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Pricing 101 : Understanding the basics of pricing a corporate real estate outsourcing deal

Author

Listed:
  • Vitasek, Kate

    (Faculty member, University of Tennessee, USA)

  • Flynn, Michele

    (SIREAS, LLC, USA)

Abstract

Perhaps no other topic creates as much apprehension between a buyer and a supplier as trying to negotiate a fair price for corporate real estate (CRE) services. The current authors believe one of the key reasons is because buyers and suppliers do not understand the fundamental basics of pricing. Pricing a CRE deal becomes much easier when you completely understand the tools in your pricing toolkit. This paper addresses five common questions with which organisations often struggle for pricing a CRE deal. In answering the questions, the paper defines and explains the pricing tools practitioners can use to make getting to a fair price easier. The paper also provides recommendations where appropriate. Lastly, the paper challenges buyers and suppliers to negotiate prices with a lens of transparency.

Suggested Citation

  • Vitasek, Kate & Flynn, Michele, 2018. "Pricing 101 : Understanding the basics of pricing a corporate real estate outsourcing deal," Corporate Real Estate Journal, Henry Stewart Publications, vol. 8(2), pages 180-192, December.
    • Handle: RePEc:aza:crej00:y:2018:v:8:i:2:p:180-192
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    More about this item

    Keywords

    pricing; pricing models; best value; compensation; sourcing; sourcing business models; real estate; facilities management; CRE outsourcing; Vested outsourcing; TCO; performance-based; outcome-based;
    All these keywords.

    JEL classification:

    • R3 - Urban, Rural, Regional, Real Estate, and Transportation Economics - - Real Estate Markets, Spatial Production Analysis, and Firm Location

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