When Selling a Commercial Property Means Rethinking the Obvious
A recent disposal we handled in Wooburn Green is a good example of how considered advice and flexibility can make a real difference when selling commercial property.
Bringing a commercial property for sale to the market is rarely as straightforward as placing an advert and waiting for offers. Changing demand and evolving occupier needs mean that achieving the best outcome often depends on asking the right questions early and being prepared to adapt the strategy as the market responds.
Understanding the Starting Point
Our client no longer required their existing premises after deciding to relocate to larger offices in Marlow. With the move confirmed, the focus turned to how best to sell the existing building and release value efficiently.
At the outset, it was important not to make assumptions. While the property had been used as offices for many years, demand for commercial space can vary significantly by location and market conditions. Rather than defaulting to a single route to market, we took time to assess where the strongest value might lie.
Testing Alternative Uses Without Losing Focus
In recent years, many office buildings have benefitted from permitted development rights allowing conversion to residential use. As part of a thorough disposal strategy, we explored this option to understand whether an alternative use could enhance the value of the commercial property for sale or widen the pool of potential buyers.
Detailed analysis showed that rising construction and conversion costs, combined with falling residential capital values, meant that the numbers didn’t stack up. The existing use value of the building as offices remained stronger than its value as a residential development.
Responding to Commercial Property Market Reality
With this clarity, the disposal strategy refocused on the occupational market. Rather than forcing an alternative use that no longer made commercial sense, the aim became identifying a buyer who could use the building immediately and confidently as office space.
Finding the Right Buyer
Interest came from an adjoining occupier - an established IT company looking to expand its existing premises. As a neighbouring business, they understood the location, the building and the local market, making the opportunity a natural fit.
By aligning the property with a buyer whose needs matched the asset, we were able to negotiate a transaction that worked for both parties and complete the sale smoothly.
What This Means for Anyone Selling Commercial Property
This transaction highlights a key point for anyone with a commercial property for sale: the best outcome doesn’t always come from following the most obvious route. Market conditions change, and value is rarely one-dimensional.
Good advice means:
- Testing assumptions before committing to a strategy
- Understanding existing use value as well as alternative options
- Adapting to market conditions rather than working against them
- Identifying buyers whose needs genuinely align with the property
Above all, it’s about positioning a property intelligently and being prepared to evolve the approach.
Thinking About Selling?
If you’re considering selling a commercial property, informed advice can make a significant difference to the result you achieve. Whether you’re dealing with offices, industrial property, retail premises or more complex assets, we take a considered, practical approach focused on delivery.
If you’d like to discuss your property or explore the best route to market, please get in touch with our team. We’d be happy to help.