The OS Offer

OCCUPIER SERVICES A step-by-step guide to how we can help

2022

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This interactive document acts as the complete accompaniment to Cushman & Wakefield Occupier Services, explaining who we are, what we do, how we work and what we can do for you. Definition: Occupier Services. We are a specialist group of professionals set up to support mid-cap and early stage outsource clients with streamlined solutions to their real estate needs. Our focus is on speed and agility in order to offer real value to our clients and their portfolios.

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TO START WITH Why we are here

We are a fully global full service team. We do not think as services lines, we think as if we are the client. Occupier Services define ourselves through having the best PEOPLE, PLATFORM and PROCESS .

As the real estate industry continues to consolidate, with its main players getting bigger and bigger – its more important than ever to offer real & differentiated value to occupiers, regardless their size, need, outsourcing maturity or location. My team deliver market leading real estate solutions to business needs which prioritise speed, simplicity, ease of access and above all results. Throughout this document, my team and I outline what we can do and how we are genuinely a different proposition.

People: Global alignment to client outcomes The value we create:

Ο Multi-disciplinary, multi-skilled account teams Ο Leading experts on every real estate theme Ο Client outcome aligned teams Ο Dynamic, flexible partnership approach

Platform: Global network, easily accessed The value we create: Ο Global network of locally based experts Ο Full service capability Ο Teams dedicated to emerging needs i.e. sustainability

Ο Sector specialisms Ο Leading in insight

Process: Global consistency, simply managed The value we create: Ο Streamlined process, suitable for mid cap organisations

James Maddock Head of Occupier Services

Ο First time outsource experts Ο Emphasis on speed to market Ο Process built around client needs

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STEP 1 Who we are

C&W GLOBAL PERFORMANCE

We are a part of one of the world’s largest real estate advisory companies with capacity to deliver

400+

OFFICES (APPROX)

50,000 EMPLOYEES

services through our leading global network.

$9.4 bn 2021 REVENUE *USD

Below, we answer some of the most frequently asked questions to a real estate provider when we first discuss our services with a new potential client.

60+

COUNTRIES

(Direct Pres.)

4.9 bn SF MANAGED

Can you deliver true consistency? Ο YES , the role of our OS team is to work with you as well as our local business to ensure that consistency is a guarantee, backed up by our people, platform and process Do we know your sector?​ Ο YES , one of the most important value adding capabilities of C&W is the genuine investment in sector expertise Ο We have sector groups, sector research, sector leads, sector client events, sector only services and much more

Do you self perform everywhere? Ο MOSTLY , we self perform the majority of our services but there are areas where we do partner with market leading alliance partners. Contractually, they deliver to our agreed standards with clients How are we funded? Ο VARIES , per service line and per client size. Where possible, we look for the local activity to fund the central account management so clients don’t need to

Does one size fit all? Ο NO , we deliver tailored solutions directly aligned to client needs. We are flexible in our approach but always look to apply the guiding principles of speed, simplicity and a results focus Can you advise on our strategy? Ο YES , the team has been hand-picked to combine the ability to not only advise on real estate delivery but also to align the fundamental real estate strategy to the needs of the business

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STEP 1 Who we are

Leadership James Maddock leads the team. His career has been defined by leading services focussed on occupiers. He spotted the need in the market for a group, truly dedicated to simplified solutions in an industry increasingly obsessed with complexity. Data Kim Burn leads a team of more than 20 data management experts who dedicate their time to working with leading organisations to ensure their data is forms the basis of portfolio strategy. For you, Kim’s focus is delivery of a streamlined product which manages out the complexity of data management - a major theme in real estate outsourcing. Consulting and Strategy Caroline Strindlund is both our special projects as well as portfolio strategy lead. She specialises turning accurate data into insightful portfolio level strategies. Whether you are driven by savings, talent retention, a post corona reorganisation of your working practices, Caroline can form a strategy completely appropriate to you.

Client Development Ed Neild and Paul Foreman work externally with our clients as well as internally with our own colleagues to align our offer to what you, as a unique client, actually need. Paul and Ed have a combined experience of over 50 years advising corporate clients. Programme Management Christian Brooks leads change management and capital works programme management group. His team manages global programmes, business critical change management as well as integrated accounts. Transactions James Taylor leads the transaction management team. He has spent the last years leading a small group of transaction managers in the effective management of panel and mid cap client accounts - with efficiency of delivery his main goal.

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We are a closely integrated team who sit and work together daily to achieve top results on behalf of clients. Each of our Services has a designated lead, supported by a wider team. Our compact and flat structure eliminates unnecessary layers, barriers and hold ups - allowing for the streamlined, results-focused service, that defines us. Opposite is a summary of the roles of our team leadership, as well as their experience.

