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Overview

The evolution in progress in the Real Estate sector requires ever more advanced organisational, entrepreneurial and managerial abilities, making it necessary to identify experienced professionals who can exploit the potential of sophisticated analysis tools through the use of diversified and integrated skillsets.

Already by the end of 2016 an upturn in real estate transactions had taken place, after several years of crisis and contraction. The most important driver of this new trend has been the arrival of international investors (who accounted for 70% of the total volumes), bringing “prime net yield” values up to competitive levels.

As ever, this newly changed scenario dictates the renewal and refreshment of skills in order to be able to offer a high level of service to the market.

In addition, the new legislative framework has fostered the birth of new real estate financing models, a new wave of securitisation transactions and new real estate funds.

This however means that new skill assets and professionalisms are needed, capable of managing a different approach to real estate transactions.

The development of a real estate transaction must be preceded by the definition of a marketing plan, that is to say a detailed analysis of the context in order to identify the positioning of the real estate product which is consistent with the requirements of the demand and is differentiated when compared to competing offerings. Of extreme importance is the subsequent phase of selling of the real estate product, that is to say the planning of the specific communications and sales activities.

Also, the entry into the market of new domestic and international players has given rise to demand for new professional roles (finance directors for construction firms, professional managers of real estate portfolios, sales and marketing directors, asset, property and facility managers, etc.).