To obtain this article, you can :

• download it for free in French (PDF help) or contact ecopar@paris.ensmp.fr (Reference VA110699).

The entire article appears in French in the Journal de l'École de Paris du management N° 20.