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Building Relocation Business: Move Beyond Referrals and Focus on Key Trends

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By Peg Guinta, CRP

Transferee Services

Many employers face steadily increasing global assignment activity. Inbound internationals typically need specialized orientation and settling-in assistance, whether for long- or short-term assignments. Assignees can benefit from expanded cultural and language services; spouse and family assistance (i.e., career and school guidance) and financial services (i.e., banking, mortgage, investment). Repatriating expats frequently need re-orientation services, too. Could your relocation department be the local resource for incoming internationals?

Currently, 59 percent of domestic moves are renters (WERC, 2012). Renters’ needs have not always been well-addressed but it may be time for corporate clients to develop specialized renters’ assistance. Is there a local market for fee-paid corporate renter service packages that include time-based, escorted familiarization visits, home search trips or lease negotiation assistance?

Currently, a domestic employee homeowner relocation costs about $97,000 and a renter, $24,000 (WERC, 2012). High costs and potential relocation failures are more often causing employers to use pre-decision services. Preliminary services help employees make informed decisions before transfer acceptance by better understanding a potential move’s financial and family dynamic impacts. Services can include: departure home sale and/or destination purchase analysis and candidate and/or family needs assessments. Could your relocation department provide or partner services to local corporate clients?

Relocation Advisory Information

Corporate administrators need meaningful, consistent policy advisory and development support for successful programs and your ‘field’ insight could be valuable.

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