Given the scale of the emerging challenges, now is the time to define the value corporate real estate (CRE) can play within the overall organization.
Read our latest report which identifies a new way of working.
5 areas with the potential to have radical impacts on a business:
The way people work has changed. The illustration shows a traditional Corporate Real Estate (CRE) organization structure (either regional or global), and following it is an example of the evolution to a networked structure.
A key shift is moving from a hierarchical structure to a model based on how work gets done. When coupled with the disruptive forces emerging from more distributed work patterns, this era presents an exciting and compelling time to propose an innovative CRE structure.
Technology can be used to manage vendor compliance and performance along with enabling specialized vendors with incentives collaborate. For example, collective intelligence across processes, service delivery and desired outcomes helps create value for their clients. CRE process design may include numerous internal functions, individuals and suppliers and vendors (e.g., work order process, space acquisition process, etc.).
CRE organizations need to re-think the current technology and human capital strategy for delivering services. We suggest that the following solutions will reshape CRE’s resources by redefining the roles currently in place to deliver services. Our proposed long-term solution is reliant upon three highly networked functional areas:
Partnership & Relationship Management
CRE organizations are continuing to enhance their collaboration and performance management efforts when managing internal and external teams. More than ever, it is important to stay aligned with the changing needs of the business, coupled with bringing proactive plans to enable and drive change.
As companies focus on the benefits of collaboration and preserving culture, the trend towards gathering common space is increasing. Other asset types such as manufacturing, warehousing and health care have not seen such a dramatic design shift. These shifts to more variable, virtual and scalable solutions are key drivers for the CRE organization models discussed in this paper. All are factors in giving employees benefits, and experience and a reason “why” they should return to the office.
Historically, companies have viewed outsourcing, internal changes and progression in CRE as generational steps. This is no longer applicable given technology opportunities, the need to operationalize ESG Programs and commitments, and the demand on CRE organizations to create enhanced value for the business.
If you have any questions or would like to learn more, please reach out to one of our experts.
CEO, Occupier Services | Global
Scott Nelson is CEO, Occupier Services | Global at Colliers International and is responsible for strategy and leadership of the global Occupier Services business unit. Occupier Services makes up the platform of talent and tools that supports our clients directly and in partnership with our transaction advisory professionals that lead many of these relationships. Occupier client engagements include tenant representation transaction advisory and project management assignments, multi-market accounts, to comprehensive corporate real estate outsourcing. Occupier Services includes service lines such as Enterprise Clients/Account Management, Client Experience, Strategic Consulting, Technology Services (including our Colliers360 platform), Lease Administration, Transaction Management and Project Management. Occupier Services is a global business with deep capabilities sitting within each of the three regions of Americas, EMEA and APAC.
Head of Client Experience | Executive Vice President, Occupier Services | Global
Denver - Downtown
I am focused on ensuring Colliers' Occupier Services clients receive best-in-class service delivery reinforced by a mindset of continuous improvement. My responsibilities include: account growth, setting direction on account strategy & innovation initiatives with an emphasis on maximizing service excellence, regular strategic engagement with clients, executive sponsor of our program to develop our account executives and directors and ongoing leadership of Technology and Consulting Services in the Americas.
Global Occupier Services Outsourced Account Leadership Executive Oversight & Governance for Outsourced Account Solutions for Tech Sector Clients Footprint & Real Estate Portfolio Planning
Business Intelligence Platform & KPI Development
M&A Integration Roadmaps & Operational Playbooks
CRE Organizational Effectiveness & Design
Capital Planning & Forecasting
President | Enterprise Clients, Occupier Services | Americas
President, Enterprise Clients
OCCUPIER SERVICES | AMERICAS
Education and qualifications
Master of Architecture, University of Michigan
Master of Science, Construction Engineering, University of Michigan
BS, Architecture and Engineering, University of Michigan
Affiliations and memberships
CoreNet Global, 5-time Global Summit presenter/panelist
Chairman: University of Michigan Board of Governors, Taubman College of Architecture and Urban Planning
Mobile: +1 303 646 7780
4643 South Ulster Street
Denver, CO 80237
Area of expertise
Martin Woodrow joined Colliers as president of enterprise clients within the Occupier Services | Americas platform. With more than 27 years of commercial real estate experience, Martin is an expert in growing and leading large and complex organizations, collaborating extensively and pushing the organization to deliver differentiated results for clients.
