cushman & wakefield- smarter procurement to drive corporate growth (iasta webcast)
TRANSCRIPT
© Joanna Martinez, May 2012, All Rights Reserved
Smarter Procurement to Drive Corporate Growth
A Partnership
© Joanna Martinez, May 2012, All Rights Reserved
• Cushman & Wakefield, a privately held company, is one of the world’s largest commercial real estate services firms with brokerage, facilities management, consulting, capital markets, and other services.
• The company was founded in 1917 and the firm’s largest shareholder is Exor, the investment arm of the Agnelli Family.
• Cushman & Wakefield currently has 231 offices in 58 countries, and 13,000 talented professionals.
• Cushman & Wakefield was named the exclusive leasing agent for 1 World Trade Center, the Freedom Tower, by the Port Authority of New York and New Jersey. The Freedom Tower, will total 2.6 million square feet upon its completion in 2012.
Overview
Facilities Management Trends
• Facilities Management is evolving from localized building management and office services to a centralized workplace solution • Sourced through corporate procurement groups and/or consultants• Focus on operational and performance management to deliver best in class price points and service delivery levels.
Major changes in FM include:– Investments in energy and utility management – Expanding scope– Focus on enterprise goals
• Sustainability and LEEDs mandates• ISO compliance• Diversity
– Risk Management
© Joanna Martinez, May 2012, All Rights Reserved
Critical Systems Energy Management Emergency Preparedness Work Order Management Predictive Maintenance Housekeeping FM Staff Development Project management, and
resulting partnerships with GC’s, subecauseontractors
Compliance & Regulatory Management
EH&S Administration Sustainability Program Financial Management &
Reporting Office Support Services Knowledge of building codes
and regulations, and how they differ across the globe
Many Standard FM Services and Resulting Skill Sets are Not Necessarily Procurement Core Competencies
But our core competencies are complementary, and by working together we can do a faster, more effective job for our clients and our suppliers
© Joanna Martinez, May 2012, All Rights Reserved
The Circle Charts: Partnering to Better Serve our Clients
Former Process
Current Process
FM ProfessionalsRFI, RFPSupplier SelectionNegotiationsOngoing SRM
?
PurchasingSpot Buys for Corporate SpendTransactional ProcessingOrder EntryDelivery Tracking
FM ProfessionalsBusiness RequirementsDetailed SpecificationsScope of WorkFinal Decision
Corporate SourcingProcurement Tools and TechniquesManage Strategic Sourcing ProcessTotal Cost Analysis & MeasurementsCategory Management
© Joanna Martinez, May 2012, All Rights Reserved
Supplier EvaluationSourcing StrategiesNegotiationsContractsSupplier Mgmt
What Happens When a New FM Account Relationship Begins?
FM Action
• Manage people transition
• Organize contracts and understand key expiration dates
Related Procurement Competency
• Contract Management Systems
© Joanna Martinez, May 2012, All Rights Reserved
© Joanna Martinez, May 2012, All Rights Reserved
How a Contract Management System helps the Strategic Sourcing
process:
1. Automated alerts and reports on contract expiration.
2. Captures payment terms to support early payment discounts
3. Provides visibility to supplier rationalization options
4. Helps the accrual process by providing visibility to contractual
commitments
5. Assists in assessing compliance to signatory policy
6. System features help employees know where to go for purchases
7. Improves planning:
- Workload management
- Business cycles (union contracts, energy peaks, etc.)
Contracts Management Benefits
© Joanna Martinez, March 2012, All Rights Reserved
© Joanna Martinez, May 2012, All Rights Reserved
• Note: The trend line indicates the number of contracts identified, including contracts in queue.
Number of Contracts Archived
0
1000
2000
3000
4000
5000
6000
7000
8000
9000
10000
Feb Mar Apr May Jun Jul Aug Sep Oct No7 Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct
Information = Sourcing Projects
A Contract Management tool can be a powerful assetand a “To-Do” list for years to come
FM Action
• Manage people transition
• Organize contracts and understand key expiration dates
• Assess for cost reduction opportunities
Related Procurement Competency
• Contract Management Systems
• Global processes and linkages
© Joanna Martinez, May 2012, All Rights Reserved
What Happens When a New FM Account Relationship Begins?
Global
Local
Specific Generic
Suppliers ability to deliver
Business Needs
Client Preference Global
Regional
Leases
Maintenance Help Desk
Procurement Understands Global Relationships …and understands that not all spends should be global
Elevator Maintenance
© Joanna Martinez, May 2012, All Rights Reserved
MRO
Security
Local
FM Action
• Manage people transition
• Organize contracts and understand key expiration dates
• Assess for cost reduction opportunities
• Support facilities on behalf of the client
• Manage projects on behalf of the client
Related Procurement Competency
• Contract Management Systems
• Global processes and linkages
• Different sourcing approaches
• Automate/ apply sourcing tools to the general contractor relationship
© Joanna Martinez, May 2012, All Rights Reserved
What Happens When a New FM Account Relationship Begins?