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A TIP FOR YOU: Knowing how and howmuch to work with service providers is always something that is unique to an organisation. CLICK HERE to ask Ed from our team to help you to understand your options in a pressure free environment. There is no “one size fits all”, but we can help you to find what fits your business or portfolio.

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STEP 1 Who we are

Get the basics out of the way As a starting point, please visit

A TIP FOR YOU

our company website. It tells you a little about us, before we get into the specifics of how we can help you.

We are a mix of seasoned pros and dynamic young professionals, brought together to deliver excellent service to our clients who value speed, simplicity and a straight forward way of working together.

People: Dedicated team with a start- up mindset. Ο Team of 20+ multi-disciplinary professionals spread across EMEA with global counterparts in APAC and the Americas Ο We cover all core real estate services (except FM) within the group Ο Additional services are supported by our wider business team Platform: Centralised leadership with global reach Ο Global platform of 50,000 plus people Ο We advise on technology and innovations, when they make sense Ο We provide a quick and simple route to market for any asset type

Process: Best practice, integrated account management Ο Our leaders set up every single account, ensuring best practice Ο Clients can have as much or as little governance as possible Ο Scope of services is firmly established at the outset Ο An account manager / or a simple point of contact appointed Ο Structured transition process available if needed

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Occupier Services is able to assist where, when and how you need. We are organised on the principle that we can cover the entire life cycle of a portfolio of properties either within our specialist group or by managing the activities of our wider business. Opposite is an outline of the services we provide fromwithin our immediate team. In short, through our group, you are able to access a turn key service which takes you from initial review of your portfolio for opportunities, all the way through to delivery of strategic real estate programmes on a local, regional or global level.

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... or not There really is no one right answer to real estate outsourcing. Our approach is collaborative and can support a selective or regional approach depending on what works for you.

Everything everywhere The Occupier Services group has the range to accommodate both global MSAs for all services, or for single services in single regions.

A TIP FOR YOU

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STEP 3 Value we deliver

THE NORMAL DRIVERS OF OUTSOURCING

EFFICIENCY Do you need to professionalise real estate, ensuring it is not a drag on your organisation?

SAVINGS Is achievement of savings the force which is driving the business and real estate decision making?

ALIGNMENT Does your senior leadership require a realignment of the portfolio to meet strategic priorities, i.e.: talent? Click the links below to browse a selection of our Real Estate Insights:

Gather Getting control of real estate data is a major step towards gaining the operational and financial efficiencies needed to ensure your real estate platform is working for you. We have developed a low cost, standardised product which achieves this goal with minimal complexity of implementation. Understand After gathering the data comes a process of collaboration where we work together to understand the portfolio, its risks, opportunities and where it can better support your business. Manage Finally, we will execute the strategy which we agree with you. Moreover, as experts in the management of real estate portfolios we relieve the burdens of managing and administering real estate from our clients, freeing them to focus on business strategy.

TOP TIP: Every client is different and therefore different strategies will work for different situations and sectors, it is important to know which.

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STEP 3 Value we deliver

Client Diagnostic Outline of Necessary Preparatory Information C&W understand there is no “one size fits all” approach to CRE Every company is at a different stage of their outsourcing journey, what is correct for your needs today may be different tomorrow. By spending time together, speaking about your company needs, we can develop a solution that matches these needs but also builds in flexibility for the future. We don’t simply sell you a package and box you in. Longevity of partnership is our goal.

A TIP FOR YOU First: Look Inward

Spend time liaising internally to understand how your business partners manage their local needs before extensive market consultations. Ask yourselves our Top 8 questions from the C&W Client Needs Diagnostic Assessment questionnaire, to support these internal discussions.

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Have there been C-Level or Real EstateOrganisation changes?

What is your current relationship with service providers?

What are the details of your Real Estate Portfolio?

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FURTHER INFO

We can make our full Client Needs Diagnostic Assessment questionnaire available, upon request. Please speak with Ed by clicking the below link:

What does the Real EstateOrganisation chart look like?

Are Operations centralised or decentralised?

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What criteria is most important to you in selecting a real estate advisor?

What exactly is the problem you are trying to solve?

What are your sustainability goals?

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STEP 3 Value we deliver

Less is usually more... When it comes to process, the needs of the business are paramount. Work to align your real estate processes to the absolute requirements of your business decision making process. Where possible, reduce or eliminate everything else. This will greatly reduce the drag effect of real estate on your organisation.

