FOR CUSHMAN & WAKEFIELD INC., THE key to global growth is the one-two punch of strategy and the infrastructure to support it. And that approach has helped boost business for the New York-based firm. Cushman & Wakefield claimed the No. 2 spot in NREI's Top Brokerages ranking this year with a global total of $37.7 billion in investment sales and leasing transactions recorded in 2001 compared with $31.8 billion in 2000 — a hefty 19% increase. The company ranked No. 4 on last year's survey.

“I think when you are in a market like we are in, where the growth isn't there, your company needs to gain in capital market share,” says David Gialanella, executive vice president of retail services for Cushman & Wakefield. “We go overseas because we think there's business there.”

For Cushman & Wakefield, globalization has been a building process. “First, you've got to establish a corporate strategy to figure out where you want to be and you've got to build your infrastructure to get there,” he says. “We're there. We've got 147 offices in 49 countries, but we operate as one company.”

For example, the firm orchestrated its “International Deal of the Year” — the sale-leaseback of a 340,000 sq. ft. campus facility in Singapore for 3-Com — through a joint effort by its Singapore brokerage team and the Cushman & Wakefield New York Consulting and Strategic Advisory Group.

Of course, expansion overseas presents several obstacles, not the least of which is that differing cultures can stand in the way of communication. For example, Gialanella cites the South American countries of Brazil and Argentina, which don't share the same language, let alone similar cultures.

“Our strategy was to focus on Sao Paulo, Brazil, and get a partner with a recognized name,” he explains. Because of that partnership — with Sao Paulo-based SEMCO S.A., a property manager with a 7 million sq. ft. portfolio — Cushman & Wakefield is now Brazil's top facilities manager, opening the door for potential brokerage business as well.

But Gialanella emphasizes that guarding core domestic assets is a significant element of successful globalization. “One of the overriding strategies for a global firm is you want to protect the business you have here in the States because there's an increasing amount of pressure put on us to service business overseas,” he explains.

To that end, Cushman & Wakefield merged with Los Angeles-based Cushman Realty Corp. in 2001 to strengthen its brokerage force, especially in the West, Southwest and Rocky Mountain areas of the U.S.

It also looks to domestic deals with high-profile participants to shore up its U.S. business. Domestically, one of the firm's most prominent transactions was its representation of BV Development LLC in the $44.7 million sale of a 181,000 sq. ft. West Tower in Brighton, Mass., to WGBH Educational Foundation in May 2002.

The move allows WGBH — the Boston Public Broadcasting Co. — to consolidate all of its television, radio and educational activities from more than a dozen buildings into the 7-story property near Harvard Square. The firm joined other high-profile tenants at the Brighton Landing site, which also is the world headquarters of athletic retailer New Balance.

For Cushman & Wakefield, domestic deals such as the sale of Brighton Landing build the foundation for successful global expansion.

“It's part of that whole future interest of protecting your core,” Gialanella says, “and capitalizing on a market.”

Top 25 Brokerages

The Top 25 Brokerages listing is based on information provided by participating companies. Brokers were asked to provide the total dollar value of leasing transactions and investment sales during 2001. The totals were combined to determine the company's ranking.

*Due to inaccurate information supplied by Jones Lang LaSalle, the firm's brokerage totals were substantially higher than previously reported. This ranking reflects the corrected total.

1 Insignia/ESG Inc.
200 Park Ave., New York, NY 10166
Phone: (212) 984-7116
Fax: (212) 984-8040
Web site: www.insigniaesg.com
Officers: Stephen B. Siegel, Chairman/CEO; Ronald Uretta, President/COO; John G. Combs, President, U.S. Property Services
Total Amount of Investment Sales & Leasing Transactions: $48 billion
Investment Sales: $9 billion
Leasing Transactions: $39 billion

2 Cushman & Wakefield
51 W. 52nd St., New York, NY 10019-6178
Phone: (212) 841-7500
Fax: (212) 841-7767
Web site: www.cushwake.com
Officers: Arthur J. Mirante II, President/CEO; Bruce E. Mosler, President, U.S. Operations; John C. Cushman III, Chairman
Total Amount of Investment Sales & Leasing Transactions: $37.7 billion
Investment Sales: $11.3 billion
Leasing Transactions: $26.4 billion

3 CB Richard Ellis
355 S. Grand Ave., Suite 3100 Los Angeles, CA 90071
Phone: (213) 613-3333
Fax: (213) 613-3005
E-mail: info@cbre.com
Web site: www.cbre.com
Officers: Raymond Wirta, CEO; Brett White, President; Calvin Frese, COO, Americas
Total Amount of Investment Sales & Leasing Transactions: $32.4 billion
Investment Sales: $14.2 billion
Leasing Transactions: $18.2 billion

4 Colliers International
84 State St., Boston, MA 02109
Phone: (617) 722-0221
Fax: (617) 722-0224
Web site: www.colliers.com
Officers: Margaret Wigglesworth, President; Mark Burkhart, Chairman; Margaret Carlson, Sr. VP, Operations
Total Amount of Investment Sales & Leasing Transactions: $27.98 billion
Investment Sales: $13.25 billion
Leasing Transactions: $14.73 billion

