What is Trilogy Real Estate's service-led strategy?
Putting the customer at the centre of the universe
Robert Wolstenholme, Founder of Trilogy Real Estate and his tag team partner, Laurence Jones, Trilogy’s Head Of Asset Management join Bold Founder, Caleb Parker, to share how Trilogy puts the customer at the center of the universe to drive higher yields for their investors.
Trilogy is a London-based real estate investment and development business with a reputation for repositioning overlooked assets in the UK and transforming them into contemporary workplaces and mixed-use destinations.
Robert shares a fascinating story about his career in real estate and how he went from working in the broker world at JLL to eventually launching Trilogy, his own real estate development company.
Laurence tells us how he got involved in the company, and we hear how Trilogy creates destinations people want to come to work in.
(See Republic London: https://republic.london/)
In this episode you’re going to hear how Trilogy’s strategy is about providing a service to customers, and we dive into that service-led approach.
Asked about the evolution of building valuations, Robert says office building valuers should talk to hotel valuers (who have decades of experience in this area) to standardise the investment profile of income streams from of flexible and Space-as-a-Service footprints.
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- Trilogy partners with foundations, endowments and pension funds to develop property and provide returns by finding buildings and spaces with untapped potential.
- They invest in higher risk opportunities and layer highly creative asset management strategies over their developments.
- When developing property, they put the customer at the center of the universe to drive higher yields.
- People today want to work for companies that enable them to make an impact.
- When developing property we need to create environments people want to come work from.
- Sustainability is a priority.
- People want to be inspired and feel good. Offices should dial up innovation in people.
- People want to work in places that have a vibrant energy.
- Real estate needs to think about tenants as customers.
- It’s time to build real relationships with customers beyond a financial transaction.
- Landlords should ask how civilisations begin, then apply the same principle to building community in their developments.
- There is more that we can achieve beyond putting an occupier in and accepting rent. Real estate should ask “What can we do to create opportunities for people?”
- Flexible space should make up approximately 40% of an asset, but flexibility should be 100% of mindset.
- More customers on flexible terms creates diversification.
- Having a flexible approach and mindset to help people succeed opens the door to relationship building
- Valuation methodologies need to evolve to standardise the investment profile of income streams from of flexible Space-as-a-Service footprints
- Hotels have been valued this way for decades. Office building valuers should talk to hotel valuers to solve this.
About Robert Wolstenholme
Drawing on 25 years of experience and energised by the real benefits of great design, Robert Wolstenholme has been closely involved with some of the most innovative developments in London and has collaborated with Britain’s most respected architects, designers and investors.
Robert launched investment and development company Trilogy Property in 2015 to specialise in repositioning overlooked assets in the UK, transforming them into contemporary workplaces and mixed-use destinations. Trilogy Property’s first project, Republic at East India Dock– a four acre workplace campus in London’s docklands, developed to attract and retain London’s creative and tech talent – launched in June 2016 and has since drawn in tenants such as Deliveroo and The Trampery tech incubator.
Robert has a well-regarded reputation for unlocking potential in places through culture, creativity and technology and worked to set the benchmark for the re-invention of the modern, creative office building. During his ten years at Resolution Property, Robert was integral to the team that developed many of London’s standard-setting workplaces, most notably the Ampersand Building in Soho and the Alphabeta Building on Finsbury Square, which received an RIBA London Award, Property Award and a British Council of Offices Award for Refurbishment during 2016. Trilogy Property is also developing the Great Northern Warehouse in Manchester, a £300 million project which will create a residential, commercial and leisure quarter focused around a historic warehouse in the city centre.
Robert is a Chartered Surveyor with a degree in Architecture from the Bartlett School. Prior to joining Resolution Property, he was a director at Jones Lang LaSalle.
About Laurence Jones
Laurence is Trilogy’s Head of Asset Management & Leasing. His principal responsibilities include the identification and implementation of all property related business plans and value-add initiatives, as well as the management of agents and outsourced advisors.
Laurence has an MA in Property Valuation and Law, holds the IMC qualification and is a member of the RICS.
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