FM CHARITY NETWORK FORUM 2010 CONFERENCE Professionalising Our Sector Wednesday 20 th October 2010...

FM CHARITY NETWORK FORUM 2010 CONFERENCEProfessionalising Our Sector

Wednesday 20th October 2010

Presentation Slides

Martin Pickard

Opening Remarks

Raising the Profile of FM in the Charity Sector

October 2010

Nothing Changes Much

in FM

Facilities Management is

a busy job.

FM Constants

Time

pressure

Cost

Pressure

Resource pressure

Service

expectationsAffordability

Negative image

Chan

ging

Envi

ronm

ent

FM PESTLE 2010

Public Sector• The demise of PFI & BSF• Coalition Government agenda• Public sector spending cuts• Some 1st gen outsourcing• Increased outsourcing of bigger bundles

(2nd gen) • Collaborative procurement drive in TFM

bundles• Whole portfolio outsourcing including

large and small sites• B2G FM market size £38.3bn but outlook

uncertain

Private Sector• Economic recovery under way• Post recession issues and opportunities• Cost and cash pressure on supply chain• Increased energy and environmental

regulation• Risk and compliance concerns growing• International FM trend small but growing• Portfolio & service bundling for economies

of scale• National portfolio outsourcing including

large and small sites• B2B FM market size £48.7bn and growing

The Charity Sector (England and Wales)

• 167,000 UK charities– Income £51bn

• 60% small charities– Less than 1% of income

• 0.4% large charities– More than 50% of income

• Recession impact– 1.1% reduction in 2008/09

• Coalition impact• 20% VAT from 2011

Income Charities % Total £bn %

£0 to 10,000 73,087 45.1 0.247 0.5

£10,001 to £0.1m 50,881 31.4 1.776 3.4

£100,001 to £0.5 16,678 10.3 3.784 7.2

£500,001 to £5m 7,741 4.8 11.593 22.0

£5m plus 1,747 1.1 35.251 66.9

Sub-Total 150,134 92.7 52.651 100.0

Not known 11,782 7.3 0.000 0.0

TOTAL 161,916 100.0 52.651 100.0

TOTAL 166,807 100.0 51.166 100.0

The Charity Sector (England and Wales)

• Benefits to society, public and individual quality of life

• Employment– 0.6m Employees– 0.9m Trustees– 14.4m Volunteers

• Recession increasing demand

• Coalition seeking support for public services

FM Industry Trends 2010

• Self delivery model increasingly dominant• Skill shortages at all levels• Bigger players extending technical expertise and offerings• More single service players offering FM• Some FM operators at risk• Continued market consolidation• Diversification into Real Estate and niche services• Property players repositioning towards FM• FM players increasingly green

FM in the Charity Sector

• 2.4% of whole FM market = £2.16bn • Wide ranging service requirement• Outsourcing important• Service delivery critical• Need for innovation• New OGC FM framework• FM outsourcing relatively immature

The Image problem

Solutions

• Professionalising FM• Collaborative working• Delivery• Promotion

Professionalise

• Qualifications• Training & Development• Engagement beyond

the sector

Collaborate

FM

Industry

Suppliers

Profession

Customers

Consultants

Service Providers

Bsi PAS 11000

PAS 11000 the worlds first Collaborative relationship management standard

The BIGGEST Picture The Smallest detail

Deliver

Promote

“Raising the Profile” benefits...

• All of us• Our employers• Our teams• Our profession

THANK [email protected]

Microsoft Online Services

Tony CocksMicrosoft UKChannel Development Manager

Transformational Era

MainframePC Client

Server Web Services Cloud

What do we mean when we say cloud?

Investment at scaleProducts developed with cloud in mindCapability unique to our platformWe are talking to customers and partners about it – its our preferred (but crucially not the only) delivery modelIts paving the way for genuine ubiquity in platform choice

The Future Of Productivity

The cloud on your terms

Best productivity experience across PC, phone, and

browser On-premises

Online

Business

Intelligence

Enterprise Content Managem

ent

Collaboration

Enterprise

Search

Unified Communicat

ions

Layers of the Cloud

Computers Networks

Platform As A Service

3rd PartyApps & SolutionsBusiness

ServicesConsumer Services

Datacenters

Fits Your Customer’s Business

(Big result with low investment)

Help Manage & Secure PCs Anywhere

(Cloud services)The Best Windows

Experience(Standardize OS on Windows 7)

Multiple Configurations, Versions, Licenses

Workers in Many Locations

Lack of Insight to PCs

High Infrastructure Investments Required

Challenges in Managing Business PCs

SolutionCloud services and

Windows 7

Customers are Moving to the Cloud with Microsoft

“The move to Microsoft Online Services will help cut operational costs by an estimated 30% and create a variable cost model that will provide increased flexibility in the future.”

