At some point, you may have your service provider complain or get aggressive concerning outside catering companies entering the building. They often assume this privilege of providing catering services is a right. Or you may hear from a person that orders catering complain about having to use your service provider’s service. He/she may feel it is a right to use whomever they choose. If this is the case, then this article is for you.?Lets first explore why people don’t want to use your service provider’s catering services:

• Too expensive
• They just want a change
• (Fill in the blank) is my boss’s favorite place to eat
• They are entertaining an outside group and need a specific type of food
• Bad past experience: quality, service or timing
• The service provider’s staff is NOT friendly
• We don’t like the way the chef cooks
• We never know what to expect, the food is always different, hit or miss
• We didn’t know they offered catering or could customize to our needs

Now let's explore why you need to use your service provider’s catering services:

• If you are contractually obligated
• If your contract provides for some kind of profit split, or subsidy reduction
• Catering sales may be off setting costs of other services, ask to see the P&L
• More catering sales increases likelihood of stable work force and reduced need for temporary work force
• Increased accountability of property care
• Service provider’s staff working in and around meetings have been cleared (background checks) and understands the norms of your working environment
• Service provider’s prices should be more economical compared to every other option

A combination of several different approaches should address this concern. These are some common actions that can help bridge the gap. The first step is to find out what is going on, get out there and ask questions.

• Mandate no exceptions to the rule if possible, but don’t stop there. You must identify the foundational flaw.
• Create a process pertaining to outside catering use, mandate users provide justification regarding:
• Why they are using an outside provider?
• Did they allow your service provider the opportunity for bid or first right of rejection?
• What was the cost difference of taking the business outside?
• This may be an idea for cost reduction, assuming the service provider’s costs are less
• Ask service provider to revamp catering menu.
• Conduct a catering survey
• Charge a cleaning or service fee for outside companies.
• Get aggressive on prices

It is counter-productive to blindly mandate 100 % use of your service provider’s catering services. Why not mandate that everyone must buy food in the Café? However, failing to get involved and reverse this trend may cost your company money. Keep in mind that competition is key to ensuring your service provider does not become complacent. 

To learn more about the roll of the client-liaison www.clcfoodservice.com