What Does It Take to Become a Leader In the Field of Industrial Real Estate? Corporate real estate clients have a choice of service providers and should seek and expect professionalism, superior service and integrity. Ideal Qualities of a Service Provider    The most important and ideal qualities of an industrial real estate service provider are knowledge and expertise, market leadership and relationships, and client service focus. Knowledge/Expertise    • A service provider should have excellent real estate knowledge and expertise in the service areas the client needs, which may include site selection, acquisitions, tenant/buyer representation (land and/or facilities), disposition services, real estate development, construction, brokerage, marketing, due diligence, advisory, facilities and property management, financing, consulting, valuation services, and lease administration. Any real estate expertise within the provider's organization adds to the capabilities and resources available to the client.    • Superior local market knowledge is essential, specifically knowledge of existing and planned industrial parks, availability of properties and product types, pricing, lease rates, zoning issues, and existing and planned transportation infrastructure.    • A client benefits from a provider's regional, national, and international experience as well as its local knowledge. A provider's broader perspective and ability to reach out to colleagues in other regions may bring answers to questions beyond the traditional local solutions.    • Industry affiliations and designations are indicators of a provider's expertise (e.g., NAIOP, IAMC, SIOR, CCIM, CPM, MAI). Market Leadership/Relationships    • A client should expect to benefit from a service provider's excellent community and industry reputation and relationships. Of particular importance are the provider's affiliation and working relationships with local economic development professionals, who can be a valuable resource for relocating and expanding facilities.    • An ideal provider has established working relationships with and the ability to recommend appropriate and top quality vendors and professionals (e.g., engineers, architects, planners, and attorneys).    • A client can benefit from representation by a local market leader with an established good reputation. A major client organization with multi-city facilities may enjoy considerable influence in its headquarters city, but lack negotiating advantages in a market where it has a relatively minor real estate presence. A provider's good relationships with property owners, developers, landlords, brokers, local officials, planning department personnel, and community leaders will facilitate favorable introductions, negotiations and advantages on a client's behalf.