The expectations of consultancies are changing and demand for strategies that work operationally, not just on paper, is growing. Carlo Alloni at Bellrock considers this challenge to more traditional models
Industry turbulence has shifted the competitive advantage from scale to speed. Much like the rapid ascent of D2C brands during the pandemic, today’s market conditions demand a “challenger” mindset, prioritising rapid operational pivots over traditional, slow-moving corporate frameworks to meet evolving consumer demands.
The 2020 pandemic was a textbook temporary crisis. What facilities management (FM) and estate management face today is far more daunting: a rolling, inevitable slide into a tech-driven unknown. This isn’t a pivot; it’s a permanent state of turbulence fuelled by artificial intelligence, economic volatility and shifting compliance.
In this landscape, the “multi-disciplinary giant” is no longer the default safe bet. The market is crying out for a new breed of challenger – one that possesses a diverse range of skills rarely found under one roof.
To thrive, the modern building consultancy must meet four non-negotiable benchmarks:
Technology as the fabric, not an add-on
Most consultancies use technology; the winners of the next decade will own it. We are moving past the era of spreadsheets and PDFs. Real-time estate intelligence, integrating cost, risk, carbon, and compliance into a single live view, is the new baseline.
If a consultant is not giving you a real-time window into your asset data, they aren’t consulting; they are documenting history.
The advise, transform, operate loop
The traditional model of handing over a beautiful report and walking away is dead. The new paradigm is active. Modern firms must diagnose risk, then stay in the room to design and manage the programmes to fix it.
A strategy is worthless if the consultant is not prepared to explain it to a finance committee or oversee the engineers delivering it on Monday morning.
Evidence-led insight
In large-scale estate management, gut feel is a liability. Advice must be backed by forensic data: benchmarking cost per square meter across sectors and providing granular risk profiles for high-stakes environments like hospitals and universities.
Data-rich insight is the only thing that moves the needle from “property pain” to “performance gain”.
The challenger mindset
The big firms are optimised for slow governance and long programmes. The modern estate requires something different: lean teams, senior-led accountability, and a culture that isn’t afraid to challenge orthodoxy.
You don’t need a firm that follows a template; you need a partner you call when the estate is complex and the stakes are high.
Success now depends on a boutique level of intimacy, a personalised, high-touch approach where senior expertise is directly embedded in the work. In this landscape, the industry no longer needs the documentation of history, but a real-time partnership that provides a live window into the future of an asset.
What this means for the C-suite
For property directors and CFOs, the era of the siloed partner is over. You should demand:
- Regulatory continuity: One partner who understands both the fire safety case and how it lands on the ground.
- Battle-tested strategy: Strategies built by people who operate estates, ensuring they don’t break upon first contact with the real world.
- Velocity: Dashboards that link scenario planning directly to CAPEX and FM delivery.
- Personal touch: A high-touch, personalised partnership that replaces generic templates with senior experts who are directly embedded in your challenges, not just the pitch.
UK property has a profound vacancy for players who can step into these roles with purpose. The market no longer wants FM firms doing “consulting on the side”. It wants consulting challengers who know how to run the building and deliver on the ground.
Carlo Alloni is CEO at Bellrock
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