Presentation Transcript

1. Tenant Representation: Local to National Accounts

   Schuyler Williamson
2. Schuyler Williamson Austin, TX Director of KW Commercial Tenant Representation: Local to National Accounts
3. Buddy Norman Ed O’Brien Cherry Hill, NJ West Palm Beach, FL Tenant Representation: Local to National Accounts
4. Please complete an evaluation formfound in the back of your program guide. Tenant Representation: Local to National Accounts
5. Why Tenant Representation A commissionable event will always occur at the end of a lease Renew, expand, or downsize at current location Move to new location Tenant Representation is not as cyclical No subject to capital markets Tenant always need space Tenants need expert representation too Tenant Representation: Local to National Accounts
6. Tenant Representation: Local Tenant Representation: Local to National Accounts
7. Tenant Representation: A 6-Step Process Step 1: Defining requirements Step 2: Market evaluation—alternatives available Step 3: Evaluating alternatives Step 4: Negotiation and execution Step 5: Implementation Step 6: Post-project documentation and evaluation Tenant Representation: Local to National Accounts
8. Step 1: Defining Requirements Define client’s requirements and selection criteria. Review current and relevant real estate market conditions. Develop plan, if needed, for disposal of current space. Establish action plan and preliminary timetable. Tenant Representation: Local to National Accounts
9. Step 2: Market Evaluation Prepare a list of available alternatives. Using selection criteria, reduce alternatives to short list. Gather comprehensive information on selected alternative. Identify operations of neighboring occupants and check for incompatibilities with client’s use. Specify alternatives for site tour and prepare tour schedule. Conduct tour. Review conclusions and further refine the list of alternatives. Tenant Representation: Local to National Accounts
10. Step 3: Evaluating Alternatives Define negotiating objectives. Submit a detailed request for proposal. Evaluate space plan for each alternative and compare layout efficiencies. Evaluate completed RFP responses and financial implications. Rank alternatives and select building finalists. Tenant Representation: Local to National Accounts
11. Step 4: Negotiation and Execution Define negotiating strategy. Submit counterproposals to building finalists. Establish move-in schedule and budget. Finalize lease agreement and exhibits. Execute lease. Tenant Representation: Local to National Accounts
12. Step 5: Implementation Complete final construction plan. Update probable program costs. Supervise construction bidding program. Release authorization for construction. Schedule project progress meeting and change order reviews. Assist in move coordination and maintain client follow-up for one to four months after move-in. Issue certificate of occupancy. Tenant Representation: Local to National Accounts
13. Step 6: Post-Project Documentation and Evaluation Prepare summary of key action dates in the lease. Document building rules and regulations. Prepare value-added summary. Evaluate landlord’s compliance with lease provisions. Tenant Representation: Local to National Accounts
14. Tenant Representation: National Tenant Representation: Local to National Accounts
15. Benefit of KWC National Accounts Build resume. Referral fee for life of contract. Be a member of national accounts division. Recruit senior brokers to team. Best practices. Tenant Representation: Local to National Accounts
16. National Account Operations Phase 1: Build team to service clientele Phase 2: Teach Value Proposition Phase 3: Lead generation – internationally led Phase 4: Lead generation – locally led Phase 5: Transaction Execution Tenant Representation: Local to National Accounts
17. Phase 1: Build Team Email rich.uzelac@kwcommercial.com directly. Include cover letter with expertise and past notable clients. Phone interview. Agree to operating procedures. Stay connected for follow-up guidance. Tenant Representation: Local to National Accounts
18. Phase 2: Teach Value Proposition Acquisition/Disposition Transactions Site evaluations Economic incentives Property acquisitions Dispositions Build-to-Suits Lease Scenarios New locations Early renegotiations Expansions Renewals Sublease/Buyouts Lease versus own analysis Tenant Representation: Local to National Accounts
19. Phase 3: Lead Generate – Internationally Led Working with current vendors. 96 current KWRI relationships to call on. National accounts team driven initiative. Fortune 1000 companies International companies Offer resource for residential agents Tenant Representation: Local to National Accounts
20. Phase 4: Lead Generate – Locally Led Equip local agents with materials to call on behalf of the national accounts division. Actionable leads coordinated directly with EVP of national accounts. Tenant Representation: Local to National Accounts
21. Phase 5: Transaction Execution Initial meeting with EVP. Distribution of leads Referral and operating agreements established. Commission splits Broker responsibilities Transaction management Client care: product creation and operational guidance Standardized 6-Step Process Tenant Representation: Local to National Accounts
22. Questions Tenant Representation: Local to National Accounts
23. Thank You! Please complete an evaluation form found in the back of your program guide. To download a free copy of this presentation, GO TO: www.familyreunion.kw.com/downloads