{"id":1004078091,"date":"2013-06-28T11:03:40","date_gmt":"2013-06-28T19:03:40","guid":{"rendered":"https:\/\/www.commercialsearch.com\/news\/?p=1004078091"},"modified":"2022-12-07T17:08:33","modified_gmt":"2022-12-08T01:08:33","slug":"opening-doors","status":"publish","type":"post","link":"https:\/\/www.commercialsearch.com\/news\/opening-doors\/","title":{"rendered":"Opening Doors"},"content":{"rendered":"

Innovator Lauralee Martin Targets Further Growth for Jones Lang LaSalle\u2019s Powerful Americas Unit<\/strong><\/p>\n

By Paul Rosta, Senior Editor<\/em><\/p>\n

\"\"<\/a><\/p>\n

After 10 years of roaming the globe on behalf of Jones Lang LaSalle Inc., Lauralee Martin may finally have a little less jet lag in her future. Martin has traveled tirelessly throughout the world as the firm\u2019s CFO since 2002 and COO since 2005. Her new assignment may eventually reduce the number of time zones she visits, but it will hardly mean less time in the spotlight. As CEO of Jones Lang LaSalle\u2019s Americas region, Martin oversees the company\u2019s most powerful revenue generator, one that spans eight countries on two continents, with 80 offices and some 16,000 people.<\/p>\n

To be sure, expectations are high for Martin in the high-profile role, which she assumed on Jan. 1. In no small measure, those expectations stem from the track record of her predecessor, Peter Roberts, who now holds the newly created position of chief strategy officer at the global level. During a decade at the helm, Roberts steered the region through an era of historic expansion, a harsh economic downturn and muscular growth. In 2012, Roberts\u2019 valedictory year, the Americas region registered a tidy 15 percent year-over-year increase in revenue, reaching $1.7 billion. That total easily outpaced the $1 billion tallied by the runner-up Europe-Middle East-Africa region.<\/p>\n

Martin, however, is up to the challenge, bringing a long track record of innovation and company growth to her new role. She joined Jones Lang LaSalle in 2002 after 16 years at Heller Financial Services Inc., where her duties included serving as CFO during the company\u2019s initial public offering and sale to GE Capital three years later (see \u201cEmbracing Change\u201d at left). At Jones Lang LaSalle, she has been instrumental to maintaining the company\u2019s solid financial foundation, expanding its services, broadening its footprint and sparking robust revenue growth.<\/p>\n

In 2012, Jones Lang LaSalle\u2019s worldwide revenues reached $3.9 billion, a 12 percent year-over-year increase. That total reflects a 63 percent increase since the depths of the recession in 2009. After both the most recent downturn and the one following the Sept. 11, 2001, terrorist attacks, Martin worked to place the company on a sound financial footing that set the stage for record growth. Since adding the COO\u2019s role, she has championed signature initiatives in technology, sustainability and diversity.<\/p>\n

Associates describe her as an eagle-eyed talent scout, a decisive yet good-humored leader and a tireless worker. \u201cShe really is a 24\/7 person,\u201d said David Gold, a senior analyst with New York City-based Sidoti & Co. \u201cI\u2019m jealous of the amount of energy she has,\u201d admitted Gold, who at 38 is a couple of decades Martin\u2019s junior.
\nResponsiveness, too, is a Martin trademark. In her combined roles as CFO and COO, \u201cshe was always very busy, always traveling around the globe,\u201d Gold noted. Despite the grueling schedule, she would unfailingly respond to his requests for information. \u201cIt wouldn\u2019t matter if she were in an airport in Hong Kong running for the plane, she would still call. Things were not falling off her plate.\u201d<\/p>\n

She is also something of a trailblazer as the first woman to be named CEO of a major U.S. real estate services company. Even if Martin and her colleagues are low key about the milestone her appointment represents, its significance is not lost on observers. \u201cYou can rest assured that any organization that deals with the company noticed it,\u201d declared Martin\u2019s friend Collette English Dixon, the 2011 national president of Commercial Real Estate Women and a Chicago-based principal for Prudential Real Estate Investors. She regards Martin\u2019s appointment both as a laudable step forward and as a reminder of the long road to true parity that remains ahead: \u201cIt will be a great day for the industry, and a sign of real progress, when we no longer need to single out an achievement such as Lauralee\u2019s as unique or a first because of gender.\u201d<\/p>\n

In her new role, Martin looks to build on the company\u2019s diversified services platform in the United States and throughout the Americas. \u201cOne of the things we were very proud of was that leasing overall in the industry was down 20 percent and we were up 9 percent\u201d in revenue last year, she noted.<\/p>\n

As examples, she cites several business lines where she contends the company is poised to take advantage of stepped-up demand. \u201cWe have invested very heavily for the last four years in building our U.S. capital markets capabilities, particularly in multi-family,\u201d she noted. In that time, Jones Lang LaSalle has added some 60 multi-family specialists nationwide. That investment is paying off in deals like the sale of Archstone Crystal Towers, a 914-unit luxury high-rise in Arlington, Va.<\/p>\n