A TIP FOR YOU

Building on the understanding we talked about on the previous page, we will then define how we should work together to achieve the maximum results. In our experience, this is a process which should emphasise speed, agility and where possible simplicity. The OS advantage is to focus C&W resources (people, platform and process) into a value adding, results orientated service. Opposite, we demonstrate some of the market tested tools we typically use to add value. They are designed to be universally recognised and easily implemented.

PLAYBOOK Typically, C&W will develop a playbook with you, to meet your Real Estate goals. Speak with the team if you would like a sample of what we can offer. Note: not every client needs a playbook, they need to work for your business first and foremost.

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STEP 3 Value we deliver

We believe in a swift and efficient service which does not drain the resources of your organisation. For us, governance should be easy and streamlined. It is all about:

Below is a typical communication plan with regulalry scheduled meetings which, in our experiece, promotes positive business results:

Service amendments = monthly meeting

Portfolio planning = monthly meeting

Market insights / negotiation tactics = work in progress calls

Addressing issues = work in progress calls

Progress & quality control = project / check in calls

Alignment to your business = project / check in calls

MONTHLY PORTFOLIO REVIEW We produce an analysis document that we believe should be underpinning the monthly review. This lets you focus on the things that truly add value to the portfolio, as well as delivering high level insights into what is happening on the ground. Speak with the team to find out more.

Governance is important, but its a means to an end... Part of the set up of a service will focus on how often and how long we should meet. Take the time to really match the cadence of meetings to your business and not to overtax peoples calendars. In our experience there is a delicate balance between value adding, impactful meetings which take projects forward and ones which feel like lost time.

C&W Portfolio Analysis Prepared for: [Please insert client name]

A TIP FOR YOU

Date: [Please insert date]

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STEP 4 Lease Administration

Lease Administration is the ultimate enabling service for the entirety of real estate strategy and down stream delivery. It does not however, have to be the most difficult to implement:

People: The leaders in non proprietary lease admin The value we create: Ο Dedicated in country leads, available for clients to leverage Ο 500+ data management professionals globally Ο Utilisation of most of the major market standard technologies Ο Capability to add a variety of services like IFRS16, treasury etc. Platform: Achieving the highest standards in data The value we create: Ο 24/7 coverage generated by our world leading shared services centres in APAC, EMEA and the Americas Ο Re-imagined offer which abstracts only the data needed for strategy Ο Low cost platform development to manage smaller portfolios Ο Standardised technology platforms reduce costs

Lease Administration in real estate has traditionally been one of the most complicated and difficult areas to implement. My team and I have developed a model which dramatically streamlines the process and reduces the cost, whilst capturing the data needed to form the baseline of your real estate decision making.

Kim Burn Head of Lease Administration, EMEA

Process: Market leading process, supporting RE strategy The value we create: Ο Six sigma process approach to lease abstraction

Ο World leading ongoing data management capabilities Ο Easier approach to implementation reducing lead times Ο Quality assured by usage of redundant quality controls

Lease administration, but easier... The new lease administration service, developed by OS removes many of the traditional cost and practicality barriers to lease administration for smaller portfolios. We have developed standardised systems on both our data management and portfolio intelligence systems with no minimum portfolio scale or cost levels, allowing for any portfolio to join.

FURTHER INFO

LEASE ADMINISTRATION

Occupier Services

CUSHMAN & WAKEFIELD | 0

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With Occupier Consulting, you get access to the global network of consulting skills available at C&W. Our consultants are experts in What’s Next.

STEP 5 Consulting

People: Diverse set of skills The value we create: Ο Market leaders in thought leadership associated with global corporate real estate including development of the ‘6 foot’ office concept Ο Global leaders in “Future of the Office” concept Ο Specialists in themes like sustainability, flexible portfolio and serviced office advisory

Occupier Consulting serves the needs of clients who want simple ways to gain access to insightful and data driven solutions covering a wide range of needs such as portfolio and workplace strategy, location advisory and sustainability. Through Occupier Consulting, you get access to a vast and diversified set of skills.

Platform: Achieving the highest standards in data The value we create: Ο Over 500 consultants based globally Ο Access to leading edge data from own research Ο Global technology platforms supporting deep portfolio analysis Ο Leading in adoption of best practices such as green leasing and workplace of the future Process: Market leading process, supporting RE strategy The value we create: Ο We take a hands on approach to understanding your business objectives and drivers Ο Market leading processes designed to quickly yield insightful analysis Ο Process and technologies are fully aligned Ο Streamlined service allows for swift and efficient realisation of end state

Caroline Strindlund Mumby Head of Consulting, Occupier Services

CLICK HERE to speak with Caroline to discuss your business and how we can support your Real Estate Strategy.

