Selling property management to upper management in a tough economy!!

Selling property management to upper management in a tough economy!! Andrew C. Anderson, CPPM CF Robert Kaehler, CPPS

The Chinese word for "crisis" is said to be composed of two symbols that represent "danger" and "opportunity.“ CONSIDER THE TIMES

First … make a list of what it is that you need from the organization Establish Your Needs

Then … make a quantifiable list of what it is that you can do for the organization Establish your Value

Look before you leap! Draft Your Proposal

What are the goals and objectives of upper management? Know your Audience

What does management want? • Reduce Expenses • Reduce Capital Expenditures • Maximize use of existing resources • Improve Efficiency • Improve Customer Service • Mitigate Risk • Plan for the future

What do you do that addresses the goals and objectives of management? Know your subject

Goals and Objectives • Reduce risk of loss • Eliminate risk of non-compliance • Risk of equipment breakdowns • Improvement in asset utilization • Improvement in efficiency • Recoup investment in underutilized and excess assets

Marry what property management does to achieving the goals and objectives of upper management Provide a solution and a plan

Leverage your property plan Solution Plan Who, How, When and How Much? • Business Outcomes

You must quantify how much you need, how much value you will produce, and provide the return on investment Do The Math

Here’s the “selling” part. But if you’ve done your homework, the “selling” should do itself. You just have to present it. Making the Presentation

Questions? Thank you.

Selling property management to upper management in a tough economy!!