Commercial Leasing & Tenant Relationship Management Training Course

Course Overview

Learning Objectives

• Analyze the demand drivers, competing supply, and occupier needs that shape office and retail leasing decisions.
• Develop a leasing strategy and positioning statement for a commercial asset or a mixed portfolio.
• Plan a tenant mix that balances anchor tenants, specialty retailers, and income stability across the asset.
• Structure heads of terms covering rent, term, incentives, rent reviews, and break and renewal options.
• Compare gross, net, and turnover rent structures and judge their effect on income and tenant viability.
• Apply consistent area measurement using IPMS and explain clearly to tenants how it relates to the area stated in the lease.
• Establish screening and approval controls, including delegations of authority for non-standard lease terms.
• Design tenant onboarding and fit-out coordination processes that protect the building and the opening date.
• Prepare transparent service charge budgets, reconciliations, and tenant communications that build trust.
• Manage arrears, complaints, and disputes through clear escalation routes and documented decisions.
• Measure tenant satisfaction and use the results to set retention priorities and service improvements.
• Plan renewal negotiations early and evaluate the commercial case for retaining, relocating, or replacing a tenant.

Who Should Attend

Learning Outcomes

• By the end of this course, participants will be able to:
• Develop a leasing strategy that sets clear income, occupancy, and tenant quality objectives for an asset.
• Plan an office or retail tenant mix that supports footfall, stability, and long-term asset value.
• Structure heads of terms that balance landlord protection with the commercial needs of the tenant.
• Compare rent structures and incentives and explain their effect on income and on tenant viability.
• Apply consistent area measurement and clear cost allocation across the leased portfolio.
• Coordinate tenant onboarding and fit-out so that handover and opening proceed without avoidable delay.
• Prepare service charge budgets and statements that tenants can understand and check for themselves.
• Manage complaints, arrears, and disputes through documented steps and defined escalation routes.
• Track tenant satisfaction and turn the findings into practical service improvement actions.
• Build a retention and renewal plan that starts well ahead of lease expiry for priority tenants.
• Report leasing performance to owners using reliable lease data and agreed performance indicators.
• Apply clear delegations of authority so that non-standard lease terms are reviewed and approved properly.

Course Outline