"To be successful, service providers must understand how the next generation of corporate real estate executive thinks. That means a new customer focus."

This quote from a client shows the need for service providers to help corporate real estate executives strengthen relationships with their end-user customer--not a shared-service relationship but an understanding of goals, commitments and results. The key is to help corporate real estate get a seat at the table as part of the business-unit support team. A model for success is an effective CRM program. Several companies are implementing this into their corporate real estate, and in 2006 you'll hear news of success stories as well as failed CRM initiatives.

The next generation of executive isn't necessarily made up of individuals with a background in real estate. We are finding that the real estate executives of tomorrow are coming from diverse backgrounds such as finance, planning and even procurement. That means service providers cannot expect the instant camaraderie they felt with clients in the past. A real estate manager with a procurement background is a whole different animal. What's necessary is akin to a course in cultural sensitivity training for service providers.