Prior to joining Colliers, Martin was an executive managing director at Cushman & Wakefield. He ran the firm’s Occupier Services business in the West Region of the United States, including Mexico and South America. He had direct responsibility for more than 2,500 employees generating $250 million of annual revenue in the delivery of services including Transaction Management, Project Management, Lease Administration and Facility Management to more than 50 multi-market clients.
Most recently, Martin led the integration and growth of C&W’s West Region Global Occupier Services business. Under his leadership, the business improved in all key metrics including top line revenue, profitability and client retention. It also added more than a dozen new Fortune 500 clients. Martin now leads a team of seasoned professionals managing delivery of services to Colliers' largest global clients including Nokia, Nestle, BAE Systems, Microsoft, and SAP.
Martin graduated from the University of Michigan with a dual master’s degree in Architecture and Construction Engineering.
Staying involved with his alma mater, Martin currently serves as chairman of the alumni board for the Taubman College of Architecture and Urban Planning.
Martin is also a five-time presenter/panelist at the CoreNet Global Summit.
Head of Enterprise Market Solutions | Executive Vice President , Occupier Services | Americas
Warwick Johnston is Head of Solutions Development, Corporate Solutions | Americas at Colliers International and is responsible for leadership of all aspects of Corporate Solutions business development and marketing. Corporate Solutions houses the service lines that are typically offered to multi-market and/or multi-service Occupier Clients. These service lines include Strategy and Innovation (consulting and technology services and lease administration), Account Management, Solutions Development, Transaction Management, Project Management, and Facilities Management. As part of leading Solutions Development, Warwick also works actively with some clients to develop an in-depth understanding of their key business strategies, create a customized solution to meet their objectives and hand over to the deployment team for the execution of that strategy on an on-going basis.
Head of Enterprise Client Solutions | Executive Vice President, Occupier Services | Americas
Michelle joined Colliers in 2014 and serves as a leader within the Corporate Solutions team, specializing in Enterprise Solutions. As the Head of the Enterprise Client Solutions function, Michelle is accomplished in the delivery of complex solutions both in solution design, as well as transaction execution and account management.
As part of the Solutioning process, Michelle is an active Transition Leader, onboarding key account relationships, with a subject matter expertise in the global Transaction Management service delivery. Michelle has led multi-disciplinary global account transitions for Cummins, the International Monetary Fund, BAE Systems, Alcon, Driscoll’s, and others.
Michelle brings her passion for creating inclusive cultures to all aspects of her role and has been active in the Colliers’ Diversity and Inclusion Program since its inception. Michelle has been serving as an Executive Champion for the North American program since 2017.
Head of Lease Administration & Technology Services | Senior Vice President, Occupier Services | Americas
Linda White is a Senior Vice President for the Lease Administration and Technology Services within Occupier Services at Colliers International and provides executive oversight of the platforms . In this role, she is responsible for the executive oversight and the development, management and implementation of lease administration services and technology solutions, which includes Colliers360, a multi solution technology stack which includes a fully-integrated business intelligence system that deploys dashboards and portfolio analytics’ technology to provide customized coverage and insight for clients’ real estate and facilities management needs at a global level.
Head of Operations | Senior Vice President, Occupier Services | Global
Executive Managing Director – Occupier Services, EMEA
Well respected within the industry, Andrew is an Executive Managing Director with over 20 years of global experience within Corporate Real Estate. Andrew has a wealth of knowledge having advised dozens of Fortune 500 companies throughout the world on developing real estate transformation solutions.
As Executive Managing Director of EMEA Occupier Services. Andrew drives strategy, client service delivery and spearheads the growth of Colliers’ occupier business within the EMEA region.
