DTZ, a UGL Co., named Todd Richardson senior vice president of business development for DTZ’s Americas facilities management business unit.
Richardson most recently served as senior vice president of integrated facility management sales for ABM Industries where he led a North America sales team. During his tenure at ABM, he helped secure contracts with clients including J.P. Morgan Chase, BMW, Gannett Co. Inc., and the State of California.
In his new role, Richardson will also work closely with DTZ’s global corporate services and brokerage teams in the Americas to provide full-service facility management, transaction, project management and strategic solutions for both private sector and government clients who require an ‘End to End’ delivery model.
NREI talked to Richardson about what business development really means, how clients’ needs differ depending on their country of origin and what clients are asking for today and tomorrow. An edited version of that interview follows:
NREI: I found a funny blog post on Forbes.com that was comparing what they called the ambiguous nature of explaining business development to the way physicists seek to explain the grand unified theory of the universe; Do you think that’s the case? Is what you do really that complicated?
Todd Richardson: I’m kind of a simple guy so maybe not so much. I think everyone has their different flavor. Ultimately the way I approach it is to focus on connecting our customers with really good solutions and keep that philosophy centered around everything we do.
NREI: How do you find that clients’ needs and desires are different based on whether they are in the U.S., or Canada, Europe, South America, around the world?
Todd Richardson: The markets are all very wildly different and they are all in different stages of how they source their services. For example, in Europe it is common practice for companies to outsource what we call soft services - custodial, janitorial, mailing, shipping and receiving - that sort of thing. They bundle those very efficiently but they tend to out task the more technical things too like mechanical, electrical, plumbing. Whereas in the U.S. clients are not only bundling hard services - the technical services and the soft services - they are also bundling them together with other services like real estate services. The U.S. is a little further along in the curve of how they combine and buy services.
NREI: What are clients asking for now that they were not asking for, say, five years ago?
Todd Richardson: It used to be that clients would either develop specifications for the services they require or they’d accept the specifications from a provider. There was a lot of going back and forth on the details or the specifications or the lack thereof. What we find today is that clients are really stepping back and saying, ‘Hey, I just want to focus on the outcome of the services.’ They’re designing their contract model on their relationship with their facilities management providers on that outcome.
For instance, in cleaning it used to be ‘I want the floors to be vacuumed five days a week,’ and now it’s ‘I don’t care how many times you vacuum I just want it to be clean. You figure it out.’ That takes into consideration whether they have occupancy changes or vacancies or increases in traffic in certain areas. They’re saying ‘You take care of it and come up with the best solution.’ That is permeating through all of the services of facility management, which ultimately puts more pressure on us to figure out how to best meet those needs but it also gives them what they need, rather than paying for something that may or may not make sense.
NREI: So, what do you think they will they ask for tomorrow?
Todd Richardson: I think as technology improves clients are looking for better analysis of the information on how their facilities are operating. Right now there is a lot of information available and it’s almost analysis paralysis. I think the wise facility management companies are getting very good at distilling the information down to what is meaningful and driving decisions around that information rather than just dumping information on to a client’s lap and checking a box that they provided the information. You give them the good information and good advice and push aside all the details that may not necessarily drive innovation and value.
NREI: What info is most important to have?
Todd Richardson: If the true focus is on driving the best value and the best solution for clients then really is to focus on a few things: The cost of occupying the space, the reliability of that space to deliver the services for their employees, making sure things work the way they should, making sure it is safe and in compliance, making sure there is an overall sense of quality and cleanliness. Those things tend to drive the behavior of most clients
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Lange has been associated with the residential and senior care industries for more than 20 years. He spent more than a decade as a member of the executive management team of BRE Properties Inc., where he joined as CFO and was later promoted to COO and elected to the board of directors.
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GFI Capital Resources Group hired Robert Ross chief technology officer.
Ross will spearhead all aspects of information technology and systems infrastructure to support the firm. He will also work with the company’s management team.
Ross comes to GFI from Newmark Grubb Knight Frank where he was director of information technology, responsible for nationwide support networks, vendor relations, personnel management, and process re-engineering. He also oversaw the company’s network and infrastructure support team. During his tenure, he successfully reduced the company’s operational expenses by 36 percent.
CFO Joins Mortgage Solutions
Mortgage Solutions welcomed Noah Hogan as CFO.
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W3 Partners named Peter Mette as managing partner. Mette is charged with sourcing new deals in Northern California and the Pacific Northwest.
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Huntington Names CRE Director
Huntington named Renee Csuhran as the director of commercial real estate. She will be based in Cleveland and brings more than 20 years of executive experience in commercial real estate, corporate banking and risk management.
Before joining Huntington in 2012, Csuhran spent more than 20 years at KeyCorp in Cleveland in various senior-level roles, in institutional real estate, real estate investment banking, and healthcare groups, credit risk management, and real estate capital.
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Caparruva Joins Crossroads
Carlo J. Caparruva has joined Crossroads Cos. as executive vice president of leasing services.
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CBRE Hires EVP in Denver, Managing Director in Chicago
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CBRE also named Chris Zubel managing director. He will oversee the Chicago industrial group, manage the Schaumburg, Ill. office and work with the firm’s Chicago leadership team.
Zubel joined CBRE in 2003 and previously served as a vice president in the firm’s industrial service line. Since joining CBRE, he has participated in over 11 million sq. ft. of transactions with a total consideration of $2 billion.
Lee Names SVP in Calif.
Lee & Associates added Jeff Abramson as senior vice president to its North San Diego office in Carlsbad, Calif.
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Transwestern Promotes Lipscomb
Russell Lipscomb has been promoted to senior vice president of property management services at Transwestern’s Atlanta office.
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A 26-year industry veteran, Lipscomb was previously with Ben Carter Properties, where for 12 years he managed a portfolio of assets throughout metro Atlanta for clients such as Sumitomo Life, Florida Teachers Retirement Fund and Travelers Insurance.
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NGKF also hired four senior tenant representation brokers to its downtown Los Angeles office.
David Kluth and Josef Farrar join as executive managing directors, Ryan Harding as a senior managing director and Aliya Coher as a managing director.
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Harding, a specialist in tenant representation and strategic planning, currently advises more than 125 clients across the globe. Coher has nearly a decade of experience exclusively representing tenants including associations, non-profit organizations and corporations nationwide.
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C&W Welcomes New NY Managing Director
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JLL Hires Managing Director In Calif.
Jones Lang LaSalle welcomed Jak Churton to the firm’s Northern California operations as a managing director. He will be based in San Francisco.
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Coreland Cos. Welcomes Real Estate Manager
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Griffin Land Promotes Property Manager
Griffin Land promoted Wes Nicoll to property manager.
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Dow Hotel Co. Promotes Manager
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Prudential Locations Buys Prop Management Biz
Prudential Locations, Hawaii's largest locally owned and operated real estate company, acquired Rental Solutions property management business.
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CAP Promotes Estimator
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FNC Goes Global
FNC Inc. took its operations global, opening an office in Sao Paulo, Brazil.
Last fall, Sao Paulo-based Cetip—Latin America’s largest depository of fixed income securities—selected FNC® to deliver a comprehensive collateral management solution for the Brazilian mortgage industry.
FNC, whose clients are the nation’s major mortgage lenders and servicers, designed a Collateral Management System®. Now, FNC is applying that knowledge base to the Brazilian infrastructure.
IBS Names Project Manager
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