From the Impossible Sublease to a Massive Win
"Ken Ashley solved our complex sublease problem that others couldn't move. He then turned a competitive high-stakes renewal into a massive win for our firm..."
Thompson Hine LLP
Sublease Disposition & High-Leverage Lease Renewal
The Problem
Thompson Hine, a premier law firm, faced a two-phased real estate challenge in the Atlanta market. Initially, the firm was burdened with a difficult sublease that required an aggressive and creative disposition strategy to mitigate long-term liability.
Following the successful sublease execution, the firm reached a critical juncture: their primary office was located in a well-capitalized, trophy-class building that was nearly 100% leased. With minimal vacancy in the building, the landlord held significant natural leverage, making a favorable long-term renewal appear statistically unlikely.
The Action
To level the playing field, the Cushman & Wakefield team, led by Ken Ashley, pivoted from a standard renewal negotiation to a "Strategic Relocation" narrative.
Phase I:
Performance through Disposition. We first proved our capability by successfully navigating a complex and difficult sublease. By getting the deal done in a challenging environment, we established the trust and momentum necessary for the larger headquarters strategy.
Phase II:
Manufactured Leverage. Despite the landlord’s strong position in a fully leased building, we conducted a comprehensive market sweep of top-tier alternatives. By meticulously preparing the firm for a potential relocation, we signaled to the landlord that Thompson Hine was not "captured" by the building.
Phase III:
Driving the Outcome. We utilized this manufactured competition to convince the well-capitalized landlord that losing a blue-chip tenant like Thompson Hine was a real and looming risk. This shifted the negotiation from a passive renewal to a high-stakes retention play for the landlord.
The Outcome
By emphasizing the firm's willingness to move, we broke the landlord's leverage and secured a long-term lease renewal with extraordinarily favorable conditions, including:
Rental rates significantly below the "trophy" market average.
High-level concessions typically reserved for new tenants in vacant buildings.
Long-term stability in a premier asset, preserving the firm’s capital for business growth rather than real estate overhead.
What They Said
“We had a sublease that multiple brokers struggled to move, followed by a competitive, high-stakes renewal in a nearly full trophy building.
Ken not only successfully moved the sublease others believed was impossible, he created real leverage and secured renewal terms that were a massive win for our firm.
Ken Ashley is far more than a tenant rep; he is a sophisticated strategist who understands the business drivers behind a large firm’s real estate decisions.”
— George Holobinko, Real Estate Director, Thompson Hine LLP
Step 1
Conduct a needs analysis to affirm your real estate strategy and business objectives.
Step 2
Align and empower your business with optimized office location(s), space(s), and lease(s)
Step 3
Optimized outcomes with engaged people, stronger performance, and growing profitability.
Ken's Story
The Tenant Rep Broker who Teaches Real Estate Directors and works to Advance the Industry
Ken will remind you, “The biggest risk in office real estate is not making the wrong move. It’s believing there are no better options.”
Today, with 3 decades of experience in Office Tenant Rep, Ken Ashley is the broker who aligns executives to ensure workplaces that inspire, operations that move with maximum efficiency, and environments where people do their best work.
