COVID-19: Armonia’s Commercial Director in France discusses the client-supplier relationship during the crisis.

Armonia France’s Sales Director took part in this conference to explain how the group manages the client/supplier relationship during lockdown. Armonia, which has more than 3,000 clients throughout France, ranging from small SMEs to large international groups, has faced all kinds of situations.

Benevolence is key

We find this spirit of benevolence among most Soft FM stakeholders — clients, suppliers and professional associations — strengthening our partnerships and creating positive relationships. This approach is also shared by ARSEG, which, since the beginning of the crisis, has mobilised with the support of its active members to encourage them to assist their suppliers.

It is within this climate of trust that we have been able to reach agreements to contain the financial impact of the crisis, as temporary furlough schemes are far from covering all of our companies’ fixed costs.

“We know how to be flexible with our clients”

It is important to distinguish between public- and private-sector organisations, which are not subject to the same rules, as well as institutions that may also be eligible in cases of force majeure. All these situations require constant monitoring by our legal and sales teams.

For example, we know how to be flexible with our clients by proposing that they pay only the portion required to cover our fixed costs. We also suggest extending our partnership beyond the term originally set out in the contract, allowing our companies to recover over time from the losses associated with this unprecedented crisis.

A win-win relationship: this is how all of us, clients and suppliers alike, can emerge stronger from this situation and help our ecosystem return to normal more quickly.

At Armonia, the expert in Facility Solutions, we bring together a wide range of businesses through our different brands. Our activities cover six areas of expertise: hospitality and facility management, corporate reception and events, workplace and building solutions, security and protection, cleaning and disinfection, and Special Employment Centres. Our goal is to provide excellent services and quality of life for visitors and building occupants.