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In the battle for resources the facilities management professional must overcome not only the tendency for many organisations to misunderstand the relevance of his area of expertise, but also the lingering defeatism common to many facilities managers. Given the history of decision‐making in the facilities management field, this defeatism is understandable. Much of the blame for ineffectiveness must however, lie with facilities managers themselves, for failing to appeal to the real motivations of ‘clients’.