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A RT I C L E
Be competitive and flexible
A developer targeting BPO companies must be flexible in many ways. First of all
they should offer flexible office accommodation, allowing easy adjustments and
rearrangements and workspace that serves multi-purpose functions for formal, in-
formal and instant meetings.
Many BPO tenants expect flexible lease contracts allowing for expansion and con-
traction options, hence the reason many identify preferred locations as business
parks or large multi-phased office schemes. Risk is minimized by choosing buildings
that have a number of tenants to raise the probability of taking over space following
neighbouring lease expiries.
The majority of occupiers representing the BPO sector are price-sensitive and de-
velopers must be ready to offer smart incentive packages to large players – some
of which benchmark on an international platform. Rent and service charge costs
should be clearly presented so that a potential occupier can compare options avail-
able. Obviously, these are not the only selection criteria on the score card, but they
do bear significant weighting.
Offer additional services
Decision makers are increasingly paying attention to other services that office space
can offer to their employees. Developers can differentiate from competitors by of-
fering something more than just space in which to work, for example by placing
a kindergarten, canteen or a small daily convenience centre with a grocery store
and some services. Bike stations in front of or in the parking area of an office build-
ing are also becoming a more requested feature.
Cooperate
A developer should not operate alone. He should be supported by professionals on
each stage of the development process to ensure risks are minimized connected with
the project. It is similar to hiring BPO companies for particular stages –- developers
outsource knowledge and experience to architects, general contractors, project
managers, letting agents as well as property managers.
Be green
LEED or BREEAM certifications have become common market practice over recent
years and being ecofriendly has become an important factor when selecting a par-
ticular building. Not only is it usually a CSR requirement imposed by HQ, but also
one which has financial benefits. Developers who invest in smart solutions regarding
the efficient use of water and energy, waste utilization and use sustainable building
materials for constructing and furnishing a building, can offer lower service charges
to occupiers thus lowering the total OPEX for a tenant, which is of great importance
during the selection process.
Good comprehension of the design of the office workplace with regards to macro-
and micro considerations, location, functional, technical and financial factors is likely
to result in attracting and retaining corporate occupiers from the BPO sector. Firms
will be able to recruit and retain staff with the potential to improve the performance
of organizations through increased effective management, higher employee satisfac-
tion leading to internal innovation and ultimately higher productivity.
Anna Staniszewska
Director, Research & Consulting, CEE, BNP Paribas Real Estate
