Part One • As the commercial real estate industry continuously adjusts in response to ever-changing market forces, our proprietary Black Box strategy for managing the legal leasing process remains essential. Originally published in December 2014, it’s the blueprint for landlords, tenants, brokers, and attorneys who want to consistently achieve…

Part Two • Our focus today is on the precision vs urgency axis: the conflict between the need to get everything right and the reality that time kills deals. To effectively traverse this axis, the starting point for me with every new client is to earn the right to move fast. By demonstrating command over the details and nuances of the transaction at hand.

Part Three • In the last post in this series we discussed the precision vs urgency axis: the conflict between the need to get everything right and the reality that time kills deals. In this post our focus shifts to managing the simultaneous conflict on the other axis between each party’s desire to get it all and the need to accommodate the other side…

Part Four • We bring our focus to the red zone: that point in the negotiations when just about all the issues have been resolved and execution seems imminent. A signed lease is tantalizingly close, but possibly still so far away. Poor management of the legal leasing process at this point can have radical implications. When lease negotiations reach...