Industry: Professional Services Focus: Sourcing Strategy and Benchmarking
A
leading consulting firm with 10 million square feet of office space
retained Capstan to first conduct an "Opportunities and Risks" review
and then develop a sourcing strategy for all corporate real estate
functions. We assessed the strengths and weaknesses of the internal
organization through the Capstan Process Maturity Assessment,
benchmarked the current costs and contracts of the third party service
providers, and identified and quantified opportunities for improvements
through alternative sourcing strategies. Management concurred with our
cost/benefit analysis and launched a major outsourcing initiative for
integrated service throughout the U.S.
Industry: Professional Services Focus: Sourcing Strategy, RFP Process Management and Contract Negotiations
After
merging with a major competitor, a professional service company with 4
million square feet of Class A office space in major cities around the
world retained Capstan to design a sourcing strategy to rationalize its
outsourcing models. After weighing sourcing alternatives, the company
asked Capstan to manage an RFP process to select a single service
provider for global transaction management and lease administration
services. A short list of four firms, including two strong incumbents,
competed for the assignment through Capstan-led Solution Sessions,
technology demonstrations, RFP and Best and Final responses. The
contract negotiated with the winning bidder assured the company of a
"high touch" solution responsive to business unit needs at a
competitive price, reflecting market rate commissions by country and a
global rebates/discounts schedule. Industry: Professional Services Focus: Benchmarking
A global professional services firm wanted to renegotiate its transaction management contract with a single service provider, but needed independent confirmation of market trends in contract terms and pricing. We benchmarked the agreement against similar global outsourcing contracts to test the competitiveness of the commission rebate structure and compare six other key metrics to industry standards. We also analyzed all transactions completed during the prior two years and proposed a compromise to resolve outstanding issues involving commissions and rebates. A new transaction management contract with a simplified commission structure and new service level agreements to improve performance management was quickly accepted by both parties.
Industry: Call Center Operator Focus: Contract Management
A
leading call center operator completed an RFP process for
facilities management and had selected a service provider. But the CRE
director needed help in drafting and negotiating the terms of the
contract. The selected service provider and the client agreed to ask
Capstan to join the negotiations as an advisor to the client. We
quickly created a negotiations framework given the process that had
taken place, and the client's objectives, and then assisted the
internal attorneys in drafting an MSA. We built exhibits to the MSA
including SOWs and SLAs, refined the pricing bid and assisted in
negotiations to complete the contract.
Industry: Records Management Company Focus: Contract Negotiations
A
global records management company completed most of an RFP process for
transaction management but needed to benchmark proposed contract terms
and pricing against the market. We compared the proposed terms and
conditions of three bidders against similar contracts in our database,
and assisted management and internal counsel in creating an MSA and
exhibits in less than one month. The price comparisons focused on
market commissions and rebates/discounts by country for industrial and
office space. After the client selected the winner, we helped them
complete contract negotiations in two weeks.
