{"id":1004054073,"date":"2012-12-05T14:03:32","date_gmt":"2012-12-05T22:03:32","guid":{"rendered":"https:\/\/www.commercialsearch.com\/news\/?p=1004054073"},"modified":"2020-05-13T22:50:06","modified_gmt":"2020-05-14T06:50:06","slug":"jll-pg-reveal-five-rules-of-successful-outsourcing-relationships","status":"publish","type":"post","link":"https:\/\/www.commercialsearch.com\/news\/jll-pg-reveal-five-rules-of-successful-outsourcing-relationships\/","title":{"rendered":"JLL, P&G Reveal Five Rules of Successful Business Relationships"},"content":{"rendered":"

By Anna Spiewak, News Editor<\/em><\/p>\n

\"\"<\/a>

Joe Stolarski, JLL’s global account executive<\/p><\/div>\n

Jones Lang LaSalle Inc. and client Procter & Gamble know the secrets to their partnership\u2019s success and they\u2019re not afraid to share them.<\/p>\n

At the top of the list: Unlike a typical outsourcing relationship between a real estate services provider and a client corporation, where the former focuses on daily service and the latter focuses on strategy, these two companies are equally \u201cvested\u201d in driving cost savings while maintaining guaranteed service levels, according to JLL\u2019s Corporate Solutions Global COO, Bill Thummel.<\/p>\n

During the course of the companies\u2019 nine-year collaboration, they shared the risks and rewards of the business with a \u201cwhat\u2019s in it for we\u201d approach and focus on mutual success, which author and business consultant Kate Vitasek outlines in her newly released book, \u201cVested: How P&G, McDonald\u2019s and Microsoft are Redefining Winning in Business Relationships.\u201d Vitasek wrote the book as a project for the U.S. Air Force, taking a look at the world\u2019s most successful buyer-supplier relationships to see what could be learned and what valuable lessons could be taught at the same time. P&G and JLL were one set of partners to make the cut. In the book, Vitasek settled on the term \u201cvested\u201d after studying the underlying practices of effective outsourcing partnerships.<\/p>\n

\u201cWhen we stumbled upon P&G and JLL, it was through our reaching out and saying, \u2018Who has amazing outsourcing deals?\u2019 JLL and P&G raised their hands and said, \u2018We love our relationship,\u2019\u201d Vitasek told Commercial Property Executive<\/em>, adding that P&G rewarded its service provider with a Supplier of the Year award two years in a row. \u201cThey were enthused at the value they were receiving from this relationship. We studied many companies, and included only our favorite ones in the book. We\u2019re glad P&G allowed us to tell their story.\u201d<\/p>\n

\"\"<\/a>

Author Kate Vitasek<\/p><\/div>\n

Jones Lang LaSalle provides P&G with real estate services including facilities management, occupancy management, project management and transaction management for its leased corporate facilities portfolio.<\/p>\n

\u201cMy client (P&G) and I have to think together about what outcome we want out of our collective teams and out of our portfolio,\u201d Joe Stolarski, the Jones Lang LaSalle global account executive who handles Procter & Gamble accounts, told CPE<\/em>. \u201cIn other relationships, in my role, I\u2019d be very worried about what my client is thinking every day: Am I keeping that person happy? Whereas we think more about the outcome that we are both working toward.\u201d<\/p>\n

Through the two companies\u2019 collaboration since 2003, JLL was able to deliver on P&G\u2019s goals of achieving cost efficiency while exceeding customer satisfaction targets for six consecutive years. During that time, P&G\u2019s Global Business Services division reduced cost as a percentage of sales by 33 percent for its outsourced operations, including the work with JLL, according to P&G\u2019s testament in the book.<\/p>\n

“Strategic goals are a shared focus in our model, and incentives are aligned for both P&G and Jones Lang LaSalle. We trust JLL to figure out how to accomplish the work and achieve specific outcomes,\u201d said Larry Bridge, facilities and real estate governance manager for Procter & Gamble. \u201cIn turn, they trust us to communicate openly and to compensate them for achieving the goals. The more successful we are together, the more we save\u2014and the more JLL is rewarded.”<\/p>\n

In her book, Vitasek outlines the five key rules for a successful vested relationship for any company:<\/em><\/p>\n