Can take a long term view of facility costs i.e. Will be prepared to invest if it makes sense. Have a strong interest in the facility performance. Present opportunities for integration between building management and business systems securing the long term relationship.

Risk management and quality of operations is important to them.

Justifies investment (both capex and opex in energy and performance improvement measures and a higher level of facility management).

Depending upon the vertical, experience and environmental precision can be a compliance issue (eg. hospital, life science industry), a differentiator (eg. premium commercial facility, employer), an absolute for business continuity (eg. data center).

Drives a risk-mitigation based approach to the facility.

Best return on sales effort.

Why Important and What You Can Probe For