The Board Didn’t Trust You… 🤨
"Look, I’ll be honest with you," the person said. "The board just didn’t trust you."
"Why?" I asked, already knowing the answer.
"You’re a startup. No case studies with facility managers. Your corporate competitor? They had 100."
Ouch. 😬
That’s how the conversation started with this person—they manage an assembly of owners for a few massive towers in Lebanon. "Trust is everything," they continued. "Management sees risk, they go straight to the big, clunky ERP everyone else is using. It’s stiff, overpriced, impossible to reach—but safe. Or at least it seems that way."
Let’s Talk Pricing—Because It’s Weird 💰
"And the pricing? Don’t even get me started." The person shook their head. "Yearly licenses? Per-user fees? Makes no sense. Facilities management is about assets, not people."
"Exactly!" I jumped in. "Users come and go. Charging per user is like billing a hospital per patient instead of per bed."
The person laughed. 😂 "That’s a good one. And if you’re an owners' committee instead of a company? It’s a nightmare. Too many decision-makers. By the time they all agree, the pricing model has already changed."
More Facility Managers Than Property Managers? 🤔
"You know what’s weird?" the person said. "There are way more facilities management companies than property management ones."
"Why do you think that is?" I asked.
"Maybe it’s just easier to start. Less regulation, more demand. Who knows? But it’s definitely something to think about."
The RFP Roadblock 🚧
"We actually wanted to work with you," the person admitted. "But you didn’t pass the RFP vetting process. No track record with facility managers. That’s the game."
"So basically, no clients means no credibility. No credibility means no clients."
"Bingo. It’s brutal... 😵💫 But I know you guys have an edge. Bureaucracy slows things down, stifles innovation—but in the end, persistence wins."
Customization or Bust 🎯
"It’s not just about logging maintenance requests," the person said. "We need software that integrates payroll into the budget, handles multiple properties, and adapts to how we operate. If your provider can’t do that? Forget it."
"So what’s next?" I asked.
The person shrugged with a gentle smile. 😊 "Annual renewals come fast. Next year, we take another look. I want you guys in. I like how quickly startups move, and I believe in companies like that. And maybe our overpriced ERP finally lets us down first."
