In this role I was responsible for the regional delivery and execution of Transactions on behalf of CBRE's Corporate Clients. This also included leading and developing the regional TM 'Centre of Excellence' in London which in terms of scale comprised 53 professionals driving more than 1,500 active projects at any one time whilst managing over 100 Corporate accounts and relationships.
Alongside leadership duties I undertook a number of key global & regional account roles which helped provide deeper client insight as well as broader management skills and challenges:
The Walt Disney Company, AIG, LLoyds Banking Group, HSBC, Nokia & Eli Lilly.
Customer satisfaction and 'value add' delivery was paramount but there was a constant focus on winning new mandates, creating additional products, unlocking revenue as well as improving team efficiency. Examples of this proactive management include:
- Project Bolt - Q4 2010 - Global Review of Client Portfolio's to identify and unlock Win-Win Regears - net £750K (£2M Gross) additional un-budgeted revenue.
- New Product Lines: Strategic Transaction Support, Volume Disposal Group, Challenging and Emerging Markets Consultancy; Mid Cap/ Multi-Market Transactions;
- Client Strategy & Reporting output - Offshoring functions and activities to Warsaw Shared Service Centre.
Revenue and New Business targets were always exceeded despite challenging market conditions and internal fee share model. In terms of financial performance, UK TM net Revenue in 2013 was £10.5M with an Exhaust of c£20M+. The stretch target that year was exceeded by 18% with EBITDA of 23.6%, up 15% on 2012 and 27% on 2011 numbers. This was a market leading team securing, as well as retaining, more of the key Client mandates that came to market during a period of significant change and evolution in both the property and the outsourcing market.
My agency background meant it was natural for me to work very closely with the regional Head of Tenant Rep supporting broader business development activities through regular workshops and calls to help share sector knowledge, market insights and best practice. Many initiatives grew out of this close collaboration including focus on unlocking key strategic one-off transactions and providing the support and platform to help secure broker led local Mid Cap client mandates.
My London Agency and Tenant Representation training, coupled with the above activity has provided me with a unique understanding and track record across all asset classes and geographies for many differing client types. This has also helped me build many long term and trusted valuable relationships within the Global Client and Transactions Community.