Supporting Office Strategy as a Team: Work and Work Styles of the Tenant Advisory Group
Cushman & Wakefield (“C&W”)’s Tenant Advisory Group is a specialized team that supports corporate decision-making by providing advice from the tenant’s perspective on office relocations, lease renewals, and portfolio consolidation. A defining feature of C&W is its team-based approach to advisory services. By leveraging each member’s expertise, the group consistently upholds its role as a tenant representative, prioritizing the tenant’s interests above all else.
Cushman & Wakefield
Tenant Advisory Group
Greg Turnbull (Director)
Koki Machida (Senior Transaction Manager)
Kaori Samiei (Manager)
Taikan Kanai (Manager)
Raj Shah (Integrated Portfolio Management Manager)
Providing comprehensive office strategy support from the client’s perspective
What kind of work does the Tenant Advisory Group do?
Samiei: We primarily support office relocations and lease renewals, while also responding to a wide range of office-related inquiries. For example, we may be consulted on reviewing lease terms before a company begins considering relocation, or even on whether relocation is necessary at all.
Rather than simply introducing properties, we provide comprehensive advice that incorporates market data and analysis, taking into account each client’s current situation and future business plans. Our proposals go beyond location and rental terms to also address changes in work styles and organizational structures.
Machida: As dedicated real estate consultants for tenant companies, we support all aspects of office-related matters, including relocations, renewals, terminations, and consolidations. We cover markets across Japan, working on diverse projects that span a wide range of locations and company types—from major corporations to startups and overseas companies entering Japan for the first time.
Do you work as a team when handling these matters?
Shah: We collaborate closely with multiple service lines, including the Leasing Advisory Group, which provides up-to-date market information; the Project & Development Services team, which delivers project management for fit-out and restoration works; and the Research team, which supplies market data.
Turnbull: Tenant representatives are responsible for maximizing the tenant’s interests and supporting decision-making related to office operations from the tenant’s perspective. We are involved throughout the entire process—from property selection and lease negotiations to execution—and collaborate with landlords and other stakeholders as needed to deliver the best possible outcomes for our clients.
Kanai: Office relocation involves many elements—not only lease terms, but also financial planning such as budgeting for fit-out and restoration costs, as well as scheduling and cost estimation. By collaborating with other service lines from the outset, we can leverage each team’s expertise to manage projects efficiently and in a structured manner.
Turnbull: Relatively few real estate firms truly provide advisory services while fully maintaining their role as tenant representatives. While “teamwork” and “collaboration” are often emphasized, conflicts of interest can arise between landlords and tenants in some cases. Tenant representation in Japan emerged in the 1990s, and Todd Olson, Managing Director of C&W Japan, has been involved since its early days, continuing to uphold and protect this core principle.
Working as a team supports individual growth
Samiei: I believe working as a team greatly contributes to individual growth. While we certainly learn from more experienced colleagues, C&W has a culture where ideas are openly exchanged regardless of position or tenure.
Although I come from a design background and joined from a different industry, the environment allows me to learn from my colleagues’ approaches while also delivering results in my own way. This has enabled me to broaden my perspective and continue growing.
Turnbull: We have many young professionals in the office, and people from a wide range of age groups. This diversity allows us to approach things from multiple perspectives. It’s also reassuring to have a strong support system—whether I need time off or face unexpected circumstances, the team supports one another and ensures continuity.
Working as a team must make it easier to maintain work-life balance.
Machida: I took parental leave myself. Initially, I planned to take about one month, but my manager encouraged me to take up to a year. After discussing it with my family, I ended up taking five months. What made me happiest was being able to witness my child’s growth during that time.
Mr. Kanai, you’ve been with the company for about a year. What kind of work are you involved in?
Kanai: I work as part of a three-person team, including Ms. Machida, providing on-site tenant advisory services at a client company. In fact, in my previous role, I was on the client side receiving C&W’s services.
At my former energy company, I was responsible for store development and facility management in the automotive division. Through working with C&W on store development projects, I became interested in the importance of spaces such as stores and offices, which led me to join the company.
Machida: He was assigned to a challenging project immediately after joining, and he has proven to be an excellent fit. In addition to the coordination skills he developed through his experience in store development, his sincere and dependable personality made it clear—even during the interview process—that he would meet client expectations. He approaches each task carefully and consistently, and has earned high praise from our clients.
Kanai: Working in a team with senior colleagues created an environment where I could freely ask questions, which helped me learn quickly and get up to speed. This past year has flown by, and I’ve come to appreciate the depth of advisory work—something I hadn’t fully understood when I was on the client side.
Career and work styles at C&W, centered on people
Turnbull: In terms of tenure, I actually joined after Mr. Kanai. While I have extensive industry experience and have worked with various companies, I believe the greatest strength of C&W lies in its people. My personal motto is to enjoy my work, and the people I work with are essential to that. One of the reasons I chose C&W is because it offers an environment that values these principles.
What kind of work styles and career paths are possible at C&W?
Samiei: C&W is a very supportive workplace where you are encouraged to take on new challenges. Even if you have no experience in the real estate industry, it’s an environment where you can grow and expand your opportunities. For example, the head of our Tenant Advisory Group is a working mother, which makes it easier for female employees to envision their own career paths.
Shah: C&W is one of the world’s leading real estate services firms, with approximately 400 offices in around 60 countries. With its strong global presence, long history, and diverse service offerings, it provides the flexibility to shape your career and pursue your goals. Regardless of age or experience, it’s an environment where you can grow by leveraging your skills and performance while supporting—and being supported by—those around you.
