How to do a bad CRE/ FM outsourcing deal, Part 1 (as a service provider)

When outsourcing deals go badly. Usually all parties to the deal have some level responsibility in the lack of success. Here are 10 things to do, if you are selling CRE outsourcing services to insure a bad outcome.

1.Remember the lowest bid ALWAYS wins.  You can always change order your way out of trouble later. Bid unrealistically low cost.

2.Never push back on an unrealistic or uneducated client. The answer to every question is yes. Never give trusted advise.

3.Always push back on the most minor and non-material items. Clients love that stuff.

4. Overstaff everything.  Even if your hidden costs are more expensive than the pre-outsourcing business conditions.

5.Keep the same people who did the job before in the same job. Mark up the costs. Earn a margin. Change nothing.

6.Don’t focus. Bid everything. Every RFP, Every RFI. Toss it all up on the wall. See what sticks. Never tell clients what you are good at and if you think you are a good fit.

7.Never cooperate with vendors, competitors or clients.

8.Take on unrealistic commercial terms and legal risk .  It is the most sustainable way to run a business. Your clients, shareholders and employees will all benefit from this.

9. Make sure everyone knows how smart you are. Don’t listen. Lecture. You are the expert. They are quite lucky to know you.

10. Change order everything. Argue with the clients.   Remember: You are not there to solve problems for your clients. You have a business to run.