Leasing Advisory that Supports Corporate Growth: Creating Long-Term Value Through Strategic Real Estate Advice
Cushman and Wakefield’s Leasing Advisory Group is a specialized team that supports corporate decision-making related to office relocations and expansions. Rather than focusing solely on market conditions or deal terms, the team takes a long-term perspective—considering each client’s growth trajectory and future vision—to develop optimal office strategies.
Cushman & Wakefield
Leasing Advisory Group
Assistant Manager
Ena Tamura
The Evolving Role of Leasing Advisory in a Changing Office Market
What kind of work does the Leasing Advisory Group do?
Tamura (hereinafter referred to as Tamura): Leasing advisory involves understanding the needs of companies planning office relocations or expansions, identifying and evaluating suitable properties, and supporting them through to lease execution.
As a global firm, we frequently assist international clients, but in terms of volume, we work with a significant number of Japanese companies as well.
During the COVID-19 pandemic, many companies downsized or relocated their offices due to cost-saving measures and the widespread adoption of remote work. In recent years, however, we have seen a shift toward more positive drivers for relocation and expansion.
Some companies are expanding due to a return to the office, while others are relocating to well-located, high-specification buildings to encourage employees to come back. These evolving trends are reshaping the office market and the role we play within it.
Delivering Value in a Tight Office Market
Office supply and demand have become increasingly constrained in recent years. How do you support clients in this environment?
As you pointed out, vacancy rates have declined and rents are trending upward. However, it is precisely in such market conditions that the value of our Leasing Advisory Group becomes even more evident.
Office brokerage is not solely determined by terms and conditions; surprisingly, it is a field where interpersonal relationships are highly valued. Many of our representatives have been involved in leasing brokerage for many years and have built relationships with property owners. As a result, we often have access to off-market opportunities or are able to negotiate flexible terms that may not be visible in the open market.
During the pandemic, the office leasing market shifted in favor of tenants, and the relationships established during that time—whether with tenants who committed to leases or landlords who demonstrated flexibility—continue to be valuable today.
Rather than focusing only on short-term market dynamics, we have consistently built trust from a mid- to long-term perspective. I believe this approach is a key driver of the value we deliver to our clients today.
A Work Environment that Combines Fulfillment and Flexibility
Do you collaborate with other departments?
We regularly work with the Tenant Advisory Group, which handles lease renewals and negotiations with landlords after occupancy, as well as with retail and leasing brokerage teams. Depending on the project, we can also provide one-stop support that includes interior design and fit-out works.
I was involved in leasing in my previous role as well, but my responsibilities were primarily focused on brokerage, and I had limited opportunities to work across departments or engage in post-occupancy phases. One of the reasons I joined Cushman & Wakefield was the ability to deliver integrated, end-to-end real estate services through collaboration with multiple specialized teams. Today, I am able to approach projects from a broader perspective, beyond leasing alone, and I find great value in understanding real estate from a long-term standpoint.
What differences did you notice after joining the company?
Having worked in Japanese firms since graduating, I initially had limited expectations of what a global firm would be like and assumed it might be somewhat impersonal or rigid.
In reality, the environment is far more welcoming and open than I had imagined. Many members of the Leasing Advisory Group, like myself, come from Japanese companies, and the culture is a well-balanced blend of both global and Japanese working styles.
While I am not particularly strong in English, there are very few situations in this group where English communication is required. Although English proficiency can certainly expand one’s scope of work, it is not a mandatory requirement—something that was a pleasant surprise after joining.
How would you describe your working style and work-life balance?
While our work can be influenced by client needs and schedules, we have a fair degree of control over our daily time management.
In addition, Cushman & Wakefield offers a flexible work system and allows remote work, making it easier to maintain a healthy work-life balance. It is an environment where it is possible to balance professional responsibilities with personal life.
There are also many team members who have taken maternity or childcare leave, and I have seen firsthand how working styles can be adjusted flexibly during different life stages. Since joining the company, I have been able to more clearly envision my own future career and personal life.
Becoming a Long-Term Partner in Corporate Growth
Finally, what are your future aspirations?
At present, I am primarily involved in supporting companies in identifying suitable office spaces. Going forward, I would like to engage earlier in the decision-making process—what could be described as the “upstream” phase.
Every company and every office has its own history. For example, a company may have been founded in a particular office or expanded its business from a specific location. These narratives can enhance the intrinsic value of a property.
By observing senior colleagues, I have come to appreciate how they carefully interpret and articulate these backgrounds, presenting real estate not merely as a physical space, but as something deeply connected to a company’s growth and decision-making.
In the future, I aspire to go beyond surface-level factors such as location and specifications, and instead incorporate each client’s values, history, and vision into my proposals.
My goal is to serve as a long-term partner who supports companies in making forward-looking decisions—ensuring that office relocations and expansions become meaningful steps toward their next stage of growth.
