Bryan Koop is a distinguished expert in capital markets, currently representing CBRE, a global leader in commercial real estate services and investments. With a robust background spanning roles at Deutsche Bank and JP Morgan, his expertise lies in commercial real estate finance, particularly in multifamily, industrial, office, and retail sectors. As the industry faces unprecedented challenges due to high interest rates and evolving market dynamics, Bryan highlights the current trends and shifts in capital allocation, noting a significant movement away from urban cores to more suburban locations for certain projects, particularly in the multifamily sector. The conversation unveils the crucial metrics and hurdles that define economic viability in commercial real estate projects, such as untrended return on cost and investment return thresholds.

Key Takeaways:

• Suburban Shift: Investors are increasingly favoring suburban locations over urban cores for multifamily projects due to better cost basis and strong renter demand, despite challenges in suburban office markets.
• Economic Viability Metrics: Understanding untrended return on cost and levered IRR is essential for developers to ensure projects meet investor expectations.
• Capital Market Dynamics: The capital stack for commercial real estate deals is shifting with current market conditions, affecting when and how LP equity engages in projects.
• Role of Relationships: Building strong relationships and being a lifelong learner are key to navigating and succeeding in the real estate and finance industries.
• Future of Real Estate: Advances in technology and AI present promising new revenue streams and operational efficiencies for commercial real estate.

Notable Quotes:

1. "Tell me why we should do a deal and we can talk about the risks and mitigate the risks associated with it, but tell me why we need to do this deal." — Bryan Koop
2. "For multifamily, it's definitely a more interest in the projects that are more viable today than the urban ones." — Bryan Koop
3. "The value of these buildings can be very different than what is today just by efficiencies that are untapped by technology." — Bryan Koop
4. "The entrepreneurial component of capital markets brokerage always enticed me. You're building your own business." — Bryan Koop
5. "Invest in some relationships that make it. It'll change your life. People, things you read, and the people you meet." — Bryan Koop

Resources:

• CBRE Capital Markets - Explore more about the services provided by CBRE at CBRE.
• Book Recommendation: "Margin of Sa

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Jared Krieger is the Co-Managing Director of Boston for Gensler, the largest architecture firm in the world. He has a longstanding career in architecture, having been with Gensler since 2007. Jared's expertise spans multiple high-profile projects, from tall office buildings to mixed-use complexes worldwide, including airports and convention centers.

Jared shares how the firm is steering toward experience-based design, which prioritizes interactive, collaborative spaces in response to post-pandemic shifts in workplace needs. The conversation also unravels how Gensler maintains its competitive edge by fostering a culture of collaboration across its 57 offices worldwide.

The episode highlights Gensler's adaptive organizational structure, which encourages innovation through its cost-center model, allowing seamless integration across diverse project teams. The discussion wraps up with insights into the thriving business model at Gensler, which fuels growth and retains top talent, fostering innovation through collaborative and flexible practices.

Key Takeaways:

• Gensler is the world's largest architecture firm, driven by a collaborative and innovative culture that embraces experience-based design.
• The firm hosts weekly global leadership calls, promoting insights and trends sharing across its worldwide offices to adapt rapidly to market demands.
• Jared emphasizes the importance of creating collaborative work environments that attract talent and fuel innovation, especially post-pandemic.
• Gensler's organizational structure as a cost-center model rather than a profit-center fosters collaboration, enabling seamless integration across projects and offices.
• The integration of advanced technologies, including AI, in Gensler's design processes enhances ideation, conceptualization, and client engagement, positioning the firm at the industry's cutting edge.

Notable Quotes:

1. "It's really experience-based design is what we are seeing in everything."
2. "If it's better for the client and the firm, don't worry about where the profit is hosted."
3. "Communication is always the hardest thing on a project. So I'm actually saying we should step back from technology sometimes and let the communication happen how it should face to face."
4. "Our client's point of view defines the success of a project."
5. "I've always felt comfortable at Gensler that you've got space to try something different."

Resources:

• Gensler Website
• Drexel University's Architecture Program
• Book: "The Anxious Generation"
• For more insights from Jared Krieger, follow him on LinkedIn and check out Gensler's projects in your local area to see innovation in architecture firs

Thank you so much for listening and thank you for joining the Design Development community. Don't forget to subscribe to hear about the latest episodes dropping every Wednesday. If this episode resonated with you, share it with a friend.

Our goal is to help people in the industry identify opportunities for growth by sharing the journey of top performers. There is no one path. Success isn't a straight line. There is something to learn from everyone's story. Let's go!

Leave your thoughts in the comment and reach out if you want to be valuable guest on the show!
Design Development Podcast!

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Greg Karelitz is a go-to-market expert known for his 12-year tenure at HubSpot, during which he helped launch the HubSpot for Startups program and led the global partnerships for WordPress and other products. The discussion revolves around the intricacies of building an effective go-to-market strategy, especially for small businesses and how AI plays a pivotal role in transforming traditional business operations. Rens Hayes IV, who co-founded H&O Structural Engineering, shares his perspectives as a business leader seeking to leverage AI for boosting customer relations and operational efficiencies.

Greg Karelitz delves into his wealth of experience, providing listeners with actionable insights on developing comprehensive go-to-market strategies that drive both customer acquisition and retention. He underscores the importance of integrating sales, marketing, and customer service teams to deliver cohesive and compelling value propositions. By emphasizing the role of AI and technology in streamlining business operations, Greg and Rens highlight the potential for businesses to achieve exponential growth. With a focus on empowering small businesses to leverage AI tools for enhanced marketing and sales strategies, this episode offers valuable guidance for entrepreneurs aiming to scale their ventures effectively.

Key Takeaways:

• Importance of Integration: Aligning sales, marketing, and customer service teams is crucial for a cohesive go-to-market strategy.
• AI as a Catalyst: AI technology simplifies research and execution, providing unprecedented opportunities for small businesses to scale.
• Understanding Customer Value: Businesses need to dig deep to identify the true value they offer customers, enabling better pricing and service models.
• Learning from Failures: Embracing and learning from failures is essential for personal and professional growth.
• Continuous Improvement: Regularly update processes and systems to sustain business growth and leverage new technological tools.

Notable Quotes:

1. "A business is successful when it adds value to customers and, in return, gets value from them."
2. "To be excellent, you now have to connect people, process, and systems."
3. "Curiosity gets you in the door. Learning makes you valuable."
4. "Add more value than you extract."
5. "Trust is the currency of a team."

Resources:

• HubSpot: HubSpot for Startups
• Books Mentioned:
  • "The Five Types of Wealth" by Sahil Bloom

Thank you so much for listening and thank you for joining the Design Development community. Don't forget to subscribe to hear about the latest episodes dropping every Wednesday. If this episode resonated with you, share it with a friend.

Our goal is to help people in the industry identify opportunities for growth by sharing the journey of top performers. There is no one path. Success isn't a straight line. There is something to learn from everyone's story. Let's go!

Leave your thoughts in the comment and reach out if you want to be valuable guest on the show!
Design Development Podcast!

Follow us on LinkedIn, Instagram & YouTube

Find out more at https://h-o.engineering/podcasts/