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How can you leverage stakeholder influence to secure funding for FM projects?

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As a facility manager, you know that managing your facilities is not only about maintaining the physical assets, but also about aligning them with the strategic goals and needs of your organization. However, securing the funding and support for your FM projects can be challenging, especially when you have to compete with other priorities and interests. How can you leverage stakeholder influence to secure funding for FM projects? In this article, we will explore some tips and techniques to help you identify, engage, and persuade your key stakeholders to back your FM initiatives.

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Isik Bozdag FRICS, FAIQS, CQS

Founder | Quantum QS
Shaik Ismail

Facilities Management Professional

1 Understand your stakeholders

Before you can influence your stakeholders, you need to understand who they are, what they care about, and how they can affect your FM projects. Stakeholders are any individuals or groups who have an interest or stake in your facilities, such as senior management, employees, customers, suppliers, regulators, or community members. You can use a stakeholder analysis tool, such as a power-interest matrix, to map out your stakeholders according to their level of power and interest in your FM projects. This will help you prioritize your communication and engagement efforts and tailor your messages to their needs and expectations.

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2 Communicate your value proposition

Once you have identified your key stakeholders, you need to communicate your value proposition clearly and convincingly. Your value proposition is the statement that summarizes how your FM projects will benefit your stakeholders and the organization as a whole. It should answer the questions: Why should they care? What problem are you solving? How will you measure the success? You can use a value proposition canvas to craft your value proposition based on your stakeholders' pains, gains, and jobs to be done. You should also use evidence, such as data, case studies, or testimonials, to support your claims and show the impact of your FM projects.

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Isik Bozdag FRICS, FAIQS, CQS

Founder | Quantum QS
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To leverage stakeholder influence for FM project funding, focus on building strong relationships and understanding their priorities. Tailor communication to highlight benefits and address conflicts. Collaborate throughout the project, emphasizing ROI and aligning with organizational goals. Use data and past successes to bolster your case and gain support.

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3 Build trust and rapport

Influencing your stakeholders is not only about presenting facts and figures, but also about building trust and rapport. Trust is the foundation of any successful relationship, and it can increase your credibility and authority as a facility manager. Rapport is the feeling of connection and mutual understanding that you establish with your stakeholders. It can help you overcome resistance and create buy-in for your FM projects. You can build trust and rapport by listening actively, showing empathy, asking open-ended questions, providing feedback, and following up on your commitments.

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Isik Bozdag FRICS, FAIQS, CQS

Founder | Quantum QS
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Leveraging stakeholder influence to secure funding for FM projects involves building trust and rapport. Active listening, empathy, and follow-through on commitments establish credibility and authority. Address conflicts through negotiation and collaboration, focusing on shared interests and exploring alternatives. By fostering understanding and cooperation, you can gain stakeholder buy-in and support for your FM initiatives, ultimately securing the necessary funding for project success.

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4 Negotiate and collaborate

Sometimes, you may encounter conflicts or disagreements with your stakeholders over your FM projects. This is normal and expected, as different stakeholders may have different perspectives, interests, or preferences. However, you can use negotiation and collaboration skills to resolve these issues and find a win-win solution. Negotiation is the process of reaching a mutually acceptable agreement through dialogue and compromise. Collaboration is the process of working together to achieve a common goal or outcome. You can negotiate and collaborate effectively by focusing on the interests rather than the positions of your stakeholders, exploring options and alternatives, and seeking feedback and input.

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5 Leverage your champions

Finally, you can leverage your champions to secure funding for your FM projects. Champions are the stakeholders who are enthusiastic, supportive, and influential about your FM projects. They can help you advocate for your FM projects, persuade other stakeholders, and mobilize resources. You can leverage your champions by identifying them, nurturing them, and empowering them. You can identify your champions by looking for signs of interest, engagement, and enthusiasm. You can nurture your champions by providing them with information, recognition, and guidance. You can empower your champions by giving them the tools, authority, and autonomy to act on your behalf.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Shaik Ismail

Facilities Management Professional
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Securing FM project funding isn't just about technical merit. Success lies in understanding and leveraging stakeholder influence. My approach: Identify key stakeholders and their unique needs. Building managers want efficiency, occupants want comfort, CFOs want cost savings. My pitch aligns with those priorities. Present FM projects as investments, not expenses. Data backs me up – improved lighting cuts energy costs, proactive maintenance prevents costly failures. I emphasize clear ROI for everyone involved. Proactive updates build stakeholder trust. Where possible, Involve them in the planning process. This creates a shared sense of ownership in the project's success.

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How can you leverage stakeholder influence to secure funding for FM projects?

1

2

3

4

5

6

1 Understand your stakeholders

2 Communicate your value proposition

3 Build trust and rapport

4 Negotiate and collaborate

5 Leverage your champions

6 Here’s what else to consider

Facility Management (FM)

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How can you leverage stakeholder influence to secure funding for FM projects?

1

2

3

4

5

6

1 Understand your stakeholders

2 Communicate your value proposition

3 Build trust and rapport

4 Negotiate and collaborate

5 Leverage your champions

6 Here’s what else to consider

Facility Management (FM)

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