How Suncorp's Real Estate Partnership is Adding Value to the ...
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
CoreNet Global Brisbane Chapter Symposium 2010
1
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
CoreNet Global Brisbane Chapter Symposium 2010
2
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
2001
March 2007
CoreNet Global Brisbane Chapter Symposium 2010
3
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
9 Lines of Business incl. Centres of Excellence
818 leases 400,000m² 400,000m²
6 capital cities, major metro centres, regional Australia/NZ
26 brands & cultures
65 Customer Service Centres & Motor Vehicle Assessment Centres
No single source of employee portfolio data
248 branches
GFC & market capitalisation
Decentralised/ Two different diverse accommodation systems & workplace delivery philosophies
Multiple charging methods for real estate costs
90 commercial offices 200,000m² commercial accommodation
CoreNet Global Brisbane Chapter Symposium 2010
197 stand-alone ATMS
Differing outsourced real estate service delivery models
4
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
alignment and engagement with the business More cohesive and consistent service Add more value and simplified systems Even greater
and processes
cost management, commerciality and transparency Effective
in cost allocations Provide
measurements of value
CoreNet Global Brisbane Chapter Symposium 2010
5
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
Creating synergy benefits for the Group which cannot be achieved by well run individual lines of business Line of Business
Customer Customer Relationship Relationship Manager Manager
Customer Customer Relationship Relationship Manager Manager
Relationship Based Model
Customer Customer Relationship Manager Manager
Line of Line of Business Business Lines Lines of of Business Business
Traditional Functional Based Model
CoreNet Global Brisbane Chapter Symposium 2010
6
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
‘know thyself’... ...what does the business want? ...how are you structured? 13
CoreNet Global Brisbane Chapter Symposium 2010
7
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
Source: lorem dipsum
15
Contract years
1
2
3
4
5
Initial 5 year term
Review period for 1st Further Term
CoreNet Global Brisbane Chapter Symposium 2010
6
7
8
9
1st 2 year Further Term
Review period for 2nd Further Term
2nd 2 year Further Term
8
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
operational efficiency leverage innovation leverage technology a creative and commercial model
MARKET ENGAGEMENT n a r t . ..
t n e r spa
...open ...ou
CoreNet Global Brisbane Chapter Symposium 2010
r re
put
atio n
9
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
...challenge convention ...simple transparent contract ...quality of service and alignment is key ...price is not the only consideration ...eradicate duplication ...relationship management approach
20
CoreNet Global Brisbane Chapter Symposium 2010
10
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
Qualitative Evaluation Criteria Experience • Company History • Structure • Clients / referees • Understanding of needs
Culture / Fit Service Delivery Model • Overall Service Delivery Model • Tools and Processes • Proposed approach to delivery for each service • Improvement framework
Weighting 2.5% 2.5% 2.5% 2.5%
20% 7.9% 11.2% 18.0% 7.9%
Performance and contract management
15%
Transition
10%
CoreNet Global Brisbane Chapter Symposium 2010
11
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
values closely aligned a ‘one-team’ service delivery model
co-located Flexibility and openmindedness
focus on ‘getting it right’
...underpins decision making... ...keep ahead... ...empower... ...minimised risk... ..real time opportunity. CoreNet Global Brisbane Chapter Symposium 2010
12
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
Transition Relationship Data, data, data 25
CoreNet Global Brisbane Chapter Symposium 2010
13
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
provide strategic property advice How do we
and
operational
and expertise
in the design and delivery of workplace solutions
aligned to business agenda the
Group's
?
