Anyway, we run through our formal validation process and let'sassume that there is indeed a driver and justification for newspace. We then perform a thorough needs analysis and determine thatyour business unit needs roughly 19,000 sf. Based on the type andfunction of the particular business unit, my team suggests thatthey can locate in a class B suburban concrete tilt-up as long asthere is nearby freeway access.

Even without the formal green light to proceed, we call onprofessionals in our broker network and conduct a preliminary sitesearch. We find two locations that require very little in tenantimprovements and are offering incentives such as three months freerent. We run the numbers and present an excellent package ofoptions to you. You are very happy and as your client team leader,I encourage you that timing and open communication is critical.Because you represent the corporation's heavy hand, you willinglyrecite the company policy to the end user. The policy says thecompany must use me and my firm exclusively and follow ourguidance, adhere to corporate space standards, etc. all to ensurethe business unit management makes the right decision everytime.

Stop. I hate to interrupt a pleasant daydream but this is wherethe project can go extremely well or horribly wrong. For everythingto go well is for the corporate real estate manager to use his orher relationship management skills. The business unit manager isbrought on board, the corporate real estate manager sets policy,and the service provider team executes the 'right' transaction thathelps align the end user's business and its real estate.

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