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Telia and Veolia: A case study of shifting from supplier to strategic partner
Corporate Real Estate Journal,
10
(2),
181-194
(2021)
Abstract
This paper is part 3 in a series on how corporate real estate (CRE) organisations can leverage collaborative approaches during the competitive bidding process. (Part 1 was featured in Corporate Real Estate Journal Volume 9, Issue 3 and part 2 was featured in Corporate Real Estate Journal Volume 9 Issue 4). The purpose of this paper is to expand upon the concept of the ‘request for partner’ (RFPartner) process introduced in the first paper by doing a deep dive into how the Swedish telecommunication company, Telia, managed to transform its business procurement processes.1 The paper explores why Telia decided to use a more collaborative RFPartner process and how they deployed the concept for selecting a CRE partner that ultimately managed a broad range of technical services across 16,000 technical sites.
Keywords: sourcing; outsourcing; Vested Outsourcing; request for partner; real estate; facilities management; strategic suppliers; governance; Telia; Veolia
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.
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.
Robin Warchalowski is a Director at EY Consulting Services in Stockholm, Sweden, where he also heads up the Nordic Workplace Advisory Services. He has worked within the Outsourcing industry since 2003 and joined EY in 2008 where he has participated in over 50 outsourcing deals at EY in various industries for different clients. His favourite deals are the Vested deals because they enable clients to achieve a paradigm shift how organisations are outsourcing.
Erik Linnarsson is a Senior Counsel at Cirio law firm and specialises in international trade and maritime and transport law. He has key expertise in transactions, logistics and financing in the transport sector. Erik is also one of the driving forces behind Cirio’s Vested and Relational Contracts offering, and is a Certified Deal Architect (CDA) in Vested. He assists clients in large supply chain and outsourcing agreements implementing the Vested model.
