Choose Value, Not Price

Right now, the market for facilities management is good. Most organisations are optimistic, forecasts are strong and the mood reported by the media is positive. But whilst the volume of business and opportunities is on the rise, a lot of it, especially work in the public sector is being determined based on price and not value.

Many client organisations talk about value, but the reality is the economics now are pushing procurement decisions into a corner, making price the real deciding factor. Sadly, this often means some FM companies ‘over-selling’ and then under-delivering.