Typical Corporate Real Estate outsourcing arrangements punish missteps rather than reward performance. This keeps service providers in constant “self-preservation” mode – worried more about survival than success. If your outsourcing model is currently structured this way, it’s not sustainable!
Verum’s advisory work covers everything from needs analysis through full account transition to a new service provider. Our focus on transition ensures the new relationship (or renewed existing relationship) has staying power and will be supported by performance management and governance plans that are both fair and reasonable.
Here’s an overview of Verum Consulting’s unique approach for clients:
First, we lead the client’s CRE team through a Discovery process called V.E.R.U.M. This process validates that the outsourcing vision and goals are clear, achievable and realistic.
Then, we engage service providers in up-front working sessions to have direct and confidential discussions about existing issues and challenges. We invite the client’s legal and procurement teams to join these discussions to create transparency, and set the foundation for a successful long-term partnership.
We solicit written feedback from the service providers which helps us “reverse engineer” the RFP by turning selected input into additional RFP questions. Our RFPs are therefore clearly and directly applicable to the client’s existing situation and desired scope of work (SOW). Without this step, most proposals end up containing boilerplate responses and generic marketing material.
During the process, we guide the client in evaluating service provider characteristics such as: team chemistry, collaboration, commitment, engagement, and responsiveness and align with the client on what percentage of the selection criteria should be behaviorally-based and tied to these characteristics.
We believe a thorough Discovery Process on the front-end as well as a strong focus on transition on the back end of the RFP Process is key to the success of any outsourcing initiative. We will never compromise on our approach.
“In selecting a consultant for my corporate real estate partnering initiative, I was looking for someone flexible, energetic, with great industry knowledge, and personally empathetic to my need to disrupt the RFP process. If you’ve struggled with your service provider relationships, I highly recommend you give him a call. Vik’s approach involved coaching, training, and guiding my internal real estate team as well as the service provider teams, from needs analysis all the way through account transition (an add-on service from others but maybe the most crucial part of the consultant’s job, and thus a commitment from Vik). He’s a great team player, respectful to all involved, thoughtful in his counsel, and fun to work with. Thanks for everything Vik!”
–Philip Grossberg, VP Global Real Estate and Facilities – Avnet
“Vik understands the critical need for a unified corporate facilities strategy that brings the facilities management, real estate management, and all property asset acquisition, management & maintenance functions into a synergistic relationship. He fosters these relationships between client and outsourced resources with a view to a cohesive team focused on the client’s needs and strategic plan.”
– Larry McLaughlin – McLaughlin & Associates, Inc.