This is a presentation about outsourcing Real Estate Services and the factors to take into account for success. The presentation took place at the FM&Property Event on 19 & 20 October, 2011 at The Belfry, Wishaw, Sutton Coldfield West Midlands,B76 9PR United Kingdom

1. Recipe for successful outsourcing of Real Estate Services FM&Property Event 19 & 20 October, 2011 The Belfry, Wishaw, Sutton Coldfield West Midlands,B76 9PR United Kingdom

2. Why are youdoingthis? Outsourcing (process) orOuttasking(hands) Supplierconsolidation Staffreduction Business excelence Processalignment Someoneelsesolvingyour chaos? Recipe for successful outsourcing of Real Estate Services 2

3. Gather information Outlineyourneeds Requestfor Information Does the market offer what I amlookingfor? Redefineneeds Recipe for successful outsourcing of Real Estate Services 3

4. Scope of services Putting alleggs in one basket? Self performance Exclusivity vs. preferred Work load Financial services Recipe for successful outsourcing of Real Estate Services 4

5. Approach Step by step phasing in scope elements:etc… (1) Operational(2) Tacticalmgmt.(3) Strategic services Recipe for successful outsourcing of Real Estate Services 5 Transactions Lease Administration Portfolio Management Outsourcing 2012

6. Fee models Where is the value? Alignment of goals Free services Transaction fees Accountmanagement Proftableclients Achievedsavings Recipe for successful outsourcing of Real Estate Services 6

7. Coverage Dots on the map Qualifiedstaff Regionalvariance Localstreghtsandweaknesses Recipe for successful outsourcing of Real Estate Services 7

8. Skilledworkforce Individuals–notthe company… Be aware of the bathtubcurve Recipe for successful outsourcing of Real Estate Services 8

9. Be in control of whathappens Retaininternal content matter expertise! Assign contract manager to manage performance Functionallocalinvolvement Recipe for successful outsourcing of Real Estate Services 9

10. Technology Internal systems Proprietry systems Transferability Separate IT solution? Recipe for successful outsourcing of Real Estate Services 10

11. Performance What are yourKPI’s? Alignment of goals Recipe for successful outsourcing of Real Estate Services 11

12. Governance Internal Business Units Facilitiesdepartment F&A Purchasing Service Provider Internal– External Do you have the mandateto act? Recipe for successful outsourcing of Real Estate Services 12 ?

13. Communication Stakeholder management(all of them!!) Sell the messageinternally In every stage Recipe for successful outsourcing of Real Estate Services 13

14. Maturity Recipe for successful outsourcing of Real Estate Services 14 Outsource Ownorganisation Outtask Market (service provider)

15. Procurementprocess Parallel process Cheaper≠ better Recipe for successful outsourcing of Real Estate Services 15 Stage 1 Stage 0 Stage 2 Stage 6 Pre Stage Stage 3 Stage 4 Stage 5 Transformation Of Service Provision End Project Detail Bid Docs. Uploaded Legal Docs Uploaded & Bidders Commit Preferred Bidder Contracted Preferred Bidder Selected Change Plan Business Case Volume and Bidders Scoped Verification of Baseline, Go-Live Legal Docs. Published Bidders Acceptance & Intention to Bid

16. Emergingsourcingstrategy* Best of Breed Bundled Integrator Recipe for successful outsourcing of Real Estate Services 16 CRE SP SP SP SP Service Provider Integrator SP SP SP SP CRE CRE *source: CoreNetGlobal’s Leader magazine, March/April 2011

17. Transition & transformation Dedicatedinternal resources This is where the real work starts! Recipe for successful outsourcing of Real Estate Services 17

18. Recipe for successful outsourcing of Real Estate Services 18 Don’tbelieve in fairytales

19. Aboutus Organisations that outsource the tactical and operational management of their real estate to REDEPT (The Real Estate Department) can free up and optimise their internal resources to support their strategic organisation goals. REDEPT are experts in real estate however operates from the perspective of the organisation. Recipe for successful outsourcing of Real Estate Services 19 Leon van Leersum FRICS has 15 years of professional experience in commercial real estate. He worked with Jones Lang LaSalle for eight years in The Netherlands and Central Europe (Czech Republic). From 2007 to 2011 Leon gained international corporate experience with Philips in transactions management and portfolio strategy. He was responsible for procuring and outsourcing of Philips’ global real estate services worldwide for a portfolio of approx. 60m square feet. Leon is board member of CoreNet Global Benelux, a member of the integrity board of RICS Netherlands and editorial board member of Corporate Real Estate Journal. In the Czech Republic he founded the local chapter of the RICS. Paul Stotesbury FRICS has 30 years of professional experience in commercial real estate in the Netherlands and the United Kingdom. He worked with international real estate consultancy firm Jones Lang LaSalle for 11 years where he was head of the Corporate Solutions department. From 1998 to 2006 Paul was chairman of the RICS in The Netherlands. In 2009 he became an independent consultant. He has broad experience in various aspects of real estate and has always specialised in providing advice to end users. Paul pioneered the use of procurement techniques for property acquisitions in The Netherlands. www.redept.eu