Represented by managing directors Al Cissel and Scott Melnick, Equity Residential sold the asset to Dweck Properties in April for $332 million, believed to be the richest price ever commanded by a multi-family asset in metropolitan Washington, D.C. Crystal Towers capped four recent multi-family transactions recently orchestrated by Cissel and Melnick in metro Washington for an aggregate $608 million.<\/p>\n

Jones Lang LaSalle brokers also wrapped one of the country\u2019s biggest trophy hotel sales of early 2013. Robert Webster and Tim Southard of the firm\u2019s hospitality practice represented Host Hotels & Resorts in its $293 million sale of the Atlanta Marriott Marquis. The buyer of the 1,663-key property has since been identified as Black Diamond Inc., an affiliate of the Abu Dhabi Investment Authority.<\/p>\n

In facilities services, Martin is eyeing healthcare-related opportunities. She cites the company\u2019s 2011 assignment to handle Beaumont Health System\u2019s 8.5 million-square-foot portfolio in Metropolitan Detroit as an example. Then known as Beaumont Hospitals, the healthcare network tasked Jones Lang LaSalle with trimming real estate costs that typically account for 30 to 40 percent of operating expenses.<\/p>\n

Jones Lang LaSalle manages a portfolio that includes Beaumont\u2019s hospitals in Grosse Pointe, Troy and Royal Oak, Mich., as well as more than 100 patient care and business offices. Taking the place of Beaumont Hospitals\u2019 in-house facilities group, the real estate company handles services ranging from facilities management and utility operations to lease administration and biomedical equipment maintenance. Also in 2011, it teamed up with Pacific Medical Buildings to provide strategic planning, development and financing services for healthcare facilities, particularly medical office buildings.<\/p>\n

Martin did not reveal any current plans for acquisitions in the Americas, but observed, \u201cWe\u2019re definitely in a consolidating industry.\u201d The company is approached constantly about mergers, especially by specialty firms that pitch themselves as a good fit with the company, she reported. Jones Lang LaSalle has a broad footprint in the region, particularly in the United States. As a rule of thumb, she explained, \u201cwe believe it\u2019s important to be one of the top three service providers in each of the top markets\u201d where clients are located.<\/p>\n

Two Steps Ahead<\/strong>
\nTo the company\u2019s wide-ranging Americas platform, Martin brings both a first-class temperament and a first-rate mind. \u201cShe\u2019s one of the smartest C-suite executives I\u2019ve ever met,\u201d Gold said. \u201cShe\u2019s always one step ahead of me, and usually it\u2019s two steps.\u201d<\/p>\n

Gunnar Branson, president & CEO of the National Association of Real Estate Investment Managers, observed that Martin combines sharp analysis with an insatiable appetite for information and a respect for colleagues\u2019 ideas. \u201cShe\u2019s always been the smartest person in the room, but she\u2019s not someone who needs to let you know,\u201d he said. \u201cBecause her ego is not getting in the way, she\u2019s able to spend time listening and giving people the time to say what they mean.\u201d In the best, scientific sense of the word, Branson added, Martin is also a skeptic. \u201cHer style is to say, \u2018You\u2019ve asserted this\u2014how do you prove it? What is the data?\u2019\u201d<\/p>\n

Along the way, she has also earned a reputation for being one of the industry\u2019s most approachable senior executives. In 2011, English Dixon called Martin\u2019s office, hoping to meet with her to discuss the Urban Land Institute\u2019s recently launched Women\u2019s Leadership Initiative. English Dixon was unsure whether her outreach would bear fruit, and was gratified when Martin quickly took her up on the invitation. \u201cIt was amazing to me that I didn\u2019t have to go through three gatekeepers, and that she was so willing to find time to talk with me.\u201d Since that initial lunch meeting, Martin has become a valued mentor, confidante and friend.<\/p>\n

At Jones Lang LaSalle, Martin has repeatedly addressed the challenges posed by paradigm shifts in technology, global competition and abrupt economic swings. When she joined the company as CFO, it was grappling with the downturn that followed the Sept. 11, 2001, terrorist attacks. By the third quarter of that year, the company was obliged to revise its earnings guidance downward; all told, global revenues for 2002 declined 7 percent to $840 million. Over the next few years, Martin put in place a wide-ranging strategy to strengthen the company\u2019s finances\u2014trimming operating costs, managing debt and tax rates and maintaining high scores from the rating agencies. During her first year alone, the strategy cut costs by more than $50 million; the following year, the company paid down its credit facility by $38 million.<\/p>\n

During her seven years as COO, Martin has provided backing and financial support for the company\u2019s embrace of innovative technology. In 2011, it unveiled IntelliCommand, a proprietary facilities management platform that it touts as the industry\u2019s first integrated building management solution to combine cloud-based, smart-building technology with round-the-clock, real-time remote monitoring and control of facilities and portfolios worldwide.<\/p>\n

