Most commercial leases are drafted by lawyers who work for landlords. Tenant Representation is the discipline of reading those clauses the way the landlord's counsel reads them, and negotiating from there.
What the engagement covers.
- Market benchmark. What the space is worth against recent transactions and current availability — not the landlord's asking rent.
- Options analysis. What credible alternatives exist, and whether any are strong enough to use as leverage.
- Deal structure. Rent, escalation, term, options, incentives, make-good and outgoings caps.
- Negotiation. We run it directly with the landlord or agent, on your instructions, with regular updates.
- Sign-off. A written summary of the deal, what it means over the term, and what you're being asked to sign.
When it's the right service.
A full representation engagement pays for itself on a new lease above roughly $250k annual rent, on a renewal after five years or more in the same space, or when relocation is a live alternative to renewing — that last one is a modelling problem before it is a negotiation.
Timing: four to twelve weeks. Scope and fee agreed in week one; benchmark and options written by week three; negotiation from there.
Melbourne CBD tech occupier · 1,600m² · 5-year renewal
Renewal offer sat 14% above market with make-good obligations passing through unpriced. Four provisions renegotiated including make-good scope and an outgoings cap; renewal landed at market rent.
What we don't do.
- Act for landlords. Ever.
- List space or represent buildings.
- Take commission from landlords, agents or fitout consultants.
- Take a percentage of the savings. The fee is fixed and paid for the work.