DTZ Names Richardson SVP of Business Development

DTZ Names Richardson SVP of Business Development

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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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.

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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.

In these roles, Csuhran oversaw the management of a $10 billion loan portfolio, implemented credit processes, monitored asset quality and credit exposure, and led credit due diligence and loan review teams.

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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.

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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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Rental Solutions is one of Oahu's fastest growing, full-service property management companies. The acquisition adds property-management professionals from Rental Solutions to the existing Prudential Locations property-management team, including its former president, Ian Bigelow, who joins the Prudential Locations team as its vice president of residential property management.

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Brewer will review contractor results and evaluate estimates from CAP’s property assignments, recommend alternative maintenance solutions, direct oversight of the services performed at CAP’s largest commercial buildings, and review property documents, posted notices and citations. Most recently, Brewer served as a commercial maintenance estimator for CAP.

Martinez will supervise the commercial preservation processor team, balancing the distribution of work among team members, ensuring the completion of high quality services in a timely manner, and completing special projects for senior management and CAP customers. He previously served as an asset manager at Brighton Real Estate Services.

FNC Goes Global

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Last fall, Sao Paulo-based CetipLatin 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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