Most Corporate Real Estate outsourcing arrangements punish missteps rather than reward performance. This keeps real estate service providers in constant “self-preservation” mode – worried more about survival than success. If your outsourcing model is structured this way, it’s not sustainable!
Verum’s oversees everything in the real estate outsourcing process from needs analysis through account transition to the service provider. Our focus on account transition ensures the relationship has staying power and supported by performance management and governance plans that are both fair and reasonable. Think of us as the eHarmony of Corporate Real Estate outsourcing!
Here’s an overview of our unique approach:
First, we lead the client’s CRE team through a self-discovery process called V.E.R.U.M. This process ensures the outsourcing vision and goals are clear, achievable, and realistic.
Then, we engage service providers in pre-RFP working sessions to have direct and confidential discussions about the client’s existing issues and challenges. We invite the client’s legal and procurement teams to join these discussions. This creates full transparency and sets the foundation for a successful long-term partnership.
After the working sessions, we solicit written feedback from participating service providers. This helps us “reverse engineer” a Request for Proposal (RFP) by turning service provider 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 RFPs are mismatched to client needs and most service provider proposals end up containing boilerplate responses and generic marketing material instead of customized solutions.
In addition to the proposal assessments, we guide our clients in evaluating service provider characteristics such as: team chemistry, collaboration, commitment, engagement, and responsiveness. We also determine what percentage of the selection criteria should be behaviorally-based and tied to these characteristics.
We believe undertaking a thorough Discovery Process on the front-end as well as staying engaged through account transition on the back end of a corporate real estate outsourcing initiative is the key to success. 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.