Retail, Offices & Commercial Real Estate
Occupier & Tenant Representation
Advising occupiers and representing tenants: reading the occupier's business need, defining requirements, comparing stay-vs-go and lease-vs-own, negotiating on the tenant's behalf, delivering the fit-out and move, controlling occupancy cost in use, and moving from a single transaction to a portfolio strategy.
The promise
Represent an occupier end to end — from requirement definition and a negotiated lease through delivery, occupancy cost in use, and portfolio strategy.
By the end you can
- Read the occupier's business need and the client organisation that must approve the decision
- Define requirements and compare buildings on cost per person accommodated, not headline rate
- Weigh stay-vs-go and lease-vs-own, and present both the cash and the accounting picture
- Negotiate heads of terms, breaks, reviews and the dilapidations position on the tenant's side
- Control occupancy cost in use and turn a set of leases into a sequenced portfolio strategy
Where this course takes you
This course is part of 2 role tracks, each ending in a professional deliverable.
You'll produce: A leasing or occupier strategy — options shortlist, rent and total-occupancy-cost comparison, negotiation points, and a recommendation.
You'll produce: A portfolio occupancy strategy — space demand, lease events, consolidation options, and a cost plan.
Curriculum
The Occupier's Perspective
How occupiers experience real estate as a business cost and enabler, corporate real estate and workplace strategy, and the decision drivers that shape occupier demand.
Requirements & Market Search
Turning an occupier's needs into a written requirements brief, running a disciplined market search, and evaluating buildings against defined criteria.
Stay vs Go & Lease vs Own
Comparing renewal against relocation, building a total occupancy cost comparison, and framing the lease-vs-own decision on the occupier's terms.
Negotiation & Representing the Tenant
Negotiating heads of terms and incentives, structuring flexibility and break options, and acting for the tenant with a clear view of conflicts and fees.
Fit-Out, Delivery and the Move
What happens between signing heads of terms and the day people sit down: the delivery programme, fit-out categories and cost, the capital contribution, and the reinstatement liability the occupier is signing up to.
Occupancy Cost in Use
What the occupier pays after the deal is done: reading and challenging a service charge, handling rent review and indexation, meeting sustainability obligations, and auditing the running cost base.
Portfolio Strategy and the Advisory Practice
Moving from a single transaction to a portfolio view: sequencing lease events, using utilisation data to right-size, and running an advisory engagement with a clear scope, fee basis and conflict position.
Course assessment
Sign in to open lessons and track your progress.
The capstone project
This course ends in a real professional deliverable. Use the brief and the five criteria below to check your own work against the standard a competent professional would be held to.
Your final deliverable
Occupier Strategy Capstone: Stay-vs-Go for an Expiring Lease
Check your work against five criteria
- Method & rigour: The right framework, applied correctly, with the working shown — not just an answer.
- Data honesty: Every figure is sourced, triangulated, or explicitly flagged “requires local market data”. Nothing is invented.
- Analysis & judgment: Assumptions are explicit, at least one alternative is weighed, and the key risks are quantified.
- Recommendation: A clear, decision-useful conclusion a professional could act on — with the conditions that qualify it.
- Communication: Structured, concise, and client-ready — the argument lands.
When it's ready
Your deliverable is ready when it meets the bar on all five criteria — work a competent professional could put in front of a client or committee.
Revising your work
The capstone is self-directed: you check your own work against the rubric. Where a criterion isn't met yet, revise that part and check it again — as many times as you need.
More in this academy
Commercial Leasing & Value
How leases, tenant mix and covenant strength drive commercial value — and how to negotiate and manage a lease across its whole life. Reading a lease for what it actually obliges, separating headline from effective rent, weighing covenant and WAULT, building tenant mix as an income decision, negotiating terms and heads of terms from either side of the table, and running the reviews, consents, arrears, breaks and dilapidations that decide what a tenancy is finally worth. Ends with an applied toolkit of templates and two worked cases.
Winning Business: Lead Generation & Client Development
Build a durable business development practice for commercial brokerage: define a patch and own it, prospect with market insight rather than pleas — including where no transaction data is published, grow referrals and reputation without acquiring conflicts, convert interest into properly priced mandates, deliver them to a standard that earns the next one, run the book as a business, and scale it beyond your own hours.