Drivers for Change

Abstract

Chapter 1 outlined the characteristics of the property business and the evolution of the traditional approach to property management. This chapter considers the forces upon occupiers of property and, as a consequence, how owners must manage their portfolios to achieve competitive advantage. The traditional transaction focus of property owners is contrasted with the relationship focus that has been adopted widely by service industries in response to customer needs. A relationship focus is fundamental to the approach that this book recommends.