GlobeSt.com: How has the industrial market changed over the past two years in that you felt it was necessary to be able to provide additional services?

Tomaselli: The industrial market has recovered in Orange County and Southern California, with vacancies at 5% or less, commensurate with the vacancies pre-recession. New development in the industrial market is limited, and tenants in the market—especially those seeking class-A product—have few choices. Moving forward, lease rates will increase and landlords will need the best intelligence available to make smart decisions about rates and terms that are in line with market conditions and trends. The Jones Lang LaSalle platform provides us all the tools necessary to deliver that information along with strategic solutions to our clients.

GlobeSt.com: What were the key attributes that you were looking for when considering a firm with which to merge or align?

Tomaselli: Most importantly, we were looking for a firm that was culturally aligned, a firm that emphasized collaboration rather than competition from within. We looked for a firm that provided tools to enable us to be proactive as well as an arrangement where we could be consultants and advisors to our clients, not mere salespeople. It was also important that team members were polished and professional, with ethical- and moral-based decision-making as opposed to the gunslinger model of “eat what you kill and move on to the next hunt” without regard for the clients. We wanted to align with a firm where developing and delivering win-win relationships between landlords and tenants was of the utmost importance. We believe we have found the perfect marriage.

GlobeSt.com: How does this merger benefit your clients?

Tomaselli: We now have the ability to offer a remarkably broader array of commercial real estate services to all of our landlord, investor, tenant and owner-occupier clients. Our clients also benefit from the ability to leverage a global-services platform and broad client connections around the world. These unique advantages, combined with the service and advice of our highly skilled professionals, will provide our clients with a competitive edge toward succeeding in their respective pursuits.

GlobeSt.com: What real estate services do you feel are the most important to industrial owners, occupiers and investors in today’s market?

Tomaselli: The key is the ability to deliver any and all the aligned services any client would need in a broad but scalable platform. Clients want a firm that will deliver the best of the best-aligned services across the world, not just in a few markets.

GlobeSt.com: What are your goals for the Jones Lang LaSalle Orange County industrial team?

Tomaselli: Our number-one goal is to align our team with all the industrial owners, tenants and owner-occupiers in Orange County in order to develop deep and long-term relationships, whether they have a need today or in the long term. We want to continue to deliver solutions to help our clients be successful.