“Clients are moving from fragmented services to more integrated, strategic partnerships”

“Clients are moving from fragmented services to more integrated, strategic partnerships”

Fabien Volson is an executive facility manager with 15 years' experience. He is responsible for Apleona's business in Western Europe. In this interview, he talks about Apleona's operations in Belgium.

What does a successful FM company in the Belgian market need to offer its customers?

To succeed in Belgium, a facilities management (FM) company really needs to be agile and customer-focused. Clients expect more than just basic service delivery. They want tailored, integrated solutions that support their operational goals, especially with regard to sustainability and compliance.

How do you estimate the market growth for Belgium over the next few years?

We are seeing steady growth in the Belgian FM market of around three to five percent per year. This growth is driven by increasing demand for outsourcing, a push towards more sustainable operations and growing adoption of digital tools. Clients are moving away from fragmented service models in favour of more integrated, strategic partnerships.

How will Apleona Belgium take advantage of this growth?

Our approach is to stay close to our customers' needs while continuously improving our service delivery model. We are investing in digitalisation and strengthening our sector expertise, particularly in the pharmaceutical and industrial sectors, while expanding our integrated FM offering.

What services do you think are key to success in the Belgian market?

Technical maintenance and energy management are certainly important, especially given the accelerating ESG agenda. However, soft services such as cleaning and workplace support are equally important, particularly in sectors such as pharmaceuticals, healthcare and finance. Digital FM tools are also becoming essential for driving efficiency and transparency.

How much of Apleona Belgium’s future growth will be based on the outsourcing of FM services?

Around 60 to 70 per cent of our growth will probably come from companies outsourcing for the first time or consolidating their current suppliers. We’re seeing more clients looking for integrated solutions with a single point of contact. They are looking for partners who can assist with energy savings, data-driven decision-making and ensuring regulatory compliance. This is an area in which we excel.

How important is the decarbonisation of existing buildings in Belgium? 

Decarbonisation is crucial, especially as EU regulations are becoming more stringent. Many of our clients have set ambitious net-zero targets, and we are helping them achieve these through energy audits, retrofitting plans and performance-based contracts.