Ingo Elfering VP, Information Technology Strategy GlaxoSmithKline

“We looked at a variety of cloud-based

offerings, and only Microsoft could meet

our requirements for reliability. We have

already started our rollout, and with

Exchange Online, we will consolidate 42

e-mail systems into one, reducing our IT

costs by at least 30%.”

Olivier Baldassari

CIO, Rexel Group

“Our users consistently rave

about the move

to Microsoft Online

Services, providing

familiar, intuitive solutions

that we could trust with

our business

communications.”

Chris Millington

Global CTO, McDonald’s

Corporation70% Exchanging from Notes

9,000 business customers

40M paid online seats

More than 500 government entities

Over 50% of the Fortune 500

Call to action

Investment at scaleProducts developed with cloud in mindCapability unique to our platformWe are talking to customers and partners about it – its our preferred (but crucially not the only) delivery modelIts paving the way for genuine ubiquity in platform choice

© 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.

The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after

the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

[ Achieving Best Value Through Converged Technology]

Chris PapaQubic

[ introduction]

“Technology without a problem to solve is just a gadget”

[ benefits ]

More Better Faster Cheaper

[ connectivity ]

Blended Tier I fixed line Proximity to access points Blended Tier I mobile Bulk minutes versus flexible packages Online mobile manager

[ cloud computing ]

Remove CapEx barriers Work better

Scalable Flexible Reactive Security Business continuity

[ pc powerdown ]

Computer based solution Switches electrical equipment off Significant energy bill savings Reduction in consequential CO2

[ questions? ]

The Art of Intelligent Negotiation“Getting to Yes”

Lucy Jeynes, Larch Consulting

Preparation

“If I had six hours to cut down a tree, I’d spend the first four sharpening the axe”. (Abraham Lincoln)

– What are your relative rankings?– What’s the current relationship?– Do you need to maintain a relationship in the future?– Are you buying or selling?– Can you be a good negotiator without losing touch with

your principles and values?

Goals

• What do you want to get out of the negotiation?

• What do you think the other person wants?

• Think about and map these outcomes

Trades

• What do you and the other person have that you can trade?

• What do you each have that the other wants?• What are you each comfortable giving away?

Alternatives

• If you don’t reach agreement, what are the alternatives?

• Are these good or bad?• How much does it matter if you don’t agree?• Does failure to reach agreement cut out future

opportunities?• What alternatives does the other party have?

Relationships

• What is the history?• How will this history impact the negotiation?• Are there any hidden issues?• How will you handle these?

Outcomes

• What outcome will people be expecting from this negotiation?

• What precedents have been set in the past?

Consequences

• What are the consequences for you of winning or losing?

• What are the consequences for the other person?

Power

• Who holds what power in this relationship?• Who controls resources?• Who loses most if agreement isn’t reached?• What power does the other party have to

deliver what you hope for?

Compromises

• What possible compromises might there be?• How can each party come away from the

negotiation feeling positive?

Exploration

• Negotiation is a careful exploration of your position and the other person’s position

• The goal is finding a mutually acceptable compromise that gives you both as much of what you want as possible

• Ideally, the other person wants what you are prepared to trade, and you are prepared to give what the other person wants

What’s your style?

• Be confident and authentic• Don’t assume it’s a battle!• Be prepared – think things out• The nice guys don’t always come last

Five Tips

Learn to Flinch

• A visible reaction to the offer or price• Makes the other person feel uncomfortable

about the offer they’ve presented• Leave them to respond

Ask for more

• Ask for more than you expect to get• (Be cheeky rather than insulting)

Do your research

• The person with the most information usually does better

• You need to learn as much as possible about the other person’s situation, motivation, wants and needs

• If you are selling - know as much as possible about your competition and their offer too

Practice

• Practising all the time will help you become more confident

• It will help you to see that there is more scope for negotiation than you think

• Good situations to practice?

Be ready to walk away

• Make sure you have an alternative• The most powerful negotiating position is the

one where you don’t need to do a deal

RE-CAP

Preparation

Five Tips

Any Questions?

