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Driving innovation with collaborative bidding: Advice for CRE professionals
Corporate Real Estate Journal,
9
(4),
332-344
(2020)
Abstract
This paper is the second in a series on how CRE organisations can improve supplier performance by leveraging collaborative approaches during competitive bidding. Part 1 was featured in volume 9.3 of the Journal. In this paper we examine the most collaborative approach (the Request for Partner process) in more detail and explore its benefits for both buyers and sellers. The paper starts by summarising research conducted by the University of Tennessee (UT) into the changing landscape of strategic sourcing that are causing organisations to deploy more collaborative bidding practices. We then discuss the Request for Partner (RFPartner) process and how it has been successfully used to strengthen strategic CRE outsourcing facilities management relationships. We examine other popular collaborative bidding methods and draw a comparison of the most popular ways to use the RFPartner method. We conclude the RFPartner approach is the best way for organisations to source and craft strategic relational contracts.
Keywords: facilities management; procurement; competitive bidding; RFP; Request for Partner; Vested Outsourcing; Vested; University of Tennessee; sourcing business models; strategic sourcing; partnership
The full article is available to subscribers to the journal.
Author's Biography
Kate Vitasek is a faculty member for Graduate and Executive Education at the University of Tennessee’s Haslam College of Business Administration. Her award-winning research has been featured in six books including: ‘Vested Outsourcing: Five Rules That Will Transform Outsourcing’ and ‘Vested: How P&G, McDonald’s and Microsoft are Redefining Winning in Business Relationships’. Her most recent book, ‘Strategic Sourcing in the New Economy: Harnessing the Potential of Sourcing Business Models for Modern Procurement’, has been widely endorsed by some of the most progressive procurement leaders across the world.
Jeroen Van De Rijt is a Dutch expert on collaborative bidding processes and the Best Value approach. He is co-author of three books on the subject. He has extensive experience in both the public and private sectors. Jeroen is Program Director Best Value for NEVI (Dutch Association of Procurement Professionals) and co-founder of the consulting firm Best Value Group. He is an adjunct faculty member for the University of Tennessee’s Vested Certified Deal Architect programme.
Magnus Kuchler is a partner at EY Advisory Services based in Stockholm, Sweden, where he leads EY’s outsourcing advisory practice and EY’s global work as a University of Tennessee Vested Center of Excellence. Magnus has led 125 facilities outsourcing projects in over 60 countries. He is known for being a thought leader and pioneer for CRE outsourcing and was the first in Europe to pilot a request for partner process.