28
CoreNet Global Brisbane Chapter Symposium 2010
14
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
Value = knowing and understanding
their business = using the data we hold about their business
= knowing the issues surrounding the sites they occupy
= enabling them to make informed business
decisions
= $4mpa in real estate savings
...ACHIEVEMENTS … 9Suncorp/Promina merge >8,000 staff restacked 9~15,000m2 $7mpa space savings - double benefit within 18 months 9 New RE model $>4mpa cost + 40% headcount
9 Workplace change strategy delivered for >80,000m2 of space
CoreNet Global Brisbane Chapter Symposium 2010
15
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
understand the business Actively working to
Actively providing
inputs
valuable
into their decision making
costs transparent
Actively making their
31
CoreNet Global Brisbane Chapter Symposium 2010
16
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
Innovations
Cost Savings
Process Improvement
Quality Improvement
Reduced Risk 34
CoreNet Global Brisbane Chapter Symposium 2010
17
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
w BA U el l
Do
n he et t or ec m exp ve Gi they
KEEPING THE SEAT
t ha w on y er sa liv ou De y
Know the e th s business on hip k s or ion W lat re
Build their confidence in your service
data is king know the business relationship 36
CoreNet Global Brisbane Chapter Symposium 2010
18
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
CoreNet Global Brisbane Chapter Symposium 2010
19
CoreNet Global Brisbane Chapter Symposium 2010
1
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
CoreNet Global Brisbane Chapter Symposium 2010
2
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
2001
March 2007
CoreNet Global Brisbane Chapter Symposium 2010
3
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
9 Lines of Business incl. Centres of Excellence
818 leases 400,000m² 400,000m²
6 capital cities, major metro centres, regional Australia/NZ
26 brands & cultures
65 Customer Service Centres & Motor Vehicle Assessment Centres
No single source of employee portfolio data
248 branches
GFC & market capitalisation
Decentralised/ Two different diverse accommodation systems & workplace delivery philosophies
Multiple charging methods for real estate costs
90 commercial offices 200,000m² commercial accommodation
CoreNet Global Brisbane Chapter Symposium 2010
197 stand-alone ATMS
Differing outsourced real estate service delivery models
4
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
alignment and engagement with the business More cohesive and consistent service Add more value and simplified systems Even greater
and processes
cost management, commerciality and transparency Effective
in cost allocations Provide
measurements of value
CoreNet Global Brisbane Chapter Symposium 2010
5
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
Creating synergy benefits for the Group which cannot be achieved by well run individual lines of business Line of Business
Customer Customer Relationship Relationship Manager Manager
Customer Customer Relationship Relationship Manager Manager
Relationship Based Model
Customer Customer Relationship Manager Manager
Line of Line of Business Business Lines Lines of of Business Business
Traditional Functional Based Model
CoreNet Global Brisbane Chapter Symposium 2010
6
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
‘know thyself’... ...what does the business want? ...how are you structured? 13
CoreNet Global Brisbane Chapter Symposium 2010
7
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
Source: lorem dipsum
15
Contract years
1
2
3
4
5
Initial 5 year term
Review period for 1st Further Term
CoreNet Global Brisbane Chapter Symposium 2010
6
7
8
9
1st 2 year Further Term
Review period for 2nd Further Term
2nd 2 year Further Term
8
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
operational efficiency leverage innovation leverage technology a creative and commercial model
MARKET ENGAGEMENT n a r t . ..
t n e r spa
...open ...ou
CoreNet Global Brisbane Chapter Symposium 2010
r re
put
atio n
9
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
...challenge convention ...simple transparent contract ...quality of service and alignment is key ...price is not the only consideration ...eradicate duplication ...relationship management approach
20
CoreNet Global Brisbane Chapter Symposium 2010
10
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
Qualitative Evaluation Criteria Experience • Company History • Structure • Clients / referees • Understanding of needs
Culture / Fit Service Delivery Model • Overall Service Delivery Model • Tools and Processes • Proposed approach to delivery for each service • Improvement framework
Weighting 2.5% 2.5% 2.5% 2.5%
20% 7.9% 11.2% 18.0% 7.9%
Performance and contract management
15%
Transition
10%
CoreNet Global Brisbane Chapter Symposium 2010
11
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
values closely aligned a ‘one-team’ service delivery model
co-located Flexibility and openmindedness
focus on ‘getting it right’
...underpins decision making... ...keep ahead... ...empower... ...minimised risk... ..real time opportunity. CoreNet Global Brisbane Chapter Symposium 2010
12
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
Transition Relationship Data, data, data 25
CoreNet Global Brisbane Chapter Symposium 2010
13
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
provide strategic property advice How do we
and
operational
and expertise
in the design and delivery of workplace solutions
aligned to business agenda the
Group's
?
28
CoreNet Global Brisbane Chapter Symposium 2010
14
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
Value = knowing and understanding
their business = using the data we hold about their business
= knowing the issues surrounding the sites they occupy
= enabling them to make informed business
decisions
= $4mpa in real estate savings
...ACHIEVEMENTS … 9Suncorp/Promina merge >8,000 staff restacked 9~15,000m2 $7mpa space savings - double benefit within 18 months 9 New RE model $>4mpa cost + 40% headcount
9 Workplace change strategy delivered for >80,000m2 of space
CoreNet Global Brisbane Chapter Symposium 2010
15
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
understand the business Actively working to
Actively providing
inputs
valuable
into their decision making
costs transparent
Actively making their
31
CoreNet Global Brisbane Chapter Symposium 2010
16
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
Innovations
Cost Savings
Process Improvement
Quality Improvement
Reduced Risk 34
CoreNet Global Brisbane Chapter Symposium 2010
17
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
w BA U el l
Do
n he et t or ec m exp ve Gi they
KEEPING THE SEAT
t ha w on y er sa liv ou De y
Know the e th s business on hip k s or ion W lat re
Build their confidence in your service
data is king know the business relationship 36
CoreNet Global Brisbane Chapter Symposium 2010
18
How Suncorp's Real Estate Partnership is Adding Value to the Suncorp Group - Adrian Zanetti, Chris Sutcliffe, Leanne Mathison Jones and Kelli Jansz, Suncorp
CoreNet Global Brisbane Chapter Symposium 2010
19
