Having a Spotter in Business Development

I recently watched Mark Wahlberg’s movie Shooter “again”. I really love this movie! In the movie Shooter, actor Mark Wahlberg’s character is a sniper and he lost his spotter. He died in a maneuver that went wrong. This spotter was the sniper’s good friend and military comrade. So, he recruited actor Mike Pena as his new spotter.

The movie reminds me of business development. You know, in business development, you really should not go it alone. There should be a business development team. The team would be responsible for finding new business opportunities, pitching the company’s products and services to ideal prospects, attending pre-bid meetings, attending trade conferences, drafting bid proposals, and attending competitive interviews for short-listed vendors that have responded to solicitations for bids.

For any one deal you are going after, it would be neat to have a spotter. In business development, it would be neat to have a spotter to tell you what is out there with respect to business competitive intelligence.

The spotter was the sniper’s look out man and he would advise the sniper by calling out sayings such as:

You’ve gotta get out of there!
Incoming… 2 o’clock!
They’re right in front of you!
They’re all over the place!

Not to make light of military maneuvers, but it would be really cool to have folks looking out for you in a similar way in business development settings like government agency pre-bid meetings or competitive pitch interviews. Your spotters could tell you what the prospects’ staff and what your competition is up to. This is known as competitive intelligence. If you are in there alone, you may miss out on what others hear and see with respect to business and development and business competitive intelligence.

In the Mark Wahlberg movie Shooter, my favorite line in the movie is when an elderly, retired sniper says:

“The world ain’t what it seems. The minute you think you got it figured, you’re wrong!”.

This is precisely why it is extremely important to have a business development team. The more intelligence you can gather about who your competition is, what your competition is saying and doing, what your competition is likely to do, the better you’ll be able to figure things out. Even if you cannot afford to hire someone full time, consider paying a consultant to show up and give you feedback on what she is hearing and seeing.

By Clovia Hamilton, MBA JD – President

Lemongrass Consulting Inc.

Commercial Agents – Strategies to Use in Listing Commercial Property Today

When it comes to listing commercial or retail property today, you need to be prepared and practiced in the finer art of pitching and presenting your services.

You will only have one opportunity to convert the client in a sales pitch; everything you say and do have to be orchestrated and relevant to the property type, the market, and the client’s needs.

Here are some specific strategies to use in the property listing presentation process.

  1. Make sure that you have comprehensively inspected the property beforehand. You need to know everything about the property and the location so that you can address any questions that the client may raise. It is a strategic advantage to undertake this inspection with the client a few days before the final sales pitch and listing presentation. You then have time to formulate your ideas and recommendations in a relevant way.
  2. There will be two or three specific concerns that the client has in marketing their property today. You need to find those concerns from your discussion with the client, and then deal with the answers through your sales pitch and presentation. The best way to do this is to incorporate a formal question and answer process in your property proposal document.
  3. The trends of the local property market are absolutely essential to the presentation that you make today. There is no doubt that the property market has changed significantly even in the last 12 months. The facts of that change should be conveyed to the client so they have no misconceptions regard their property and its promotion. You will need third party evidence to make this information relevant.
  4. Do not bind or indicate to your clients any specific results and dates. It may be that the property has a limited base of enquiry and target market. It could therefore be on the market for some months. Your listing presentation should reflect the fact that extended time on market maybe something that they should prepare for.
  5. In any property presentation it is evident that graphs and numbers more easily prove a point and attract attention. Merge these concepts into your otherwise written or verbal presentational material. Even though you may spend significant hours on a great proposal for the client, is well known that most clients to not read the document in any particular detail. You need to put photographs, figures, and graphs into your documents so that it attracts their interest and attention.

It is likely that the client has some preconceived ideas of price or rental. It is also likely that they have some preference regards the methods of sale or the methods of lease.

The client will usually choose the factors that do not really work in the local market today. They are seeking to avoid discomfort in the sale or lease process and want the best price or rental. Preparation and information are the only things that you can utilize to work through this challenge.

Through the entire presentation and listing process, make sure that the client understands that your principal and primary goal is to protect their interests and optimize their outcomes. They need to trust you with these two critical factors. If you can do that, you will be the agent of choice.

Commercial Agents – Common Problems in Commercial Leasing Negotiations Today

When it comes to leasing commercial property today there are some common problems that we strike as commercial real estate agents. In most locations there are plenty of vacant tenancies to choose from and tenants will look around. We have to expect that the tenant will bargain and that they will have more commercial or retail premises to choose from if the deal they have with us does not get done or agreed to.

The tenants seeking to relocate can comprehensively research the property market and inspect a number of quality commercial properties in the same category or location, before they make an offer or negotiate on a particular property of choice. The tenant has far greater power in negotiation than the landlord in most property locations today.

The most common problems in commercial property lease negotiation today are the following:

  • Tenants are under no pressure to negotiate a particular deal. They will inspect the listed premises with you, and listen to the landlord’s rental and lease requirements however they are unlikely to put in an offer until they see a few other properties with which they can compare. Make sure that your rent and premises are prepared for the inspection and negotiation.
  • When the tenants get to the point of negotiation, they are likely to seek a lease incentive of one type or another. That could be fit out, cash, landlords works, rent free, or reduced rental. All of this could be on a relatively short term lease. The general rule is that you should not provide incentive on a short 12 month lease offer, unless the landlord is really desperate for a tenant. You could however consider incentive on a three year lease or any term beyond that. The longer lease term allows you to amortise the cost of the incentive back through the lease deal. In other words the landlord gets back his or her money or cost of the incentive.
  • When you analyse the levels of incentive today, they vary between zero and approximately 30% of the cash flow of the lease over the term agreed. The larger the incentive, the longer the lease term and larger the premises.
  • In property developments it is not unusual to see the incentive moving to a level of approximately 40% of the cash flow from the lease deal over its duration. In the case of new property developments, you are dealing with new properties and face rentals to allow the property developer to establish the value of the property during the leasing period. The financiers of the property development will want to see the levels of rental accepted by the market; the property financiers will want to see lease deals and pre-commitments as early as possible after the marketing commences.
  • It is not wise to give tenants a rent free period from the commencement of the lease. Here is why; if you give a six month rent free period to the tenant, it is quite possible that they will not be able to pay the full and final rental when it starts in month seven. If a tenant wants a rent free period, it is better to give them a reduced and discounted rent for the six month period. In this way the tenant is committing to some cash flow and giving something to the landlord for occupancy.
  • When you negotiate rental, do not forget about the outgoings costs for the premises and the tenancy. You can negotiate a net rental or a gross rental and on that basis the outgoings will be considered and structured into the negotiated deal. This then says that you should totally understand the levels of outgoings to be recovered through the rental structure within the lease, and that is before you start marketing and inspecting with tenants.

So these are some of the common problems in lease negotiation today. There will always be more problems to consider and on that basis be constantly aware of what the tenants and landlords are doing in your local property precinct. The factors of each and every deal should be analysed so you know what the real rental returns are together with the provided levels of incentive.

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