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, and negotiating on the tenant's behalf.
The promise
Represent an occupier from requirement definition through to a negotiated lease.
By the end you can
- Read the occupier's business need
- Define and compare space requirements
- Weigh stay-vs-go and lease-vs-own
- Negotiate on the tenant's behalf
Where this course takes you
This course is part of 2 role tracks. Each ends in a professional deliverable and stacks toward a named certificate.
You'll produce: A leasing or occupier strategy — options shortlist, rent and total-occupancy-cost comparison, negotiation points, and a recommendation.
Commercial Leasing & Occupier Strategy certificateYou'll produce: A portfolio occupancy strategy — space demand, lease events, consolidation options, and a cost plan.
Corporate Occupier Strategy certificateCurriculum
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.
Course assessment
Sign in to open lessons and track your progress.
The capstone project
This course ends in a real professional deliverable. Complete the course — including the capstone — and your certificate is issued automatically.
Your final deliverable
Occupier Strategy Capstone: Stay-vs-Go for an Expiring Lease
A concise occupier strategy document containing:
- Requirements summary — the business change in one line, ranked decision drivers with justification, and a disciplined must-have / nice-to-have requirement set with headcount-to-area logic (figures tagged "requires local market data").
- Shortlist approach — how options are sourced and a spread of three to five genuinely different options, with the evaluation criteria and weights.
- TOC comparison — a like-for-like stay-vs-go total-occupancy-cost table over a stated common horizon, shown as total and per head per year, with a base case and a downside case; every figure tagged "requires local market data".
- Negotiation plan — prioritised drivers and tradeables, a target-terms table (opening / target / walk-away on an effective-rent basis) covering rent-free, fit-out contribution, break options with limited conditions, service-charge cap and expansion rights, and explicit use of the credible alternative as leverage.
- Recommendation and risks — a clear stay-or-go call, the reasoning tying back to drivers and TOC, and the main risks with mitigations. Throughout, the work must demonstrate undivided loyalty to the tenant and an aligned fee stance, and must never invent market numbers.
Graded on 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.
Pass criteria
A submission passes when it meets the bar on all five criteria — the work is something a competent professional could put in front of a client or committee. The Verified Professional credential is issued on a pass.
Resubmission
Work that isn't there yet comes back marked “needs work” with specific feedback. You revise and resubmit — there is no penalty and no limit on attempts.
More in this academy
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