Lucy Jeynes

[email protected]

mailto:[email protected]

The Current FM Job Market and Tips To Improve Your Chances of

Securing a New Position

Presented by Peter ForshawWednesday 20th October 2010

– Blurring of Boundaries

– Credit Crunch

– Restriction on Budgets

– Affectionate about the Past

FM in 2010:

1

– More Outsourcing

– Necessity Only

– Unemployment

– Wage Growth

Redefining Expectations:

2

– Differentiation

– Technology

– Flexibility

– Education & Training used to be Secondary

Gearing Up for Change:

– Increased Demand in Skills & Training

– Useful Up-skilling

– Qualifications in Selection

– Importance of IOSH and NEBOSH

Changing Expectations:

– Increase Competition

– Seize the Opportunities

– Soft Skills

– Churn: A Fact of FM Life

Changing Expectations:

– Good Foundation

– Research

– Create Opportunities

– Your Marketing Pitch

Starting the Job Search:

– Your CV is the Ticket to the Job Race

– How many CV’s

– The Words

– You Have the Right to Remain Silent

Your CV A Professional Story:

– Career Summary

– Achievements

– Employment History

– Do’s & Don’ts

Your CV A Professional Story:

– Online Job Searching

– Embrace Technology

– Promote Yourself Online

– Keep things Updated

The WWW:

– It took 477 days to reach their 1st million users

– The last million took 12 days!

– 42 million unique visitors a month

– 1 billion people searches performed last year

– Fill in as much as you are comfortable with on your profile

– Find and join groups that interest you

– Personalize your invitations to connect

– Acknowledge those who want to connect with you

– Research

– What do you want?

– What will they ask you?

– Presentation

Interviews:

Interviews:

– What are Competency Based Interviews

– Questions

– Preparation

– Do’s & Don’ts

– Compose Yourself

– Be Honest & Positive

– Best Question

– Feedback

Interviews:

Thank you for your time

Peter ForshawMaxwell Stephens

96

“How Social Enterprises can help Charities”


Social enterprises are businesses set up to tackle a social or environmental need.

Their social and/or environmental purpose is absolutely central to what

they do - their profits are reinvested to sustain and further their mission for

positive change.

What are social enterprises?


What are some examples of social enterprises?

Eden Project

The Big Issue

Fifteen Jamie Oliver's restaurant

Divine Chocolate, a fair trade chocolate company co-owned by the cocoa farmers cooperative

Women like Us, which connects women with flexible employment.


1840s Rochdale, the first workers' co-operative was set up to provide high quality affordable food in response to exploitative factory owners.

By the late 1990s a number of different traditions, including co-operatives, community enterprises and voluntary organisations were setting up social enterprises

What is the history of social enterprise?


In which sectors do social enterprises work?

There are approx, 56,000 social enterprises across a wide range of areas:

Health and social care services, education, environment and recycling, energy management, bicycle repairs, construction, drugs rehab, transport, IT, telephones, packaging, chocolate, coffee, organic food etc etc.

DTI survey in 2005


Mission and Service

Social enterprises can deliver great services to charities across a wide range.

Social Enterprises can also advance a charities mission.


The Green-Works Mission

1. to encourage business to re-use or recycle all their redundant furniture

2. to protect the environment

3. to reduce the operating costs of the charitable sector by supplying quality office items at low cost

4. to create valuable employment and training opportunities


How big is the challenge?400,000 tonnes of office furniture is sent to landfill every year in UK – and predominantly from LondonThere is a significant need in 3rd sector for decent, affordable furnitureThere is a huge demand for jobs that develop basic and key skills


Our social enterprise partners

We are passionate about making a difference to local communities, particularly those in the most deprived parts of the UK. We partner with charities and social enterprises who are as committed as we are to protect the environment and to deliver real social benefits for their local communities.

http://www.communitytransport.org/wolverhampton/


For us re-use acts as an “engine” that creates real jobs

and vocational training such

as: Materials handling Forklift Truck Driving Stock management PAT - Electrical testing Computers Customer Service Health & Safety

… And much more


Rebuilding and re-equipping schools


“Now we have very good chairs which they can sit on and with the books they are able to learn to read better….the children do not

get sore backs anymore and this means that they can concentrate better on the

lessons”.

