The company Polycom, renowned in the communication solutions market, faced significant challenges when notified by Tishman, administrator of the Real Estate Fund that owns CENU’s North Tower, for a contractual review. Occupying an area of 504 m², the company found itself facing a challenging proposal of R$125 / m².
At Ocupantes, we offer our services in representing the review and renewal of lease contracts, stepping in when Polycom was faced with a difficult decision. We were consulted to defend Polycom’s interests and seek an equitable solution for both parties.
Negotiation and acceptance of the counter-offer
Considering the market dynamics, with a downward trend in values, we developed a counter-proposal strategy. We recommended that Polycom propose R$105 / m², a value that reflected the market reality and defended the interests of the occupying company.
After some insistence and argumentation on the part of our team, the owner Real Estate Fund accepted the counter-offer of R$105 / m². This achievement demonstrates not only Ocupantes’ negotiating skills, but also the importance of a data-driven approach and personalized strategies.
Richard Pacey | Real Estate Director
He has been with Ocupantes since 2007 and has more than 20 years of experience in the corporate real estate sector. From 2001 to 2006, he worked for the international real estate consultancy Jones Lang LaSalle, in the Tenant Representation area.
He holds a degree in Marketing from Universidade Anhembi Morumbi and is a native speaker of English.
Phone: +55 11 99975-5322
E-mail: richard.pacey@ocupantes.com.br
