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CUSHMAN & WAKEFIELD

FUTURE
LEADERS
May 2011
 C&W FUTURE LEADERS
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COMMUNICATION COMMUNITY

OUR MISSION
"To create a network in the Americas of rising
professionals within Cushman & Wakefield which,
through continuing education,
education collaboration,
collaboration and
community service, will grow individually and
collectively. As professionals, we will strive to
advance the Cushman & Wakefield brand, our
careers and the company's vision to provide the
careers,
most creative and innovative services to our
clients, becoming the best at what we do."

COLLABORATION CONTINUING EDUCATION

 FOUNDATION
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Our goal is to create a

network in the Americas of FUTURE LEADER PROFILE
– Strata 1 & 2 Brokers and Client Coordinators (0 to 7 years
future leaders who share in of experience) from C&W and Alliance Members

the responsibility of our – Rising professionals from Valuation & Advisory, Research,
Consulting, Analytics, Marketing, CIS, and Debt & Equity
clients’ & Cushman &
Wakefield’s success. THE CORE PRINCIPLES OF THE CWFL

C ontinuing Education C ollaboration

C ommunication C ommunity

SHARING OF BEST PRACTICES, CLIENT

REFERRALS, AND GENERAL C&W
BONDING
 FOUNDATION
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THE CW FUTURE LEADERS OVERSIGHT

COMMITTEE IS REPRESENTATIVE OF C&W
SERVICE LINES, ALL BASED IN MAJOR MARKETS. OUR TEAM

SCOTT GARLICK MIKE RYAN

BROKERAGE | TAMPA DEBT & EQUITY | ATLANTA

ANA LEON SAMIR IDRIS

RESEARCH | BOSTON INVESTMENT SALES | ATLANTA

WILL STRONG JON DISHOTSKY

BROKERAGE | PHOENIX BROKERAGE | SAN FRANCISCO

ROBBIE BATY ERICK MAZZONI

BROKERAGE | DALLAS VAS | PHILADELPHIA

THE CWFL OVERSIGHT COMMITTEE JORDAN ROVITO ELISA AYARZA

BROKERAGE | CHICAGO CONSULTING | CHICAGO
– will help in programming and planning of
all CW Future Leaders events. ERIC DUCHON PHILIP SANTO
CIS | NEW YORK MARKETING | NEW YORK
– will be served by Active Advisors Tom
Johnston (Branch Manager, Phoenix)
ADAM KLIMEK
and
d Joe
J Cook
C k (Area
(A Leader,
L d Northwest
N h BROKERAGE | STAMFORD
Region).
 NEW INITIATIVES
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UPCOMING EVENTS AND WEBINARS

MAY JUNE 5-7 SEPT OCT NOV

SSocial
i l Dallas
D ll R i l
Regional F i
Fusion B i
Business
Media Symposium Events Plans
CWFL
Reception
 COMMUNICATION
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CONFERENCES
– Regional
– National
– Shared Expenses
C O M M U N I C AT I O N
– Facebook
– Twitter
– LinkedIn
– A CWNow link with calendar of upcoming events, list
of current members contact information, forum, and
case studies (depending on IT capabilities).
– CWFL forum on Outlook
– Fusion site

COMMUNICATION TOOLS ALLOW FOR

EASY ACCESS TO CWFL PROGRAMMING.
 N E W I N I T I AT I V E S
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2011 & BEYOND

C O N T I N U I N G E D U C AT I O N /
M O N T H LY P R E S E N TAT I O N S
– CW Future Leaders will receive monthly presentations
for sales training, presentation skills, best practices in
tenant and agency rep, cold calling tips and techniques,
appraisal, consulting, analytics, research, marketing, and
investor services
– These events will occur in major markets and be
broadcasted on a monthly basis via webinar or video
conference.
SPEAKERS BUREAU
– Similar to toastmasters, CWFL members
have public speaking forums every other
month to work on presentation skills
– CWFL members present an introductory
speech (4-6 minutes), work-related speech
(6-8 minutes) and mock presentation (8-10
minutes).
– 2-3 CWFL members present a Building Of
The Month (4-6 minutes) at the All
Brokers Meeting.

