22 profile
Unlocking the true potential of property
For most companies, property costs are the second biggest investment after the employee payroll yet, according to leading independent property adviser Trilogie Corporate Real Estate, businesses often pay too much for too little
Unlike many in the property field, High Wycombe-based Trilogie, led by managing director Peter Boros and supported by his senior management team including commercial director Charles Pease, acts only for occupiers and end users, which means there is no conflict of interest when it comes to getting the best deal from landlords or developers.
“We find most companies have never stopped to ask if they are paying too much, property is very complex, there are lots of hidden costs and people simply don’t know what a good deal looks like,” said Boros.
“We can help by looking at a company’s property data and analysing whether or not they are getting the best value. It’s about unlocking the potential and offering an alternative to the way they manage their property portfolio.”
The team recognises that what a client needs most is information, so its first step is to audit the existing property portfolio and look at the company’s plans for the future.
“To deliver the best results, we need to understand our clients’ aspirations and goals,” said Boros. “We talk to the senior team to look at how they expect the business to grow and over what time period; we consider where they see the expansion coming from; look at their company culture and discuss areas such as a need for flexible working.
“It’s about aligning the property portfolio to support the business objectives and providing solutions.
If existing property
doesn’t meet those requirements, we work with clients to realise their potential through new property opportunities.”
Trilogie was launched just four years ago thanks to the merger of three companies, but it is no newcomer to the property
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occupier is creating the value by wanting the property, but in many cases they simply don’t realise the potential, and that’s where our experience can really add value.”
Trilogie’s experts often work alongside estate agents and landlord agencies, describing their relationship as “speaking the same language” but always with its clients’ best interests at heart.
“Our experience means we understand their key drivers and they tend to recognise that if we are negotiating on behalf of a client, then they know we are serious,” said Pease. “For landlords, their key deliverable is landing a long-term revenue stream, as a tenants’ representative, our goal is securing the best possible deal for our client as the occupier.”
The senior management team, from left: Jeremy Firth, Peter Boros, Amanda Steel, Martin Burkitt with Charles Pease seated
business. Two of the original companies have been in business for over 25 years and Boros has been involved right from the start.
Pease, who joined at the start of 2012, has an equally impressive track record, including roles as head of corporate real estate for Europe, Middle East and Africa at General Electric; and commercial director for continental Europe with SEGRO.
Described by Boros as having “exactly the right drive, enthusiasm and experience”, Pease’s remit is to help grow Trilogie from its current turnover of around £3 million to around £8m over the next five years.
Supporting them is a 30-strong senior team of general practice surveyors and building surveyors who, unusually, work closely together in dedicated client teams.
Trilogie’s client list reads like a who’s who of business, with top names including Balfour Beatty, Smith & Nephew, TNT UK and IPC Media, but the pair are keen to stress that size is no barrier and they are happy to work with both large corporations and the SME
market, whether on a one-off project or a longer-term solution.
One example of how Trilogie takes the initiative is the way it is helping businesses to expand into new premises despite the lack of available new-build property.
“After a difficult few years, businesses, particularly in the manufacturing and industrial sectors are gearing up for growth, looking for new businesses to acquire and that is leading to new challenges in terms of sourcing property,” said Pease.
“Speculative development effectively stopped during the recession and there has been very limited finance available, so although businesses are now looking for space, it simply isn’t there to meet their needs.”
To help overcome the gap in the market, Trilogie is working with clients and developers to produce contractual agreements where a tenant is formally lined up to occupy a property as soon as it is built, enabling a developer to secure the necessary finance to go ahead.
“It’s a different model but one which we see working really well,” said Boros. “In this situation, the
THE BUSINESS MAGAZINE – THAMES VALLEY – MAY 2012 Peter Boros (left) and Charles Pease
Details: Peter Boros
pb@trilogiecre.com or
Charles Pease
cp@trilogiecre.com 01628-811277
www.trilogiecre.com
With an eye for detail, Trilogie has helped clients save hundreds of thousands of pounds by renegotiating deals and delivering cost-effective solutions. And, by putting tenants first, it is changing the face of corporate real estate deals.
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