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“How You Can Have Dreams When Your Neighbors Have Nightmares”

“How you can have dreams when your neighbors have nightmares”

Cushman & Wakefield Middle East Insight: “How you can have dreams when your neighbors have nightmares”

By: Richard Naylor

Although Saudi Arabia shares a border with the UAE, the FM market is significantly different, a point which is often overlooked by many new companies arriving in the Kingdom. Overall the FM supply chain is predominantly occupied by traditional, locally owned O&M companies who aspire to deliver bundled services themselves, and thus often struggle with the concept of working in partnership with an integrated service provider.

Generally speaking, these suppliers are very risk adverse and are more comfortable working within an ‘input based’ arrangement rather than a performance-based agreement whose measurement of success will be through SLA’s and KPI’s. With over 20 years of experience in the Kingdom, Cushman & Wakefield have been very fortunate to have developed a good level of understanding and cooperation with a number of tier one specialist supply chain partners, but this has taken some time and a great deal of hard work.

If we were to offer advice to any new facilities management company intending to set up in Saudi Arabia, it would be not to underestimate the level of work and commitment required to develop solid relationships with tier one suppliers to ensure you are able to deliver integrated FM services to an international standard.


Title credit to M.F. Moonzajer

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