Steer helps Italian transport operator break into the Paris bus market
ATM enters Paris bus market with Steer's support, winning Lot 40 in a major cross-border transit success.
ATM, Milan’s public transport operator, has officially entered the Paris bus market.
Steer supported ATM throughout the bidding process for Lot 40, which covers services in the Croix du Sud area, south-west of the French capital, drawing on our full range of capabilities to help ATM put forward a compelling, technically sound, and competitive offer.
- Business strategy advice: We ensured ATM’s approach aligned with the ambitions of Île-de-France Mobilités (IDFM).
- Network and operational planning: We adapted ATM’s operational strengths to the unique characteristics of the Parisian suburbs.
- Performance and demand analysis: We forecast how services could meet passenger needs and exceed expectations.
- Clean bus transition support: We integrated electric and hydrogen solutions into the fleet plan.
- Revenue optimisation and regularity improvement: We implemented solutions that optimised revenue generation and improved the level of punctuality of services.
A non-French operator winning a highly competitive bus contract in the Île-de-France region is a huge achievement, and the move is an interesting development for the broader European transit sector, which increasingly sees ambitious, high-quality operators crossing national borders to bring their expertise to new cities.
What did Steer learn from the ATM bid?
Work creatively within the established parameters
The tendering framework was tight, as is often the case in regulated markets. But creativity still had a role to play. Success came from finding smart, high-impact interventions that didn’t break the rules but enhanced the proposition – for example, reconfiguring routes to serve emerging business districts, schools, and healthcare facilities, while maintaining efficiency and resource balance. It’s about creating added value while staying well within the boundaries.
Be tenacious
Entering a new national market is never easy. It demands not just technical knowledge and operational excellence, but also the resilience to learn, adapt, and persist. ATM’s success didn’t happen overnight – it was the product of belief in their own strengths and the patience to apply them thoughtfully to a new context. This is a powerful reminder that tenacity, as much as innovation, is key to cross-border success.
Listen actively
A refreshing aspect of this process was the multi-round submission format, with IDFM providing clear feedback after each stage. The most successful strategies were those that took this feedback seriously, addressing weaknesses head-on while preserving and enhancing the strengths that were already recognised. It’s a valuable lesson in the power of active listening and agile response in competitive tenders.
Bid support is exciting work – it’s complex, fast-paced, and highly collaborative. But it’s also immensely rewarding, especially when it helps connect new ideas and proven excellence with the cities that can benefit from them most.
The key to the success of this project was the ability to work closely with ATM as one team, develop a relationship of trust and confidence, and combine their long-standing experience with our international focus and expertise.
As the European public transport market becomes more integrated and open, we’re looking forward to more opportunities to support operators, like ATM, in bringing their strengths to new contexts. Congratulations again to ATM for this win. We’re proud to have been a part of the journey.