5 NAI
572 Rte. 130, Hightstown, NJ 08520
Phone: (609) 448-4700
Fax: (609) 448-8126
Web site: www.naidirect.com
Officers: Gerald Finn, Chairman/CEO; Jeffrey Finn, President/COO; David Blanchard, Exec VP
Total Amount of Investment Sales & Leasing Transactions: $25 billion

6 Jones Lang LaSalle
200 E. Randolph., Chicago, IL 60601
Phone: (312) 782-5800
Fax: (312) 228-0360
Web site: www.joneslanglasalle.com
Officers: Earl E. Webb, CEO, Americas; Peyton H. Owen Jr., COO, Americas; Mark Rose, CFO, Americas
Total Amount of Investment Sales & Leasing Transactions: $19 billion

7 The Core Network
15150 Preston Rd., Suite 300, Dallas, TX 75248
Phone: (972) 980-3994
Fax: (972) 980-3993
E-mail: srickard@corenetwork.org
Web site: www.corenetwork.org
Officers: Scott Rickard, President; Perry Morita, VP; Mark Daniel, Director, Business Development
Total Amount of Investment Sales & Leasing Transactions: $16.7 billion
Investment Sales: $11.8 billion
Leasing Transactions: $4.9 billion

8 The Staubach Co.
15601 Dallas Pkwy., Suite 400 Addison, TX 75001
Phone: (972) 361-5000
Fax: (972) 361-5915
Web site: www.staubach.com
Officers: Roger Staubach, Chairman/CEO; Elysia Holt Ragusa, President, Staubach Real Estate Services; Ka Cotter, Vice Chairman
Total Amount of Investment Sales & Leasing Transactions: $12.3 billion
Investment Sales: $12.3 billion

8 Trammell Crow Co.
2001 Ross Ave., Suite 3400, Dallas, TX 75201
Phone: (214) 863-3000
Fax: (214) 863-3138
E-mail: lraflowitz@trammellcrow.com
Web site: www.trammellcrow.com
Officers: Robert E. Sulentic, Chairman/CEO; H. Pryon Blackwell, President, Development and Investment Group; William F. Concannon, President, Global Services Group
Total Amount of Investment Sales & Leasing Transactions: $12.3 billion
Investment Sales: $4.4 billion
Leasing Transactions: $7.9 billion

10 TCN Worldwide
2419 Coit Rd., Suite A., Plano, TX 75075
Phone: (972) 769-8701
Fax: (972) 769-8401
E-mail: ccrow@tcnworldwide.com
Web site: www.tcnworldwide.com
Officers: H. Ross Ford, President; Herb Agin, Chairman; Bram White, Vice Chairman
Total Amount of Investment Sales & Leasing Transactions: $11.4 billion
Investment Sales: $3.86 billion
Leasing Transactions: $7.58 billion

11 Grubb & Ellis Co.
55 E. 59th St., New York, NY 10022-1112
Phone: (212) 759-9700
Fax: (212) 326-4903
Web site: www.grubb-ellis.com
Officers: Barry M. Barovick, President/CEO; Mark R. Costello, COO; Ian Y. Bress, CFO
Total Amount of Investment Sales & Leasing Transactions: $10.7 billion
Investment Sales: $2.6 billion
Leasing Transactions: $8.1 billion

12 Coldwell Banker Commercial
One Campus Dr., Parsippany, NJ 07054
Phone: (800) 222-2162
Fax: (973) 496-0199
Web site: www.coldwellbankercommercial.com
Officers: Jerry D. Anderson, President; Jacklene Chesler, VP, Operations & Marketing; Mark Polon, VP, Commercial Services
Total Amount of Investment Sales & Leasing Transactions: $10.1 billion
Investment Sales: $4.0 billion
Leasing Transactions: $6.1. billion

13 Marcus & Millichap Real Estate Investment Brokerage Co.
First Financial Plaza, 16830 Ventura Blvd., Suite 352, Encino, CA 91436
Phone: (818) 907-0600
Fax: (818) 501-7437
E-mail: lgray@marcusmillichap.com
Web site: www.marcusmillichap.com
Officers: George M. Marcus, Chairman; William A. Millichap, Chairman; Harvey E. Green, President/CEO
Total Amount of Investment Sales & Leasing Transactions: $6.4 billion
Investment Sales: $6.4 billion

14 Julien J. Studley Inc.
300 Park Ave., 3rd Floor New York, NY 10022-5313
Phone: (212) 326-1000
Fax: (212) 326-1034
E-mail: info@studley.com
Web site: www.studley.com
Officers: Julien J. Studley, CEO/Chairman; Jacque Ducharme, President; Nicholas E. Borg, COO
Total Amount of Investment Sales & Leasing Transactions: $5.4 billion
Investment Sales: $782.1 million
Leasing Transactions: $4.6 billion

