TheLife


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MOVERS & SHAKERS


CBRE has appointed Philip Morton as a senior director in its Bristol operation.


THE SECRET AGENT


The tail that tried to wag the dog


Clients need to start listening to our expertise, or find it elsewhere. J


ust before Christmas, I was approached by a local business man who wanted me to pitch for the right to market his brand new


development, which was being built slap bang in the middle of my patch. I took my time to research the market and pulled together a presentation that not only explained why we’d reached the conclusions and valuation we had, but also outlined how we would need to market the development to our defined target audience. It couldn’t have been more clear. Following the presentation,


kills, so I decided to badger the guy for a decision. He managed to skillfully avoid my calls, leaving me convinced that my earlier assumptions were correct. Imagine my delight when last week I received an


it became apparent the all this guy really wanted was to know what sort of a return he was likely to achieve on his investment, and I got the distinct impression that he was going to take all my hard work and hand it to one of my numerous competitors, who would do it all for a fraction of my costs. I resigned myself to receiving the Dear John call and packed up for the Christmas break. As I dragged myself out of the festive bubble at the beginning of January, I tried to familiarise myself with what I actually did for a living by going over all the projects I’d had on the boil before the break, which is when I recalled the new development. I was by now like a hungry tiger looking to nail a couple of


Diary What’s going on?


The British Library The Business Blog: Live February 20 2012 12pm-2pm British Library, London Contact 0207 412 7901


40 l March 2012 l TheNegotiator


year until now – I’m the expert and my way works.”


“I didn’t make any New Year’s resolutions this


email telling me the project was mine. I was thrilled and agreed to meet the client. I was astonished that this man had apparently listened to what I’d had to say during the pitch and, despite my high and uncompetitive fee, had agreed that my experience would mean that we would maximise his profit. Clearly, I felt I was now firmly in the driving seat. Not so. This


development is worth £3m and aimed at a niche market. In my proposal, I outlined how we would create a brand for the building and market it effectively to the target


audience. However, the client then tried to dictate which marketing tools I could use. It was a classic case of the tail wagging the dog. I deliberated over my predicament for a couple of


days, then decided to go back to the client and stand my ground. It worked, and the dog is now well and truly back in control. I didn’t make any New Year’s resolutions this year until now, I’m the expert and my way works. If a client wants it any other way, they’re barking up the wrong tree. Woof!


The CML 10th legal conference: Conveyancing February 21 2012 9am-4.35pm Holborn Bars, London Contact 08453736771


The National Franchise Exhibition February 24-25 2012 NEC, Birmingham


Contact 0844 257 8668


He will be responsible for agency and development and expanding the firm’s presence in the office and industrial sectors. Morton has worked previously for DTZ and Chesterton Humberts.


Nick Jones has returned to Davis Tate to help its Abington office grow its lettings


portfolio. Jones, who previously headed


up the firm’s Henley on Thames lettings department, has over 15 years’ lettings and property management sector experience and has been a fellow of the Association of Residential Lettings Agents for over eight years.


Also in Henley, Ballards has promoted its former lettings manager, Myfanwy Bournon,


to associate director as part of plans to expand the family business. Expansion beyond the firm’s Marlow to Twyford patches and further appointments are also on the cards.


Daniele Lepore has been appointed as assistant manager of haart’s St Loyes Street


branch in Bedford. Lepore has over 20 years’


agency experience, including 16 years with haart. He has spent the last few years working in haart branches across North Hampshire. Haart’s Bedford branch opened in 1999 and last year sold over £16m worth of property.


PROPERTYdrum Conference & Expo PROPERTYdrum B2B Awards. The Lancaster, London May 1 2012 9am-4.30pm Awards 7pm-1am


The Negotiator Conference & Expo The Negotiator Awards. The Hilton, Park Lane, London October 24 2012 9am-4.30pm Awards 7pm-1am


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