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1. Building a high-performance business

relationship focused on partnering.

The foundation of Vested outsourcing

is structuring the business relationship

as a partnership – both parties have an

equal standing. Not only does this reduce

potential sources of conflict, but allows

both parties to focus on what is truly

important. Time is invested in delivering

outcomes aligned with the client’s

corporate strategy, rather than meeting

arbitrary metrics that may not necessarily

lead to a better solution for the client.

2. A flexible approach leads to flexible

solutions.

All outsourcing requirements

are subtly different. Adopting a Vested

approach allows for greater exploration of

problems and solutions prior to defining

tasks and outcomes, and so avoids a

textbook approach. The model therefore is

one of flexibility, not rigidity.

3. Driving innovation solutions through

partnerships and flexibility.

It is this

flexibility that drives innovation as an

environment of constant improvement is

created. As a result, the service provider

relationship shifts from “what can we

do for you?” to “what can we do better

together?” Once an outcome is achieved,

the focus can shift to the next, higher

level outcome and then the next and so

on. Both parties are working together to

develop industry leading solutions.

4. Ready for the long-haul: A foundation

for a long-term relationship.

The whole

outsourcing procurement process is

likely to take longer as both parties take

A paradigm shift is occurring within outsourcing procurement and corporate real

estate (CRE), and at the heart is an increasing focus on outcomes. There is an

increased realization that both outsourcers and service providers will achieve mutual

success if the business relationship is structured as a partnership. In procurement

parlance, this is Vested Outsourcing.

Here are six key reasons why Vested outsourcing should be considered for your next

corporate real estate outsourcing model.

the time to get to know and understand

each other. Time is needed to develop

innovative solutions, they are not created

overnight. However, this is a key facet of

Vested outsourcing. Both parties are on a

common journey, underpinned by shared

values and goals. Ultimately, this leads to

a longer-lasting relationship, reducing, or

even removing, the need to retender. Both

parties then benefit simultaneously from

reduced costs and greater stability.

5. Sharing probability: All for one.

The sharp focus on outcomes, and not

metrics, ensure that the outsourcer’s

most significant issues are addressed. The

key is to identify and set outcomes that

matter. The service provider benefits from

this relationship too. Aside from financial

remuneration, the service provider is

working to develop industry-leading

solutions to benefit the client, which also

can be applied elsewhere. The flexibility

not seen in traditional procurement

approaches helps to ensure the operating

model and commercial framework

are optimal for both parties and are

the source of securing much greater

outcomes.

6. Shared values in a sharing economy.

Adopting a Vested outsourcing approach

is essentially a means for a first generation

outsource contract to reach a third

generation relationship without enduring

the pain and costs normally associated.

In a world increasingly characterized by

the sharing economy, it makes sense for

all business relationships to be based on

shared values, culture, and objectives.

Vested Outsourcing

IT’S TIME TO TRANSFORM OUTSOURCING

DR. DOMINIC BROWN

Head of Research, Australia

and New Zealand

dominic.brown@cushwake.com

BEN TRACEY

Director

Enterprise Solutions

ben.tracey@cushwake.com

ROBERT KEMENY

Head of Transition and Facility

Management SME, Business

Operations Support Services

robert.kemeny@cushwake.com

PHIL HANCOCK

Operations Manager

phil.hancock@cushwake.com

53

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