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Self-Service Consulting Tool

STEP 5 Consulting

Please click on the link to access our free suite of consulting tools .

ANALYSE

PORTFOLIO LEVEL ANALYSIS Undertake a holistic portfolio review to identify the top opportunities

METRO LEVEL ANALYSIS Optimising footprint for talent attraction, retention, and incentives

SUSTAINABILITY Assessing the ESG Impact of portfolio strategies

Ο A holistic overview of your portfolio, identifying potential future opportunities Ο Leverage Triana, our global portfolio intelligence tool Ο Identify individual savings opportunities across portfolio from a portfolio and location perspective Ο Benchmark market rents, utilisation, lease events and best practices

Ο Deep-dive on the top opportunities Ο Scenario analysis that models and tests each business case Ο Includes competitor analysis, talent availability, flexible space for locations with a small headcount, and location advisory Ο Benchmark against a balanced scorecard Strategic Consulting

Ο Assess the impact current and future portfolio strategies will have from an ESG perspective Ο Analyse the impact on employees’ commute times and remote working on carbon emissions

Wondered what a Portfolio Strategy looks like? Speak with Caroline who can demonstrate our strategic approach and its outputs in more detail.

Project Y Netherlands Hub

FURTHER INFO

CONFIDENTIAL

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STEP 6 Transactions

Transaction Management is one of C&W’s core global functions. We achieve our leading position through superior focus on:

For Occupier Services, transactions are the seamless combination of client understanding, market excellence and the ability to achieve results for clients. We do this by simplifying how we work together, managing out complexity and freeing our local experts to focus on their role, as your advocates. This service revolves around impactful use of C&W people, platform and process around the globe.

People: Leading global brokerage platform The value we create: Ο Dedicated team of OS transaction account managers Ο 5,000+ brokers globally Ο Powerful investment and valuation network Ο Huge array of specialist teams i.e. sustainability Platform: Continuous investment in insight The value we create: Ο Technology dashboarding the insights available Ο Sector and asset type specialisms Ο Continuous development of the delivery and partner network Process: Market standard, outcome measured The value we create: Ο Aligned our transaction process to global standards Ο Removed unnecessary sources of delay and indecision Ο Realigned to a results only focus (savings, terms, incentives) Ο Local experts liberated to focus on their tasks

James Taylor Portfolio and Transaction Services, Occupier Services

CLICK HERE to speak with James to understand how our platform can support your business needs.

Compare the attractiveness of cities, budget your space, model IFRS16 balance sheet impacts and more.

Quarterly market updates across the key global locations.

Our global insight into the world of work and in particular the changing ‘ workplace’

FREE VALUE ADDING TOOLS Click on the pictures to access some the resources available to you, free of charge.

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STEP 6 Transactions: How we work

Acquisition / Renewals

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Qualify & Select Alternatives

Initiate Negotiations

Finalise Negotiations

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Survey Market

Close Out

• Conduct market survey • Match availabilities with requirement • Inspect properties • Perform preliminary financial analysis • Select most qualified alternatives • Begin discussion with landlords

• Analyse efficiencies and layouts • Evaluate building infrastructures • Assess impact of local codes on space • Investigate property ownership • Prepare recommendations

• Send RFPs to

• Coordinate lease

• Create contract abstract • Summarise crucial information • Perform administration tasks

candidate landlords • Analyse lease proposals • Reduce alternatives • Prepare design, space plan, budgets, schedules

review & comments with client’s attorney

• Complete due diligence • Develop construction documents • Execute lease

Define Requirements

Strategic Planning

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• Examine short– and long–term business goals • Clarify current

requirement • Develop direction • Address financial considerations • Customise reporting process • Set timing

and projected space requirements

• Analyse financial objectives and contingent liabilities • Establish preliminary budgets for potential relocation scenarios • Develop an informed and cohesive strategy to meet client’s requirement

Disposition / Surrenders

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Finalise Negotiations

Close & Follow–Up

Qualify Prospects

Develop Marketing Program

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Analyse Market

• Thoroughly examine market conditions • Identify competitive space • Compile comparable lease transactions • Provide list of suitable tenants in the market

• Distribute marketing materials • Conduct canvassing and showings

• Assess potential sublessors’ financial standing / credit • Review offer terms and investigate prospects • Prepare counteroffers

• Select user • Negotiate with final candidate • Draft final lease terms and conditions • Execute contract

• Create contract abstract • Summarise crucial information • Perform administration tasks

Transactions in more detail Please speak with James for more detail in the transaction management service.

