Workplace Futures 2011 - Conference held in Churchill War Museum, London

1. Workplace Futures
Consultancy – understanding your
requirements
Andrew Wilkinson
08.02.11

2. Andrew Wilkinson
“ Head of Managing Agent business
Over 20 years experience in Property
Asset Management
Blue chip Clients in the private and public
sector
Expertise are in client relationship, supply
chain and knowledge management
Growing interest in workplace
”
management.
Lloyds Banking Group WH Smiths ICI Mitchells and Butlers
Asda Walmart Coca Cola Enterprises Barclays
Ministry of Defence Royal Bank of Scotland
Metropolitan Police Greene King Home Office
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3. How does a busy guy like me buy
things from people I can trust?

4. The client’s problem(s)…
What are our
How can we
optimum
reduce our
workspace
overheads?
requirements??
Is Property a What risk
core should we
competency we transfer and
need in house? how?
How do we What do we
benchmark do about
against our carbon?
competitors?
What do I need to do?
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5. Demanding stakeholder environment –
more questions than answers?
Stakeholders
Executive Leadership
(CEO, COO, Finance Director)
Customers/ Property business Align services,
partners management
Users
End
Group Functions processes &
(Finance, tax, risk, legal, HR, IT, MI platform
H&S, etc.)
Property/ FM function
Key suppliers
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6. More need now than ever before for the
Intelligent Client Unit
Providing and
buying services
isn’t like buying
Baked Beans.
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7. Market choices Access
To Cash
Liquidity
Issues
Equity &
Financing
Solution
Independent
Evolution Managing Agent
Confusion in market -
TFM solution
Bundled Single
TFM
Risk Risk
Transfer
language; models;
Service
Single Service
Management
Increased Buyer
best value; etc.
Solution
UK FM c2001
Bundled
Leverage
Sophistication
Access to
Niche Innovation
Single Service & Local Markets
Contracting
2001 2009

8. Where do I get help?
www
Professional bodies
999?
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9. Role of a consultant...
Borrow your watch to tell you the time...
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10. Why use a consultant?
“I would say for us the right use of
consultants is where there’s a skills gap,
where we’re buying in some experience
from outside… people who bring you
external challenges, ideas and
knowledge.”
Sir Gus O’Donnell, Cabinet Secretary
Public Accounts Committee, 17th November 2010
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11. Consultancy takes many forms
Corporate Managing
Procurement
real estate agent
Client side Client Knowledge
friend advisor manager
Management Professional Independent
consultants Services expert
Consultancy is a bad word...
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12. 3 types of consultants emerging
Type Features Risks
Top Tier • may offer unique insights • price or value
through focus on specific • do they deliver the
eg KPMG markets/ services outcome?
• have broad range of skills eg
M&A/ Strategy
• typically external
Outsourcers • may offer transformational/ • are they independent?
outcome driven advice • do they have breadth
eg Atkins • can be integrated with ICU or 3rd of experience
party
Independents • may be competitive due to lower • limited resources
overheads • may not be able to
eg Concerto • usually relationship driven access Board Rooms
• may have specific skill set eg
Procurement
• Often part of internal team
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13. Consultancy Model - Client side
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14. Sustainable Consultancy Model
Integrated with Intelligent Client Unit
• sustain skills/ expertise
• access to technology
• common processes
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15. Enabling the Intelligent Client
• property data • knowledge reports
• transactional data • business cases
• asset data • option studies
• cost analysis codes • causal analysis
• benchmarking
• dashboards
• performance reports
• self-service reports
• cost saving plans
• property strategies
Data Information Knowledge
• informed decisions
• benefits realisation

16. Opportunities for our industry
- a customer perspective
• Timing - Now is the time when customers need to solve
complex problems
• Skills and expertise - Available quality resources
• Transformation - skills available through consultants
• Make/ Do or Buy - Can be a route to more than expertise
eg Technology, Processes
• Procurement - 3 questions to ask when buying
consultancy: -
• Why can’t I do this myself?
• How do I measure the value – tangible/ actionable?
• Explain to me in detail why you are better than your competitors?
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17. Opportunities for our industry
- a service provider perspective
• Timing - Now is the time when customers need help and
advice to solve complex problems
• Integration - FM/ Property companies can offer integrated
solutions by collaborating with consultants
• Innovation - Clients want outcomes that Consultants can
help develop and deliver
• Strategic - Opportunity to get property on the C-level
agenda
• Industry consolidation - Consultants can support with
your mergers and acquisitions strategy
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18. All about trust…
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