Acting for purchasers
The buy-side advantage.
Mark has spent fifteen years in the room where acquisition decisions are made. He knows how buyers model an asset, what they discount and what makes them walk away.
How buyers think
Mark has made acquisition decisions for institutional capital, and has advised vendors on how to extract a premium from buyers like him. He knows how a sale process is built to anchor value at the top of the buyer’s range: the narrative, the information released, the timing of engagement. Acting for a purchaser, he reads that process from the inside, so the price you pay reflects the asset and not the process.
What an advisory mandate covers
Mark acts as your adviser on a defined acquisition or programme: sourcing, underwriting, offer strategy, negotiation and execution to completion, with a solicitor’s eye on the legal detail. Where you want it, he then executes the business plan: repositioning, leasing and asset management. He is retained, with success fees aligned to outcomes, so his interest is the same as yours.
Outcome above all
At this level the question is not simply whether the deal gets done. It is whether it gets done on the right terms, with the right counterparty, at the right price, and without your interest becoming market knowledge. Process, relationships and execution are all in service of that single objective.
Discretion
How we protect your position
- Your identity is not disclosed until you choose. Approaches are made in Calibra’s name.
- We do not circulate your requirements to the market. Opportunities come to us, not the other way round.
- Information is released in stages, to the counterparties that matter, under NDA.
- Clients are named only with their agreement.
Discretion is not a courtesy. It protects your price as much as your privacy.
What we control on your behalf
Buying well is a matter of control.
Over who knows, over what is said and when, and over whether to proceed at all. These are the five things we manage for a purchaser.
Control of exposure
Who knows you are buying, when they know and how much they know. Timing and selectivity are negotiating tools in their own right, and discretion protects your price as much as your privacy.
Counterparty strategy
Identifying and engaging the right vendors and the right assets, not just the most visible. Volume of opportunity is not the goal; quality of asset and certainty of delivery is.
Underwriting and structure
How the asset is modelled, what risk adjustments apply and what structure wins: price, certainty, timing and conditions, with a solicitor’s eye on the legal detail.
Negotiation leverage
Managing tension, timing and information flow throughout the process. Mark has sat on the other side of these negotiations and knows where the pressure points are.
Outcome discipline
Maintaining optionality, including the willingness not to transact if the price or the terms are wrong. That discipline is itself a signal to vendors, and it protects your capital.
In practice
Brief, search, secure, deliver.
Brief
We agree the mandate, the criteria and the rules of engagement, including who may know that you are buying.
Search
Opportunities are sourced and screened in Calibra’s name. You see only the deals that clear the bar.
Secure
Offer, negotiation, diligence and completion, with your position protected throughout.
Deliver
Where you want it, the business plan after completion: repositioning, leasing, asset management and reporting.
Deal origination
A pragmatic approach to finding the opportunity.
Origination is Mark’s role. We do not work from a template or a fixed shopping list: we start with what the capital needs to achieve, then work back to the assets that can deliver it.
Start with the mandate
Target cities, size, return and risk are agreed first, so we only chase what fits the capital.
Work the relationships
Direct dealings with vendors, agents, receivers and developers surface opportunities before, or instead of, a formal sale process.
Screen early, say no early
Quick, disciplined screening. We bring forward only deals where the numbers, risks and route to completion are clear.
Also for vendors
Families sell as well as buy. When they do, we apply the same reading of the buyer’s mind to the disposal, because the market does not recognise value on its own. It has to be shown it.