© Joanna Martinez, March 2012, All Rights Reserved
Supported the facility management sourcing team consolidation for the integration of two large banks.
Team charter, spend analytics, supplier leverage opportunities
Utility company used eProcurement tools to speed up NDA process for 30 potential vendors
Large bank reduced cost audio conferencing via benchmarking
Created a client specific Contract Management System template as part of new client on-boarding.
Allowed facility teams to quickly identify sourcing opportunities
Enabled advanced negotiation tools to allow immediate pricing feedback to suppliers.
Immediate Pricing Feedback Tool – eProcurement tools for General Contractors to obtain “Best and Final” Pricing
Dynamic Bidding – spreadsheet bidding over several day to allow subecauseontractor input/ participation
Corporate Procurement Supports Facility Management
Budget Actual Savings % SavingsElectrical $270,000 $229,588 40,412$ 15%Doors Frames Hardware $170,000 $132,000 38,000$ 22%Glass Glazing $100,000 $89,500 10,500$ 11%HVAC $146,000 $157,900 (11,900)$ -8%Drywall Accoustical $205,000 $140,500 64,500$ 31%Paint Wallcover $60,000 $49,000 11,000$ 18%Flooring $140,000 $138,500 1,500$ 1%Millwork $140,000 $116,000 24,000$ 17%Mechanical $1,400,000 $1,224,765 175,235$ 13%Electrical $1,300,000 $1,175,000 125,000$ 10%Drywall $700,000 $574,615 125,385$ 18%Computer Flooring $146,000 $138,730 7,270$ 5%Paint $98,000 $73,900 24,100$ 25%Millwork $85,000 $76,000 9,000$ 11%Cabling $592,000 $522,382 69,618$ 12%Furniture - new $1,847,850 $1,129,616 718,234$ 39%Car Parks - 300 $600,000 $443,000 157,000$ 26%Carpeting $277,500 $198,860 78,640$ 28%Carpet II $580,000 $385,000 195,000$ 34%Movers $120,000 $55,453 64,547$ 54%Dallas Office VOIP $165,000 $147,000 18,000$ 11%Glass Door & Glazing $124,000 $117,500 6,500$ 5%Ceiling $215,000 $143,000 72,000$ 33%Telecom Software and Hardware $335,000 $261,000 74,000$ 22%
Total $9,816,350 $7,718,809 $2,097,541 21%
Savings Beyond Standard General Contractor Methods
© Joanna Martinez, March 2012, All Rights Reserved
© Joanna Martinez, May 2012, All Rights Reserved
ELEC
TR
ICA
L
C&W’s Reverse Auction Tool
C&W’s Immediate Feedback Pricing ToolC&W’s Online Pricing Tool
C&W’s Online Pricing Tool: Back and Front Covers
© Joanna Martinez, May 2012, All Rights Reserved
Some other thoughts…
© Joanna Martinez, May 2012, All Rights Reserved
High
Low
High
Historical Procurement Expertise and Effort
Category Improvement Opportunity
Significant Benefit Opportunity
Strategic Sourcing Process Opportunity
Creative Solution Opportunity
Category Content and Technical Knowledge
OPPORTUNITY ANALYSIS
High Level Potential Cost Improvement
Low
20%+ 10%+
30%+40% +
The Process…
We found a place with no gatekeeper: The Process Itself!
© Joanna Martinez, May 2012, All Rights Reserved
And we applied the “Captain Cook” method of sourcing engagement
© Joanna Martinez, March 2012, All Rights Reserved
© Joanna Martinez, May 2012, All Rights Reserved
Portfolio
Professional fees
Rent
Capital
Print and Fulfillment
MRO
Travel
Tech - Maintenance, Leases
Recruitment, Training, Outplacement
Office Equipment & Services
Telecom
Tech - Consulting
Meetings
T&E
Promotions and Servicing
Misc. Employee Benefits
Employee Fringes
Misc. Business Fees
…Skip the obstacles and go back later
Sourceable Spend
© Joanna Martinez, May 2012, All Rights Reserved
Annualized Value of Cost Reductions (P&L and non-P&L)
Start Year 1 Year 2 Year 3 Year 4 Year 5 Year 6
$
… because you can build a “tidal wave” of Justification.
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Carmel, IN 46032United States of America
Operations: 317.594.8600
Sales: [email protected]
Global HQ
12800 N. Meridian St.Suite 425
Carmel, IN 46032United States of America
Operations: 317.594.8600
Sales: [email protected]
European HQ
Hartham ParkCorsham, Wiltshire
SN13 ORPUnited Kingdom
Operations: +44 (0) 870.199.4060
Sales: +44 (0) 1249.700726
European HQ
Hartham ParkCorsham, Wiltshire
SN13 ORPUnited Kingdom
Operations: +44 (0) 870.199.4060
Sales: +44 (0) 1249.700726
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