Successful partnerships
This presentation is the property of its rightful owner.
Sponsored Links
1 / 16

Successful Partnerships PowerPoint PPT Presentation


  • 100 Views
  • Uploaded on
  • Presentation posted in: General

Successful Partnerships. ACES Presidential Conference, Glasgow – 19 September 2013. PRIVATE & CONFIDENTIAL www.dtz.com. Successful Partnerships. ACES Presidential Conference.

Download Presentation

Successful Partnerships

An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -

Presentation Transcript


Successful partnerships

Successful Partnerships

ACES Presidential Conference, Glasgow – 19 September 2013

PRIVATE & CONFIDENTIAL

www.dtz.com


Successful partnerships1

Successful Partnerships

ACES Presidential Conference

  • “We learn wisdom from failure much more than from success; we often discover what will do, by finding out what will not do; and probably he who never made a mistake never made a discovery.”

  • Samuel Smiles


Successful partnerships2

Successful Partnerships

ACES Presidential Conference

Partnership Characteristics

Co-authorship

Outcome focus

Both parties needed to deliver outcomes

Long term relationship


Successful partnerships3

Successful Partnerships

ACES Presidential Conference

Property Partnership Objectives – Covers Many Situations

Regeneration – single or multiple sites

Professional or FM services

Joint service delivery

Management insertion

Assets transferred as part of service initiative


Successful partnerships4

Successful Partnerships

ACES Presidential Conference

Why Partnership?

Economies of scale and scope

Access to specialist commercial /management / transformation skills

A different perspective

Capacity management

Can obviate the need for capital investment

Accessing partners marginal cost base

Need for quicker and better results (not just cheaper)

Can create great opportunities for staff (whilst being seen by others as a threat)


Successful partnerships5

Successful Partnerships

ACES Presidential Conference

What Works – Strategic

Clarity of objectives

Clear priorities

Organisation design and business model that “you can feel”

A compelling value proposition or competitive advantage

A visible improvement for end-users/consumers/the public (obvious in public to public)

All parties should gain

Accountability

Realism about different approaches to HR


Successful partnerships6

Successful Partnerships

ACES Presidential Conference

What Works – Operational & Commercial

Strong commissioning team/skills

Clear approach to measuring benefits/savings/outcomes

Capable and empowered ICF

Honest bidder

Co-authorship of specification (not overly prescriptive and capable of adaptation)

Continuity

Even, back end loaded flow of work/remuneration.

Contractual and payment mechanisms that are fully aligned with requirements, priorities, risk etc

Remuneration discretion

Careful consideration of contract expiry

Deft management of turbulence


Successful partnerships7

Successful Partnerships

ACES Presidential Conference

  • It’s about relationships stupid


Successful partnerships8

Successful Partnerships

ACES Presidential Conference

I wouldn’t want to be their Partner because....

Weak and inconsistent political leadership – hung councils, project likely to become a political football

Weak corporate leadership

They don’t really know what they want

Can’t make a decision

Everything takes an age

The procurement people are out of control

Unrealistic aspirations

Try to do it all themselves and are out of their depth


Successful partnerships9

Successful Partnerships

ACES Presidential Conference

  • “The most important single central fact about a free market is that no exchange takes place unless both parties benefit.”

  • Milton Friedman


Successful partnerships10

Successful Partnerships

ACES Presidential Conference

Effective Relationships

Clear Values & Priorities

Joint Statement of Aims and Objectives

Trust

Leadership

Anticipation of Difficulties

The right partner

Working at the Relationships

Good governance

Anticipating change


Successful partnerships11

Successful Partnerships

ACES Presidential Conference

Picking the Right Partner

Give this the highest priority and enough time

Beware Procurement – don’t build the wrong answer into your models

Competitive dialogue – use it properly

Sell the opportunity

Psychometric testing

Complementarity of style and approach

Spend some time together

Secondary benefits


Successful partnerships12

Successful Partnerships

ACES Presidential Conference

Make Good Use of 3rdParties

Need for empirical research

Different types of 3rd party input – skills, experience, platform etc

Non executive chairman and directorship roles

Technical/commercial advisory panels

Local political or commercial leaders

Expert advisors


Successful partnerships13

Successful Partnerships

ACES Presidential Conference

  • "If you do not seek out allies and helpers, then you will be isolated and weak.“

  • Sun Tzu


Successful partnerships14

Successful Partnerships

ACES Presidential Conference

  • “It is explained that all relationships require a little give and take. This is untrue. Any partnership demands that we give and give and give and at the last, as we flop into our graves exhausted, we are told that we didn't give enough.”

  • Quentin Crisp


Successful partnerships15

Successful Partnerships

ACES Presidential Conference

  • [email protected]


  • Login