15 Newmark & Co. Real Estate Inc.
125 Park Ave., New York, NY 10017
Phone: (212) 372-2000
Fax: (212) 372-2426
E-mail: jrader@newmarkre.com
Web site: www.newmarkre.com
Officers: Jeffrey Gural, Chairman; Barry Gosin, Vice Chairman/CEO; James Kuhn, President
Total Amount of Investment Sales & Leasing Transactions: $5 billion
Investment Sales: $514 million
Leasing Transactions: $4.5 billion

16 CRESA Partners LLC
The Chrysler Bldg., 405 Lexington Ave., 47th Floor, New York, NY 10174
Phone: (212) 758-3131
Fax: (212) 980-1977
E-mail: info@cresapartners.com
Web site: www.cresapartners.com
Officers: William Goade, Chairman; Gerald Porter, Vice Chairman; Michael Dow, President/CEO
Total Amount of Investment Sales & Leasing Transactions: $4.1 billion
Leasing Transactions: $4.1 billion

17 Spaulding & Slye Colliers
255 State St., Boston, MA 02109
Phone: (617) 531-4100
Fax: (617) 531-4280
Web site: www.SpauldSlye.com
Officers: James B. Karman, Chairman/CEO; David A. Neskey, Vice Chairman; Richard H. Cross III, President
Total Amount of Investment Sales & Leasing Transactions: $3.6 billion
Investment Sales: $896.7 million
Leasing Transactions: $2.7 billion

18 Century 21 Real Estate Corp.
One Campus Dr., Parsippany, NJ 07054
Phone: (973) 496-7906
Fax: (973) 496-5537
E-mail: C21CIN@aol.com
Web site: www.century21.com/commercial
Officers: Van Davis, President/CEO; Jake Stanton, Sr. VP, Franchise Support; John Greenleaf, Sr. VP, Marketing
Total Amount of Investment Sales & Leasing Transactions: $2.5 billion
Investment Sales: $2.47 billion
Leasing Transactions: $4.5 million

19 Lincoln Property Co.
500 N. Akard, Suite 3300, Dallas, TX 75201
Phone: (214) 740-3300
Fax: (214) 740-3441
E-mail:
Web site: www.lincolnproperty.com
Officers: Mack Pogue, Chairman; Tim Byrne, President/CEO, Residential Division; Bill Duvall, President/CEO, Commercial Division
Total Amount of Investment Sales & Leasing Transactions: $1.68 billion
Investment Sales: $675 million
Leasing Transactions: $1 billion

20 Voit Commercial Brokerage
21700 Oxnard St., Suite 350 Woodland Hills, CA 91367
Phone: (818) 593-6330
Fax: (818) 593-6164
Web site: www.voitco.com
Officers: Robert D. Voit, President/CEO; David Allison, Exec. VP; Robin Rousselet, CFO
Total Amount of Investment Sales & Leasing Transactions: $1.3 billion
Investment Sales: $855.6 million
Leasing Transactions: $457.2 million

21 Burnham Real Estate Services
4435 Eastgate Mall, Suite 200 San Diego, CA 92121
Phone: (858) 452-6500
Fax: (858) 452-3206
E-mail: hillestad@burnhamrealestate.com
Web site: www.burnhamrealestate.com
Officers: Stath Karras, President/CEO; Kit Sparks, CFO; Mike Philbin, Sr. VP
Total Amount of Investment Sales & Leasing Transactions: $1.27 billion
Investment Sales: $696.1 million
Leasing Transactions: $574.5 million

22 GVA Williams
380 Madison Ave., New York, NY 10017
Phone: (212) 716-3528
Fax: (212) 557-1981
Web site: www.gvawilliams.com
Officers: Michael T. Cohen, President; Robert L. Freedman, CEO; Andrew Roos, Sr. Exec. VP
Total Amount of Investment Sales & Leasing Transactions: $1.25 billion
Investment Sales: $122 million
Leasing Transactions: $1.1 billion

23 Sperry Van Ness
18881 Von Karman, Suite 800 Irvine, CA 92612
Phone: (949) 250-4100
Fax: (949) 553-1697
E-mail: sellanis@svn.com
Web site: www.svn.com
Officers: Mark Van Ness, CEO; David Frosh, President; John Hammack, COO
Total Amount of Investment Sales & Leasing Transactions: $1.2 billion
Investment Sales: $1.2 billion

24 GVA Beitler Commercial
825 S. Barrington Ave., Los Angeles, CA 90049
Phone: (310) 820-2955
Fax: (310) 820-7224
Web site: www.beitler.com
Officers: Barry Beitler, President; Jeff Katofsky, COO; Robert Sargent, CFO
Total Amount of Investment Sales & Leasing Transactions: $937 million
Investment Sales: $537 million
Leasing Transactions: $400 million

25 Signature Associates - ONCOR International
One Towne Square, Suite 1200 Southfield, MI 48076
Phone: (248) 948-9000
Fax: (248) 948-9015
E-mail: info@signatureassociates.com
Web site: www.signatureassociates.com
Officers: Steve Gordon, President; John Boyd, Exec.VP; John Gordy, Sr. VP
Total Amount of Investment Sales & Leasing Transactions: $909.7 million
Investment Sales: $167 million
Leasing Transactions: $742.7 million