Client Profile: Federal Crown Corporation Office Relocation in Montreal
A federal Crown corporation with a mandate to provide infrastructure and support services required an office relocation in the Montreal area. Like many public sector entities, the organization operates under strict procurement guidelines, requiring transparency, fairness, and defensible results in all real estate transactions.
The Challenge: Finalizing an Office Lease Under Strict Public Sector Procurement Rules
When the relocation process began:
- The organization had already toured, shortlisted, and selected a new property.
- High-level business terms were negotiated, and the landlord submitted a binding Letter of Intent (LOI) for execution.
- Senior management requested brokerage support at the final stage to validate that the deal reflected competitive market conditions.
There was internal hesitation about engaging external advisors due to a previous negative experience with another broker.
The Solution: Tenant-Only Representation and a Competitive Advisory Process
Landmark Advisory Services was introduced as a tenant-only advisor, with no conflicts of interest. After reviewing the LOI and the property, our team identified multiple areas where the deal could be optimized.
Step 1: Using a Competitive RFP to Improve Lease Terms
Although the organization was aligned internally on the selected property, Landmark recommended launching a formal Request for Proposal (RFP) to create a competitive environment. Multiple landlords were invited to respond, and critically, the favoured landlord improved its offer through the RFP compared to the original LOI—demonstrating the tangible value of structured competition.
Step 2: Lease Negotiation to Reduce Occupancy Costs and Risk
Using the improved RFP responses as leverage, Landmark negotiated further concessions, securing:
- Reduced base rent
- Increased tenant improvement allowance
- Additional free rent.
- Favourable non-financial terms that reduced the organization’s risk and liability
Step 3: Lease Review and Legal Collaboration for Federal Compliance
Landmark worked closely with the client’s legal team to finalize the lease agreement, ensuring contractual protections aligned with federal standards.
The Results: Cost Savings, Incentives, and Stronger Lease Protections
Financial Impact: 5% Reduction in Total Occupancy Costs
- 5% reduction in occupancy costs
- $200,000 in negotiated incentives
Lease Enhancements: Improved Renewal Rights, Audit Rights, and Risk Protections
- Addition of 2 x 5-year renewal options
- Removal of landlord relocation rights
- Addition of audit rights on Additional Rent
- Removal of restoration obligations
- Right of first offer on future expansion
- Tighter landlord warranties for premises delivery
“Landmark brought significant value to our relocation project. Their structured process not only delivered measurable financial savings but also strengthened the legal protections in our lease. The team was responsive, collaborative, and easy to work with—we would not hesitate to engage them again in the future.”
Regional Director – Quebec
Beyond the Numbers: Building Confidence in Brokerage Engagement
In addition to the quantifiable savings and enhanced lease protections, the process was noted by the client as efficient, collaborative, and a clear demonstration of added value. The outcome helped rebuild internal confidence in brokerage engagement and has positioned Landmark as a trusted partner for future mandates.
Why Tenant-Only Advisory Matters for Crown Corporations and Public Sector Tenants
This project illustrates Landmark’s ability to:
- Respect strict procurement requirements while unlocking additional value.
- Deliver transparent, defensible results that withstand Executive and Board-level scrutiny.
- Achieve both financial savings and stronger contractual protections for public sector tenants.
- Provide a trusted, conflict-free alternative for organizations cautious about engaging brokerage services.
Work with a tenant-only advisor
If your organization is approaching a lease renewal, relocation, or procurement-driven real estate decision, Landmark Advisory Services works exclusively for tenants, delivering transparent, defensible outcomes with no conflicts of interest.
Connect with our team to see how a structured, competitive process can strengthen both your financial position and your lease protections.