01
Position the space properly
The building, fit-out, lease structure and location need to be presented to the occupiers most likely to value them. Trying to appeal to everyone usually weakens the message.
Photography, particulars, pricing and the agent briefing should communicate one proposition. The campaign is more persuasive when each part reinforces the same reason to choose the space.
- Audience
- Product
- Pricing
- Presentation
02
Resolve avoidable friction
Good information accelerates decisions. Areas, costs, specification, legal structure, timing and any landlord works should be clear before serious interest arrives.
Avoidable uncertainty at the wrong moment can cost momentum. Questions should be anticipated, decision-makers identified and the route to heads of terms agreed before a strong enquiry is received.
03
Negotiate the whole transaction
Headline rent or premium is only one part of the outcome. Incentives, works, timing, security, liabilities and certainty of completion all affect value.
The strongest offer is the one that performs commercially when considered in full. A disciplined comparison keeps the negotiation focused on the result rather than one attractive headline term.