Q U A R T E R LY & A N N U A L C O N F E R E N C E S
FEEDBACK FORUM - ONGOING
– One regional conference to allow CWFL’s across the
country to continue to network – On an annual basis, the group would come
up with suggestions or feedback for local
– Annual
A l National
N ti l CWFL conference
f b
brings
i th
the entire
ti b
branch
h managers to b bring to upper
group together (Symposium breakout) management allowing for all voices to be
heard
COMMUNITY SERVICE
SAN FRANCISCO THE ROADMAP
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EVENTS
ANNUAL BROKER BOWL-A-THON
H A B I TAT F O R H U M A N I T Y B U I L D D AY
(ANNUAL)

– The C&W San Francisco office just held its 5th

– Gets everyone out of the office to participate in a
successful annual broker Bowl-A-Thon
build day. We chose a Friday during the summer to
benefiting Habitat for Humanity. Over 200
participate in the construction of a home.
brokers, sponsors, and vendors attend each
yyear and it has received great
g press
p for the San
Francisco office. Sponsors fund lanes or the
entire event, which in turn has raised over ONGOING EDUCATION & CAMARADERIE EVENTS
$250,000 over the last 5 years. Some sponsors (MONTHLY OR QUARTERLY)
include Tishman Speyer, Paramount Group,
Fortress Investments, & Shorenstein. – Lease Review (Allen Matkins)
LEARN FROM THE BEST SERIES – Interiors Discussion (Gensler)
(ANNUAL) – Constructions Costs Discussion (BCCI)
– Panel that pits the top senior and mid level – Construction Pitfalls Presentation (Turner)
brokerage professionals at C&W in and around – Cinco de Mayo Market and Margaritas (Gensler)
the Bay Area on an interactive discussion.
Topics have ranged from Business
D l
Development, SSurviving R
Reall Estate
E Cycles,
C l
Cold Calling 101, & What’s The Worst Mistake
You Ever Made?
 EDUCATION & NETWORKING
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TEAM BUILDING
– Sporting Events
– Happy Hours
– Softball
S ftb ll & Fl
Flag Football
F tb ll Leagues
L
– Bowling
– The Arts – theatre, museums, theme parks
– Horse Races
– Hiking
– Philanthropy

AN ATMOSPHERE OF TEAM BUILDING

AND CAMARADERIE.
 E D U C AT I O N & N E T W O R K I N G
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B R A N C H / R E G I O N A L E D U C AT I O N

A N A LY T I C S
– Understanding a company
company’ss balance sheet
– Lease vs. Buy
– How a Tenant’s lease affects it’s balance sheet

APPRAISAL
– Understanding the process
– Appraisal vs. BOV
– Practice Groups

CIS
– Understanding our capabilities
– Building tour with engineer
– Operating Expenses & Pass-throughs
– Keys to Quality Tenant Relations
– Corporate Services Platform (Occupier Services)
– Case Study
EDUCATIONAL RESOURCES AND
C O N S U LT I N G
OPPORTUNITIES ENCOURAGE
– Understanding our capabilities
– Case Study
 EDUCATION & NETWORKING
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B R O K E R A G E - P R O V I D E D B Y M A N A G E M E N T,
SENIOR BROKERS, OR OTHER PROFESSIONALS
– Senior broker panel - How to Succeed
– Title process
– Investment Sales - How is the tenant affected?
– Stacking & Building - How is the building
building’ss value affected
by the lease?
– Cold Calling
– How we won the pitch! Why we lost the pitch?
– Major lease clauses - Landlord & Tenant perspective
– Landlord Rep vs. Tenant Rep
– How to generate business outside the office
–G
Ground
ou d up development
deve op e t
– Through the eyes of a Tenant
– Through the eyes of a Landlord
– Through the eyes of a Client
– Construction - Process & pricing of different product types
– Landlord roundtable
– Senior level interviews
 EDUCATION & NETWORKING
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MARKETING
– Understanding of available resources and capabilities
RESEARCH
– Understanding C&W Research capabilities
– Overview of Research products and resources,
training on Research Tools
MISCELLANEOUS
– Personal Board of Directors - Having the right mentors
– Business Planning
– Distressed Assets
– Speakers Bureau/Toast Masters
– Architecture
– Competition-
p What are theyy doing?
g
What are we selling against?
– Sustainability
– Alliance Partners
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