Helping children learn


We are a low cost resource for charities, schools, NGOs and hospitals in the UK, and

across Africa.


Supplying to the 3rd sector; how can we help?

Green-Works sources large

volumes of good quality, built to

last but redundant furniture

Stock ranges from, desks, tables,

storage, filing cabinets and chairs

to carpet tiles, whiteboards, coat

stands and stationery

Cost effective solutions to new

office set ups or refurbishments


Re-manufacturing to your requirements.

Green-Works can manufacture

100% reused content furniture – to

your specification

Innovation and design

Range of standard products

Produce items to client

specification


Bespoke solutions

FAMILY MONEY

“We are delighted with the results –

the call centre office looks so

impressive”

THE BROMLEY TRUST

“This storage has improved how we

work. The Cube wall is sturdy,

really attractive and helps us to

manage and file all our materials

so easily”


Announcing: a new 20% discount rate for all FMCN members


Conclusion

Buy Social Enterprise and:

1. Help deliver your mission

2. Help other charities deliver their mission

3. Get great service and products

THE FMA

BUSINESS NETWORKING

DONT BE A CAVE DWELLER!

http://www.www.fmcharitynetworkforum.co.uk/

10 COMMANDMENTS


GET TOOLED UP


TARGET


HOST NOT GUEST


LISTEN


PATIENCE


REFERRALS


BUSINESS CARDS


TIME MANAGEMENT


RECORD


FOLLOW UP


NETWORKING BENEFITS

• Personal Profile• Company Profile• Eventually Business from a trusted

source• Word of Mouth Business more

profitable• Problem solving• Help others• Expand Contacts


THE FMA

Why a Trade Association?

• A Voice• Financial Interest• Trust• Advice• Networking• Standards and Benchmarking• Reputation.


Why the FMA?

• Only Trade Association in FM• Voice of the Industry• Influencer. CBI, Asset Skills, OGC• Networking• Financial Advantages• Collaboration• Recognition Awards


Benefits

• Get Involved• Get Represented• Get Networking• Get Heard


Our Members


www.cy-associates.com

Tendering Tips

Deborah GlenMonica Vaughan


Why Tender?New ServiceMarket testingContract renewalDissatisfaction with current serviceDriving down costsService development


ConsiderationsRequirementTeam/stakeholdersSuppliersProcessTimescales


ProcessPre-tender PreparationDocumentationTender ProcessSupplier SelectionNegotiation of Contract


Case Study


Stationery/IT ConsumablesCY Associates clients

Joint tender for the provision of stationery and IT consumables


Why Tender?Current arrangements in place for several

yearsReview of market practicesReview of technologiesBenchmark costs To appoint a proactive partnerManagement information


Why Tender together?Similar requirementsShared knowledge and expertiseShared costsStronger message to the marketplaceMore attractive business Lower and more attractive pricing

structuresAdvantages for all clients – large and small


ConsiderationsTeam

• Representatives from client group• CY Associates

Suppliers List• Clients experience/knowledge• CY market knowledge


ProcessTimetableDrafting the Specification and Service

LevelsTender DocumentationQuestion & Answer sessions Tender Analysis and due diligencePresentations and supplier site visitsSupplier Selection and scoring criteriaSupplier Debrief sessions


OutcomeUp to 35% savings across the boardProactively Managed serviceLatest technologiesEnvironmentally friendly


Any questions?


CY – Who are we and how can we help?


OverviewCY Associates was formed in 1997 to offer

businesses support in procurement and related services

We work in partnership with our clients to help them achieve their objectives by understanding their business needs and developing services to meet those requirements


Analysis of the current purchasing activities

Reduce unnecessary overhead costsBenchmark costs

Audit

Managed Services Managed Purchasing Service

providing advantageous umbrella agreements for goods & services


Project Management Including management of pre-tender,

tender, negotiation & implementation stages of the project

Contract Management Training

A customised training programme in three phases in order to achieve a return on investment and succeed in contract negotiation


Summary We develop and deliver comprehensive and effective purchasing solutions for each individual client. Our proven methods help us to work with you to achieve your objectives.

Thank You• Deborah Glen• Monica Vaughan


FM CHARITY NETWORK FORUM 2010 CONFERENCE Professionalising Our Sector Wednesday 20 th October 2010...

Documents

Transcript of FM CHARITY NETWORK FORUM 2010 CONFERENCE Professionalising Our Sector Wednesday 20 th October 2010...