Andrew leads integrated service delivery for all occupier clients specialising in corporate real estate services, portfolio strategy, transaction management, brokerage, lease administration, project management, workplace services, and facilities management outsourcing advisory across the EMEA region.
Prior to joining Colliers, Andrew worked for CBRE where he has held senior leadership roles within their Global Workplace Solutions business in Chicago, Hong Kong, New York and London. He has gained extensive global experience advising large corporations on their global real estate organization and strategy over the last 18 years, having worked across EMEA, North America and Asia Pacific. Andrew also currently serves on the global board of directors of Corenet, the leading global association for the corporate real estate profession.
He has lived and worked internationally and has a deep understanding of the cultural and regional challenges within a global organisation.
Executive Managing Director, New York Brokerage ● Head of Tenant Advisory Council
Sheena Gohil is an experienced broker and currently serving as the Head of Collier’s Tenant Advisory Council, which is made up of the top Tenant Advisors within Colliers.
Ms. Gohil is an experienced broker and provides clients in New York City and internationally with customized solutions for negotiations, portfolio planning, and overall transaction management and execution. She has worked on numerous complex transactions throughout her career for a wide variety of industries including technology, healthcare, education, consulting, government, financial services, and other professional services industries. Examples of transaction advisory services led by Ms. Gohil delivered during past projects included strategic portfolio planning, headquarters relocation analysis, corporate M&A due diligence, integration of an acquired portfolio of sites, lease restructuring, real estate negotiations during bankruptcy / debt re-organization, market analysis and other advisory and transactional services depending on the clients’ need.
Most notably, Ms. Gohil led the completion of a 120,000 SF lease transaction in Midtown Manhattan during COVID. In addition, she worked on the lease restructuring of a 430,000 SF headquarters lease in Downtown Manhattan.
Managing Director | Occupier Services
Doug has over 30 years’ experience in occupier and institutional real estate and currently leads the Australian Occupier Services business at Colliers International. That comprises business specialising in occupier needs: tenant advisory, portfolio and transaction management and workplace management services. Doug's focus is on building long term strategic partnerships with major occupier clients and developing a highly coordinated approach to account management and delivering Real Estate solutions that align to business strategy.
Doug's extensive experience in Workplace Strategy, Property Management, Occupier Negotiations and Integrated Facilities Management and Account Management enables him to focus the considerable resources of the Occupier Services team to achieve measurable results for the clients he works with.
- Tenant Advisory
- Industrial Advisory
- Project Management
- Facilities Management
- Occupier Technology
- Workplace Management
- Account Management
- Integration of business units
- Occupier Research
Managing Director | Asia
I have been working in the commercial real estate industry for over 20 years and have had the opportunity to work in India, Singapore and most recently Hong Kong.
In my 15 years with Colliers, I have been a part of the Corporate Solutions division advising clients across various industries on their Asia Pacific portfolio strategy.
After spending 11 years in Singapore, I moved to Hong Kong in 2015 to manage the Corporate Solutions platform for Asia.Having spent 5 years in Hong Kong, I moved back to Singapore in 2020 and continue to focus on the growth of our Occupier Services platform.
Marketing Director, Global Occupier Services
Toronto - 1140 Bay
Christina Farrace is the Director, Marketing, Global Occupier Services and is responsible for developing and executing key marketing initiatives for Occupier Services globally. With over 15 years of B2B marketing experience, she is skilled in developing integrated marketing campaigns that include content marketing, market research, PR, brand strategy, digital, social media and events. She provides valuable insights as a strategic marketing advisor supporting senior global stakeholders and collaborating with regional and country marketing representatives.
Prior to joining Colliers, she was the global marketing lead for a big four advisory firm and was responsible for the development and implementation of the global sector marketing plans aligned to the Asset Management, Real Estate and Private Equity business. She also led and supported initiatives such as International Women’s Day and solutions focused to deliver against the Sustainable Development Goals, which are areas she is passionate about.
Christina held various senior marketing roles at two of the big four advisory firms and a large bank where she partnered with leaders across the organization to successfully manage the development and execution of innovative marketing initiatives.