Why Corporate Flex Customers Ask Different Questions
Managed workspace is becoming an increasingly important part of office asset strategy.
Corporate occupiers are becoming a much larger part of the flexible workspace market.
Workthere’s Flexmark research found that corporate customers now account for 47% of flexible office occupancy worldwide, up from 13% in 2020.
This represents a significant commercial opportunity for operators. Corporate customers can bring larger requirements, longer commitments and the potential for relationships spanning several locations.
But they also approach workspace decisions differently.
A smaller business may be able to approve a space based primarily on location, design, price and experience. A corporate requirement is more likely to involve several stakeholders, including IT, information security, procurement and risk teams.
These teams ask different questions:
Can each customer’s network be securely separated?
Is the connectivity resilient enough for business-critical use?
How are incidents monitored, escalated and reported?
Can the environment support the customer’s technology policies?
Who is accountable if a problem crosses several suppliers?
The answers can influence whether a customer is able to proceed.
This means technology assurance is becoming part of the sales process. Operators need to demonstrate not only that the space looks right, but that the environment can meet corporate standards throughout the term.
NCG works with operators to design secure, resilient workplace infrastructure and provide clear service levels through an ITIL-aligned support model. We can also help operators respond to customer requirements during the sales process, providing technical expertise when conversations move beyond the physical workspace.
The growth of corporate flex is helping the sector mature. Operators that can combine agility and experience with greater technical assurance will be better positioned to convert that demand.
Flexibility may attract the corporate customer. Confidence helps them commit.
Talk to NCG about preparing your workspace proposition for growing corporate demand.
Source: Savills Research and Workthere’s fifth Flexmark Operator Survey.
