Cushman & Wakefield – Nelson Mullins RFP Response

TENANT REPRESENTATION

3. This is intended to be a non-exclusive agreement. Does this present any concern? C&W’s recommended, tried, and true approach is to be retained by NMRS as its sole-source provider portfolio-wide. By creating a national portfolio partnership with C&W, the Firm will gain tremendous value and access to C&W proprietary scope of services through our Legal Sector Advisory Group including though leadership, vision sessions, confidential attorney surveys and benchmarking, attorney consensus building, out-of-pocket capital budgets for long term planning, and our platform of support services including lease management and audits, financial consulting, and project management. In the event NMRS opts to not retain a real estate advisory firm on a national basis, many of these valued services and portfolio implementation will not be provided to the Firm and rather a continued “one-off” transaction approach will be maintained with no real strategy and overall success of having a master plan. In today’s ever-changing and competitive legal sector marketplace, maintaining industry-leading profit margins and controlling overhead are constant challenges, and in order to navigate these ebbs and flows, more and more firms are hiring sole-source providers for all of their real estate needs. C&W prides itself on not just acting as a broker executing a transaction but serving as a partner and trusted legal sector advisor to our clients. Please see Appendix B “Law Firm Test Cases” where we outline some of C&W successes in representing law firms on a portfolio basis. The benefit to utilizing a single-point provider who is seasoned at working with law firms is the consistency of services and processes that will be offered to NMRS in developing a firm-wide real estate strategy that will result in cost savings, consistent analytics, and pivotal information that can be used for internal consensus-building to affect change. In addition, the Core Team has carefully chosen very seasoned and senior-level Market Champions (discussed in further detail on page 11) in

all of NMRS’ current locations to ensure the Firm has the best team on the field for every transaction.

4. We have existing brokerage relationships. How would you handle? Part of the benefit of hiring a sole-source advisor is building a firm-wide strategy that has been methodically developed with the Core Team and NMRS. Maintaining this strategy is ultimately integral to the success of the Firm’s goals and objectives and its ability to remain competitive in the future. In the event that NMRS has a business reason for selecting another consultant in a select market, in order to assure consistency, quality of service, and senior-level participation are provided to NMRS, C&W would be willing to co-broker, on a select basis, with a local broker that the Firm has an existing relationship with under the following terms: • C&W will lead on all co-broker transactions to ensure that the services provided are consistent from transaction to transaction. The existing local broker will be responsible for working as a team with C&W in providing local expertise as it relates to market conditions, experience, and overall intelligence including coordinating and attending local property tours. This information, combined with the portfolio strategy and process established by C&W and NMRS early on, will provide the Firm with the information to negotiate the most favorable transaction. • Customized NMRS documents including, but not limited to, Request for Proposals, Financial Analytics, Budgets, and overall lease administration items, will be utilized with such co-broker. This ensures NMRS receives consistent information, formatting, and analytics. The goal is to maintain consistency from transaction to transaction resulting in a streamlined process, improved information flow, and overall coordination. The fee arrangement with the co-broker shall be

30 Legal Sector Advisory Group | ADVISING FOR EXCELLENCE

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