Commercial real estate
The right warehouse exists, but the company looking for it doesn't know yet that it is looking
Those who work in corporate real estate, warehouses, offices, logistics hubs, know that the best deals don’t come from listings. They come from a company that grows, restructures or consolidates its sites, and that starts looking when it is already in a hurry. Arriving first means more choice and less competition.
The starting point
The challenges we meet most often
Challenges 1
Waits for the Client to Look
Portals and listings intercept those who are already searching. By then the client has already talked to three other consultants.
Challenges 2
Rare and lengthy transactions
A lease or a commercial sale takes months. Without a continuous flow of new needs, the calendar stays empty for long periods.
Challenges 3
The decision maker is not the person who calls
Often an assistant or the technical office calls. Whoever really decides, the owner or the CFO, comes in only at the end.
The method in the industry
How we work in this industry
We work on companies that are about to have a real estate need: headcount growth, major new contracts, mergers, scattered sites to consolidate, lease expiries. We identify them from public data and growth signals, in the territory you cover. The message goes to the entrepreneur or the CFO, talks about their situation and proposes a discussion on the options available in the area, not a specific property. The owner or the fund you represent becomes the topic afterwards, once the need is clear.
Who we talk to
Chief executive officer or entrepreneur
Decides on the headquarters and on real estate investments. Looks at location, total costs and availability times.
CFO
Evaluates renting versus buying, sale and lease back and the impact on the balance sheet. Interested in clear numbers and alternatives.
Real estate or facility manager
In the more structured groups they manage the portfolio of sites and look for consultants who know the local market.
Operations or Logistics Director
For warehouses and plants they define the technical requirements: heights, loading bays, capacities, access.
The objection we hear most often
«In commercial real estate, the client arrives when they need it; demand cannot be created.»
We don't create demand, we find it earlier. A company that has doubled its headcount in two years will need space, and it knows it even if it hasn't started looking yet. Arriving at that moment gives you the advantage of being the first, and often the only, counterpart.
Recommended services
The channels we use here
Account Based Marketing
Surgical targeting on a named list of companies you want to win. Multi-decision-maker, multichannel, zero waste.
Discover the service →
Lead Research
Tailor-made B2B lists from our proprietary database of over 3 million Italian contacts, with the right decision-makers, verified emails, direct phone numbers and enriched data.
Discover the service →
Frequently asked questions
Questions about the industry
How does a commercial and industrial real estate consultant find clients?
By looking for companies that will outgrow their current site: headcount increases, new contracts, mergers. The entrepreneur or CFO is contacted before they start searching on the portals, with a discussion of options instead of a listing.
Does outbound work for selling or renting warehouses and industrial buildings?
It works for finding the right company for a difficult property, or for building a portfolio of clients looking for space. For a single property the list is narrow and has to be worked by hand, one by one.
Who decides on relocating the headquarters in a mid-sized company?
The entrepreneur, almost always with the CFO. Operations define the technical requirements, but the final decision belongs to whoever looks at the numbers and the strategy. The message must be written for them.
Your market is in the industry commercial real estate? Let's talk.
In the Feasibility Study we tell you honestly whether it makes sense to get started in your industry, and how.