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Successful Partnerships

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

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Successful Partnerships

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

  2. 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

  3. Successful Partnerships ACES Presidential Conference Partnership Characteristics Co-authorship Outcome focus Both parties needed to deliver outcomes Long term relationship

  4. 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

  5. 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)

  6. 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

  7. 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

  8. Successful Partnerships ACES Presidential Conference • It’s about relationships stupid

  9. 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

  10. 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

  11. 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

  12. 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

  13. 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

  14. Successful Partnerships ACES Presidential Conference • "If you do not seek out allies and helpers, then you will be isolated and weak.“ • Sun Tzu

  15. 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

  16. Successful Partnerships ACES Presidential Conference • james.grierson@dtz.com

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