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Case Study

JLL proves knowledge is power in challenging lease renegotiation

Services provided: Tenant Representation

Achieves $5.1 million in savings for client

Sterling Commerce was nearing the beginning of multiple lease expirations on its four-building, 322,619-square-foot campus near Dublin, Ohio. The year was 2008. The economy was crashing, and Sterling required assistance in securing office space it needed, at a reasonable rate.

To gain negotiation leverage through market and fiscal intelligence, Jones Lang LaSalle (JLL) worked with Sterling Commerce to source alternative options and submit requests for proposals (RFPs) to Sterling’s existing landlord as well as other landlords in the area for build-to-suit options for a reduced footprint.

With competing offers in hand, JLL went through six rounds of proposals and counter-proposals, during a process lasting about 18 months, with Sterling Commerce's existing landlord. The company ultimately renewed its existing lease, but at terms with aggregate lease renewal savings of almost $5.1 million.

Read the full Sterling Commerce case study

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