In activity of many companies the budget items, related to real estate, play a considerable role. Each enterprise faces a problem of offices, warehouses and office facilities location, etc. In the activity of some companies real estate is one of the basic expense items, for others the real estate is the basic income item. For heads of enterprises it is important to find the optimum offer for real estate purchase or rent. Realtors in the conditions of constantly changing market have to orientate themselves at a price level not to lag behind competitors.

At present the sphere of management and real estate operation gains more and more popularity . In this area it is foreseen that company management in all variety of its functions from maintenance and operation of buildings and all engineering life-support systems, carrying out of planned and scheduled works, up to marketing and consulting on an object of real estate and financial management should be transferred to a management company. Having used management company services, the customer receives a guarantee of not only successful renting the real estate, but also timely receipt of the stipulated amount, thus all amount of works on operational service of the entity is also assigned to the management company.

CONCOL company has considerable experience of working with the companies of the present sphere:

• research of rent rates for commercial real estate together with research of potential demand and offer for the purpose of specifying an optimum place for the organization points of sales;
• analysis of residential real estate market ;
• research of a potential demand for services in management and commercial real estate maintenance;
• optimization of management companies activity;
• optimization of a motivational policy of the companies which are engaged in commercial management and operation of real estate;
• working out and implementation of key performance indicators (working out KPI) for the companies engaged in real estate.

On the whole, it should be noted that up to now unpreparedness of entities proprietors impedes considerable development in the present sphere. As a rule, owners are insufficiently informed and have no idea of the fact that with application of new technologies it is possible to increase effectiveness of their real estate, to raise its profitability and commercial value. It concerns the branch in general. As to internal problems of the separate companies, CONCOL advisers mark the following most frequently met factors:

• absence of personnel motivation system;
• unbalanced employees workload ;
• large turnover rate of personnel ;
• absence of well-organized flow of documents in the company;
• absence of the appropriate control and management system;
• low operating efficiency;
• absence of employees training and development system.

In this respect, the following example from experience of our company is quite demonstrative. An enterprise which renders services in management and real estate operation addressed our company. According to the head of the organization, the considerable number of customers discarded services of their company. At that, initially the customers expressed their interest, they went through the stage of negotiations and expected the long-term contract would be signed. It is necessary to note that projects in this sphere are quite expensive, that’s why the process of drawing customers and further negotiations is long, sometimes, it takes over half a year. Accordingly, a customer disclaim after half a year of negotiations is a waste of salary fund of development department, not to mention time of the head whose participation is often necessary at the last stages of negotiations.

Having analyzed internal and external environment of the corporate customer, our advisers have come to a conclusion that the principal cause for the above situation was considerable staff turnover. Initially, when the company only started its activity, bonuses were paid to the employees, but while the number of employees raised this system was rejected, and as a result the personnel motivation system was absent.

As when working with the customer it is important that the management company was represented by one employee responsible for all spectrum of issues, but in the conditions of considerable staff turnover during 6 months of negotiations the contact person changed once at the best. Besides, employees who went to their competitors, often enticed potential customers.

As a result of work of CONCOL advisers the system of motivation of the personnel (personnel motivation) has been developed and implemented. It included implementation of personnel efficiency estimation system and interconnection between a bonus part of an employee salary and his success, and also application of non-material motivation methods raising loyalty of the employee to the employer. Further assessment of the above system has shown that staff turnover has considerably decreased and the number of real customers has increased in due course.

If your company deals with real estate and you have faced a problem which demands deep analysis, experience and understanding of factors of its occurrence, contact our experts by phones:

(499) 145 74 77
(495) 763 28 63

Or by e-mail info@concol.ru