The Brussels-based firm programme-manages the sourcing and contracting process of external fleet managers but does not provide any operational services itself, unlike other fleet management firms, with Mr Kern saying: ‘Finding the best suited partner for our clients, that is our focus.’

As an example, its latest international fleet client previously had an offshore solution in place, where an internal fleet management team was centrally managing all operational fleet processes. The objective of the tender process was to assess alternative fleet management concepts with the key focus on establishing the most beneficial solution in terms of service quality for the drivers, costs as well as strategic support for central fleet responsibles. FleetVision was appointed to manage the process supporting the internal tender team as neutral partner.

Overall, it is FleetVision’s underlying approach to “rightsource” the service partner, which supports the execution of our client’s fleet strategy in terms of daily operations.

It added: ‘Tendering for fleet management means rightsourcing a qualitative process not just a quantitative management fee. This implies a double focus, where the financial competitiveness plays one part and the process capabilities and service quality builds a second one. With the qualitative focus, the complexity of the sourcing process increases, since non tangible capabilities need to be evaluated and compared. For this purpose, FleetVision has developed a specific decision matrix, which is applied through the RFP phase and supplier presentation meetings building an objective basis for an enhanced decision process for our client project teams.’

Additionally, a clear service specification of the requirements are vital for the RFP process. Based on FleetVision’s experience, we support our clients hereby to “translate” the fleet management process in a clear service specifications by using the supplier’s “language” along typical service components. Only a precise outline of key elements in details, will allow a qualified comparison of the proposals both qualitatively as well as quantitatively.

Hans Damen, managing partner for FleetVision, added: ‘Clear SLAs with an outstanding set of KPIs were negotiated and agreed, which enables our client to measure objectively agreed service levels along strong performance indicators. This provides a strong fundament for a sustainable supplier management program and filters potential noise out of the sales cycle. These key values are embedded in every engagement on behalf of our customers.’