Employing technology from Pacific Controls, the platform performs a process of continuous commissioning. IntelliCommand remotely monitors and analyzes data in real time, then makes adjustments to maximize operating efficiency, particularly in energy use. Last year, the platform received Realcomm\u2019s annual award for best use of automation in real estate facilities.
\nAs COO, Martin was an early champion of sustainability. During the movement\u2019s early stages, \u201cwe said, \u2018We could be leaders, change the industry and make sure our clients\u2019 buildings operate at the top level of efficiency,\u201d Martin recalled. \u201cOur clients expect it now, and tenants expect it, too, or else their buildings would not be competitive.\u201d Today, the company counts more than 1,250 LEED-accredited professionals globally, the most in the industry. \u201cWe have an expectation that our project managers, our property management people, our engineers get LEED accreditation,\u201d she emphasized. \u201cTraining and qualifying our people ensures that they receive LEED accreditation and know more about the process than anyone else.\u201d Assessing the industry\u2019s overall performance in sustainability, she noted that short-term thinking about investing in green measures remains widespread, \u201cbut in operations, (there\u2019s a recognition) of a long-term benefit.\u201d<\/p>\n

Diversity, too, has become a company hallmark, woven into its culture in a number of ways. Officially recognized affinity groups offer networking, mentoring and professional development opportunities for women, people of diverse ethnic backgrounds, and gay, lesbian and transgender employees. Senior management representatives regularly participate in their events. In a telling achievement, the company was the sole real estate firm on Diversity MBA magazine\u2019s roster of the top 50 companies for diverse real estate managers.<\/p>\n

Last October, Jones Lang LaSalle organized its second annual Women\u2019s Summit, which brought together 60 of the company\u2019s top women to Dallas for two days of networking, panel discussions and professional development workshops. The agenda included career challenges and solutions, personal \u201cbranding\u201d strategies and recruiting. Global president & CEO Colin Dyer addressed the attendees, as did three locally based CEOs: Pam Patsley of Moneygram, Colleen Walker of Girl Scouts USA and Elaine Agather of JPMorgan Chase\u2019s Dallas region.<\/p>\n

As new trends in technology, sustainability, diversity, capital markets and other areas shape the real estate industry, perhaps the overarching task for CEOs is identifying strategies for change. Martin, who embodies part of that transformation, is in the right role at the right time, according to Branson. With her thirst for knowledge, eye for innovation and openness to the ideas of others, he observed, \u201cShe\u2019s very well suited to make change happen\u2014and make the appropriate level of change.\u201d<\/p>\n

The ultimate test for a leader, Branson argues, is implementing change in a way that promotes growth. Lauralee Martin, he says, \u201cis ideally suited to striking that balance.\u201d<\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

Innovator Lauralee Martin targets further growth for Jones Lang LaSalle\u2019s powerful Americas unit.<\/p>\n","protected":false},"author":952,"featured_media":1004078092,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[21744],"tags":[],"class_list":["post-1004078091","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-people"],"acf":[],"yoast_head":"\nOpening Doors - Commercial Property Executive<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.commercialsearch.com\/news\/opening-doors\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Opening Doors\" \/>\n<meta property=\"og:description\" content=\"Innovator Lauralee Martin targets further growth for Jones Lang LaSalle\u2019s powerful Americas unit.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.commercialsearch.com\/news\/opening-doors\/\" \/>\n<meta property=\"og:site_name\" content=\"Commercial Property Executive\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/CPExecutive\" \/>\n<meta property=\"article:published_time\" content=\"2013-06-28T19:03:40+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-12-08T01:08:33+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.commercialsearch.com\/news\/wp-content\/uploads\/sites\/46\/2013\/06\/LauraLee.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"493\" \/>\n\t<meta property=\"og:image:height\" content=\"743\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Anna Spiewak\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@cpexecutive\" \/>\n<meta name=\"twitter:site\" content=\"@cpexecutive\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.commercialsearch.com\\\/news\\\/opening-doors\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.commercialsearch.com\\\/news\\\/opening-doors\\\/\"},\"author\":{\"name\":\"Anna Spiewak\",\"@id\":\"https:\\\/\\\/www.commercialsearch.com\\\/news\\\/#\\\/schema\\\/person\\\/1bbb99675c2609ea2e6792f8b25d7b76\"},\"headline\":\"Opening Doors\",\"datePublished\":\"2013-06-28T19:03:40+00:00\",\"dateModified\":\"2022-12-08T01:08:33+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.commercialsearch.com\\\/news\\\/opening-doors\\\/\"},\"wordCount\":2039,\"commentCount\":0,\"image\":{\"@id\":\"https:\\\/\\\/www.commercialsearch.com\\\/news\\\/opening-doors\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/www.commercialsearch.com\\\/news\\\/wp-content\\\/uploads\\\/sites\\\/46\\\/2013\\\/06\\\/LauraLee.jpg\",\"articleSection\":[\"People\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/www.commercialsearch.com\\\/news\\\/opening-doors\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.commercialsearch.com\\\/news\\\/opening-doors\\\/\",\"url\":\"https:\\\/\\\/www.commercialsearch.com\\\/news\\\/opening-doors\\\/\",\"name\":\"Opening Doors - 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