CBRE Expands Its National Reach    CBRE's Industrial Services division recruited Paul Waters earlier this year to lead the expansion of the group's national occupier representation practice. Waters, a senior managing director with more than 17 years of experience across multiple commercial real estate disciplines, has extensive expertise in the industrial and office representation sectors.    According to Jim Dieter, executive managing director and leader of the companies overall industrial services practice, Industrial Services, "Paul is one of the most talented professionals in the industry, and bringing him aboard has significantly enhanced our industry-leading Industrial Services line of business."    As senior managing director, Waters is responsible for implementing a national strategy for pursuing significant industrial requirements with occupancy needs. This strategy includes not only the Industrial Group's 750 professionals, but also the industrial needs of their Global Corporate Services portfolios. He sees the group's expansion of scope as a response to demand. "Increasingly, we're finding industrial clients who are looking for cost-effective, long-term strategic planning," Waters says.    "We will provide an integrated solution for client's requirements. Our mission as a strategic advisor is to take it to a higher level, to 'de-commoditize' the implementation by including services such as strategic planning, tax and municipal incentives, facility management and local labor analysis. Typically, we help the client achieve cost savings benefits, and increase productivity and efficiency. We apply metrics to the formula to show the economic benefits."    "Effective selling requires an understanding of the customer's mindset." "To implement our strategic pursuit models, we are assembling the best teams and individuals, identifying prospective clients and applying the best approaches for each situation. With this kind of preparation, we expect to consistently bring our best 'athletes' into the room for each presentation and to win the business."