• Report inquiries • Follow up with

prospective sublessors

TRANSACTION MANAGEMENT

FURTHER INFO

Occupier Services

CUSHMAN & WAKEFIELD | 0

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STEP 7 Programme Management Office

People: Team of diverse professionals The value we create: Ο Team of 20+ professionals with skills ranging from engineering to complex process reorganisation Ο We have global experience of seamlessly integrating programmes Ο PMO team members supporting staff based in higher cost locations Platform: Leading global programmes of change for corporate occupiers The value we create: Ο Manage the end-to-end project and programme management Ο Develop bespoke implementation plans to support the delivery of strategic objectives Ο PMO integrates activities of all local experts into a global programme Ο Market leading technologies supporting service Process: Bringing together diverse activities and places The value we create: Ο Standardising processes across global programmes to deliver efficiencies Ο Structured processes eliminating delays Ο Rigorously challenging capital budgets to generate savings Ο Management of integrated accounts and services

PMO specialise in the strategic alignment of our clients’ real estate needs on a multi- programme, multi-regional and high complexity basis. We provide a structured and holistic approach to proactively facilitate and manage change. Within PMO is a diverse set of capabilities which includes oversight of global

programmes of capital works, account mobilisation, process redesign and the management of global integrated accounts.

Christian Brooks Head of PMO

CLICK HERE to speak with Christian to understand how his team can support your projects across the globe.

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STEP 7 Programme Management Office

Need more on projects and programmes? Please speak with Christian for more

Our PMO Model is essentially seen as a two stage process:

FURTHER INFO

detail on our Programme delivery tools.

STAGE 1 : PLANNING – assess the Strategic Deliverables, define Baseline and prepare Masterplan

STAGE 2 : DELIVERY - Strategic Implementation. Coordination support throughout the whole process from brief to delivery

Project Management Example Playbook Proposal

Below is and example of an End-to-End Management of a complex project:

Benefits of the C&W PMO Model

Optimise performance & consitent delivery

E ective management of multiple projects

Integration of mulit-service lines

Single point of contact

Speed to market

Single point of contact

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STEP 8 Transformation

People: Specialised problem solvers. The value we create: Ο Broad expertise in understanding business strategy and how it drives end to end Real Estate objectives. Ο Upwards, sideways and downstream solutions. Ο Perfectly positioned to integrate all areas of Real Estate and into the wider organisation. Platform: Fully incorporated approach. The value we create: Ο Focus on client platforms to unlock inherent value and minimise gaps and frictions. Ο Leveraging change opportunities to invest, restructure or optimise the right solution. Process: At our heart, The value we create: Ο Analysing, testing and challenging existing processes against best practise. Ο Identifying risks, obstacles and inconsistencies, testing resolution and decision making controls. Ο Building both Transformation and Operational models that are integrated, robust and well communicated.

In today’s world, change is inevitable and accelerating. It needs a proactive and dedicated approach to realise the benefits it brings. Our Transformation team support Occupier clients going through complex and organisational driven Transformation. From mergers and acquisitions, to restructuring, large scale consolidation or expansion, we specialise in bringing control, clarity and governance to uncertain environments.

Kelly Hepburn PMO Transformation Lead

CLICK HERE to speak with Kelly about the change your company is going through and how our team can support your transformation.

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STEP 8 Transformation

We understand that Transformation programmes don’t just impact downstream Real Estate activity. We are able to support sideways integration and upstream governance, providing holistic and integrated solutions. We can be seconded into client businesses to act on their behalf, or we can drop in to support specific activities as needed.

OUR PROCESS

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STEP 9 Technology

C&W’s Business Intelligence (​BI) Module, Triana:​ Ο Proprietary platform​ Ο Brings data together in a standardised view​

Ο Transforms data into useful

information to ​drive highly-valued, strategic portfolio decisions​

Performance Management​ Ο KPIs that drive Performance​

Platform Analytics

Portfolio Analytics

Ensure consistency, increase transparency and improve

Develop strategy to proactively analyse opportunities and accelerate transformation.

Ο Tracked through Triana​

accountability on global/local level.

Ο Outcome based​

See for yourself... A tour of Triana is available on request, we will show you the tool, its interfaces, explain what data it needs from you to really add value and let you try using it for yourself

FURTHER INFO

Transaction Analytics Robust financial (cash flow and P&L) and commute analysis to support transactions.

Bespoke Analytics

Tailor-made analysis that align to objectives. Functions as creative lab towards platform delivery.

Cushman &Wakefield Copyright 2022. No warranty or representation, express or implied, is made to the accuracy or completeness of the information contained herein, and same is submitted subject to errors, omissions, change of price, rental or other conditions, withdrawal without notice, and to any special listing conditions imposed by the property owner(s). As applicable, we make no representation as to the condition of the property (or properties) in question.