UK’S 3RD LARGEST FACILITIES ACCOMODATION PROVIDER ANALYSE FM MARKET LANDSCAPE AND TOP 10 PLAYERS IN ITS SECTOR IDENTIFIED 5X ORDER BOOK

Industry: Facilities Management, Construction, Student Accomodation, Universities, Higher Education

Services: Strategy Consulting,  Market Sizing, Competitive Assessment, Pipeline Generation, CEO Advisory, Investor Analysis

The Client

The client is UK’s major provider of on-campus residential and academic accommodation infrastructure. With over 35,000 rooms in operation or under construction, the client is heavily focused on the higher education sector in the UK. In addition to designing, building and financing, it also operates the on-campus residential and academic infrastructure.

The Challenge

The client wanted to undertake an exercise to assess the latent Facilities Management opportunities with its existing end-clients in the private sector. They wanted to analyze the FM services landscape in the various global facilities of its end-clients to be able to focus their BD activities accordingly.

The Solution

  • Opportunity Listing: Taking the list of its existing clients in energy sector as the starting point, a detailed analysis was conducted to cull out the potential opportunities. The assessment revolved around understanding the total number of facilities and floor area for each client across geographies and then looking at each one of them from a FM services standpoint.
  • Location Analysis: Each location was then analyzed to see whether the company had outsourced its FM services to a third party and, if yes, the range of services outsourced. The broad level objective of this approach was to gauge the propensity and openness to outsource FM services amongst the clients.
  • Contract Analysis: A detailed analysis of FM contracts outsourced by these clients was prepared, capturing the range of services outsourced, the duration of the contract, the service provider, contract values as well as the client-provider relationship.

The Results: The Client boosted the pipeline 3X their annual revenue target and secured 2 quick wins within 6 months of the new sales strategy generating £18m.