Commercial collaboration – together we can be profitable
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This document discusses collaboration in corporate real estate and facilities management. It provides background on David Wright and his experience in various CRE/FM roles. It then summarizes DX, a logistics company he currently works with, outlining their network, market challenges, and investments. The document argues that to raise their profile and value, CRE/FM professionals must collaborate beyond just property deals by taking a holistic corporate approach and reinventing their role to facilitate collaboration across different business functions. It stresses the need to listen more, be creative, and make clients' lives easier in order to foster long-term partnerships with suppliers.
Commercial collaboration – together we can be profitable
- 1. Collaboration in CRE/FM – Another view David Wright Director of Property, Facilities and Procurement April 2016 @ Celtic Manor
- 2. Quick Introduction to David Wright • Represented ‘The Occupier’ for over 30 years as ‘in house’ resource • UK Property Manager for Canada Life Insurance Company • UK & EMEA Facilities & Real Estate Director at EDS (now HP) • Corporate Real Estate Director EMEA for Dell Corporation • Consultant Director at Corporate Property Advisers (now EC Harris) • O2 • Amazon • Formula 1 industry • Rolls Royce - EMEA • Interserve Business Services • Royal Sun Alliance • Omani RE investor in UK property • SIS and BBC to Salford • Shortlist Media, DC Thomson & Crane Communications Inc • Thales Defence • DX Network Services Ltd. Now DX (Group) Plc. - since February ‘14) 2
- 3. Quick Introduction to DX
- 4. OUR NETWORK 5,200 staff Collection and Delivery fleet of over 2,500 vehicles, 350 nightly trunk routes Distribution centres across the UK, operating from over 80 main locations Distribution hubs in Northampton, Nuneaton, Warrington, Bristol and Willenhall, plus other regional hubs. 4,000+ UK ‘high street’ Exchanges UK & Ireland daily 4
- 5. The Market and the DX Challenge • 2015 = +£20 billion UK market value • 2012 = £13 billion UK market value (= average £0.70 per item!) • Letters continue to decline by about 4% annually • Parcel volumes continue to grow (faster than letters decline!) • DX acquisition of Nightfreight Limited in 2012 • Key success factor for DX is network and site consolidation • Key success factor for David Wright is network and site consolidation! 5
- 6. Investing in New Capability and Infrastructure 6 Investment in technology and efficiency…… Investment in carousel & cages ….. Investment in new trucks & trailers.Investment in the new DX Central Hub Facility
- 8. Emotional History of the CRE, FM and Procurement Industry 1980’s - Invented itself 1990’s – Defined it, justify it, exclude it, separate it 2000’s – Defending it, protecting it 2010’s – Second generation of professional CRE/FMs coming through, better education programmes, chosen career paths, attracting other professions, greater recognition, contribution and value, higher salaries and corporate standing - up to a level BIFM – IFMA – RICS – CIOB etc. etc.
- 9. SAME OLD QUESTIONS IN CRE/FM IN 2016: Do we deserve to be higher up the value chain? Can we improve our internal credibility? Can we make it to the Board Room? Can we have greater influence at corporate level? Can we drive corporate change? Can we promote ourselves within the company? Can we raise our profile in an organisation? Can we influence capital projects? Can we add value by working as part of a wider team?
- 10. 10 NO. We can’t. Not on our own. WE MUST COLLABORATE.
- 11. Work and Stuff. The Opportunity 11 Facilities Property Legal HR IT Communications Operations Security/Compliance Finance Exec
- 12. So what do we need to do? Do it differently, be different, act and talk differently and certainly, think differently. Create a ‘route of least resistance’ for our customers - Present a United Front Have a corporate and holistic approach - to raise our game beyond the deal or just the FM or our bit. Reinvent CRE/FM to facilitate Collaboration through workspace, facilities, amenities and infrastructure Be collaborative in everything we do, don’t be combative and don’t be protective – give, don’t take Listen more
- 13. Finally, for All Our Supply Chain and Service Partners • The F word. Try not to use it! • Be Creative • Find the important things that are difficult for us to do. And do them better and quicker than us • Create a ‘route of least resistance’ in using you and your services for everything we do • Take the long term view – on everything • Make us look good. That’s not a joke 13
- 14. Thank You 14
Editor's Notes
- #4: ME- should this now read PLC