The Real Estate Disconnect

There is a significant disconnect in commercial real estate and it’s impact on mid-sized businesses can be quite significant – costing you unnecessary costs, lost opportunities and decreased productivity.


When people ask us what we do, we tell them that we transform real estate decisions and management from an expense to be minimized into a strategic advantage that enables businesses to accelerate their results.  Bridging this disconnect is at the heart of what we do.


The problem lies in the inherent approach mid-sized companies take to managing their real estate.  Because they cannot afford to develop the deep expertise, support and infrastructure that large, national and international firms have, they’re forced to utilize outside support in the form of commercial real estate brokers.


As the complexity of business in general, and the issues surrounding real estate specifically have mushroomed, the approach and expertise has become increasingly silo’d.  The focus has increasingly become one geared to managing the real estate transaction as quickly and efficiently as possible.  Lost in this process is the obvious and critical point that there is an important business result that is creating the need for the transaction to begin with.  While surface attention is paid the reason for the real estate, the process is still managed from this transactional view.


While this has led to a more efficient process and allowed customers to shave the fees that real estate brokers charge, putting intense price pressure on real estate service providers; it has not led to better decisions or better business performance.  As Stephen Covey shared in his seminal book The 7 Habits of Highly Effective People gaining efficiency at something is of no use, if you’re not first doing the right things.


Better decisions require taking a holistic approach to the decision and implementation.  It means first understanding the key business issues and objectives, identifying the barriers and trade-offs that are inherent, and designing an approach to effectively navigate the process.  This approach allows businesses to minimize the total cost of occupancy, spend less time managing an inherently disruptive process, improve productivity and gain greater control over their costs.

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