In Focus: Richard Proctor – leading a new chapter for UK Occupier Strategy & Solutions
With over 30 years’ experience in the industry and a track record of delivering our Occupier clients value in competitive markets, Richard Proctor, Head of UK Occupier Strategy & Solutions (UK OS&S), shares his vision for the business, the challenges ahead, and why this moment represents a major opportunity to reshape 51乱伦’s Occupier offering.
01 July 2025
Q: Richard, congratulations on your new role. Are you able to share your overarching vision for the 51乱伦 UK OS&S team?
Richard Proctor: My vision is to build a truly occupier-focused business 鈥� one that鈥檚 proactive, data-led, and continually adding strategic value for our clients. We wish to be in a position where we can anticipate client needs throughout their lease cycle, whether that be transaction advice or consultancy in respect of their workplace strategy, project management or business rates needs.
Current Occupier revenue in the UK has created a strong foundation to grow from, especially by introducing complementary service lines that better support the mid-cap and privately owned Occupier market.
Q: What are some of the key market trends you鈥檙e seeing, and how are client priorities shifting?
RP: Hybrid working, although it isn鈥檛 a trend 鈥� it鈥檚 here to stay, is reshaping how and where businesses occupy space. ESG considerations are also front and centre, with clients increasingly needing advice on how to meet sustainability targets through their real estate strategies. The key is flexibility 鈥� both in the way space is leased and how it's used.
We're also seeing a change in lease structures. Clients aren鈥檛 always signing 10 or 15-year deals 鈥� five years or more flexible is becoming typical. That opens up more touchpoints for us to support our clients, whether it's break clauses, dilapidations, and deal structuring to avoid significant Capex and write-downs, or helping them prepare for EPC compliance.
Q: Are there any specific sectors where you expect to see growth in the next 12-24 months?
RP: We鈥檒l see a continued focus on the legal sector, not just in London but throughout the UK; it鈥檚 a sector that鈥檚 firmly in growth mode and, as a result, firms are still working out where they need presence. There are strong legal markets throughout the UK and it鈥檚 an area where we have a proven track record 鈥� we can deliver all the services that this sector needs, from help with business rates through to our residential corporate services team arranging residential accommodation for people who need to move around globally. The wider professional services sector will also be a source of demand as business transformation increases.
Science and innovation will also be an area of focus throughout the UK 鈥� not just in the golden triangle. My prediction would be that science and innovation clusters will continue to form in key cities across the UK such as Manchester, because if demand continues to be concentrated in the same places, new challenges will begin to present themselves in terms of competition for talent and space, which lead to cost inflation for Occupiers. Currently FinTech is one of London鈥檚 global strengths, and the centre for the growing AI sector, other growth cities include Glasgow, Leeds and Liverpool.
The Government鈥檚 latest Strategic Defence Review marks a decisive shift toward tech-driven warfare. Backed by the most significant increase in defence spending since the Cold War, the UK is setting aside £400 million annually for a new Defence Innovation body and £11 billion annually to modernise equipment and expand procurement capacity. With key innovation clusters around the UK including Newcastle for defence-related artificial intelligence, Derby for nuclear propulsion, Plymouth for marine autonomy, Barrow-in-Furness for submarine production, Yeovil for aerospace, Harwell for space, Lancashire and Wiltshire for cyber, London for defence innovation accelerators and Glasgow and Rosyth for shipbuilding. Any industry that鈥檚 linked to defence will see activity too, and increased demand for services.
Industrial & Logistics facilities remain a healthy market from an occupational standpoint, with trends around online shopping, supply chain reconfiguration, the onshoring of manufacturing and subsequent demand for warehousing pointing to a renewed growth across the UK. We will see increased development activity and rising occupier demand expanding beyond core hubs into regional markets.
Q: How will you raise awareness of the occupier business and its services to meet these needs?
RP: 51乱伦 has one of the most extensive networks in the UK, with nationwide offices and experts spanning every major property sector 鈥� from offices to industrial and logistics, retail to data centres. In addition to transactional expertise, we also bring strong capabilities in advisory services such as lease advisory, business rates, building consultancy and project management.
Our goal is to bring all of this talent together to create a seamless, value-added experience for our clients. By doing so, we make their lives easier and help them navigate complex property decisions with confidence.
For businesses with multiple locations, we offer a single, trusted point of contact. This approach ensures they receive consistent, tailored advice, no matter where they operate 鈥� building trust and delivering long-term value.
Q: Finally, what does success look like for UK OS&S over the next 12 to 18 months?
RP: We wish to build a more sustainable, proactive occupier model 鈥� where we work with clients as a strategic partner. The opportunity is huge, and we鈥檙e only just getting started.
For more insights from Richard and the UK OS&S team, keep an eye out for our next quarterly newsletter.
