For a long time, leases were the only game in town in the coworking world. As a result, operators had to sign a long-term lease (5-10 years) with their landlords and pay a fixed sum every month, regardless of how much revenue they generated.
However, the COVID-19 pandemic changed the game for good. The flaws of the lease model were exposed, as businesses had to adjust to new government regulations and employee demands.
This is where management agreements came to the rescue.
In this article, we’re going to discuss everything you need to know about management agreements, including:
What they are
The benefits they have over traditional leases
How to negotiate a lease agreement with landlords
Let’s dive in.
Lease and Management Agreement Definitions
First, let’s get the terminology out of the way:
A lease is an agreement by which one side (coworking operator) pays the other side (landlord) for the use of an asset (real estate). Leases are pretty straightforward — operators agree to pay a fixed monthly sum for the duration of the agreement. This sum remains the same, regardless of how much revenue the space generates, making leases a pretty safe bet for landlords.
A management agreement is a flexible partnership between the operator and landlord, in which they agree to share the coworking space’s revenue. Operators are still responsible for generating that revenue (by selling memberships and additional services) but they don’t have to pay a fixed monthly sum. Instead, the revenue is split between the operator and landlord, per the management agreement.
The Post-Pandemic Rise of Management Agreements
Now, it’s worth noting that management agreements have existed for years. They’ve been the primary mode of operation for the hotel and apartments sectors.
At the same time, the commercial real estate world wasn’t too interested in them. But then came the COVID-19 pandemic. Suddenly, offices and coworking spaces were empty, yet operators with leases still had to pay up every month.
And as the economy started slowly re-opening, the standard office experience had to be tailored to government regulations and new employee expectations.
In short, the pandemic highlighted a major problem with the lease model — its inflexibility. This was the perfect opportunity for management agreements to shine.
On the one hand, landlords wanted to keep their spaces full and continue to create new value. This meant they had to find ways to accommodate the new needs of businesses and their employees. On the other hand, coworking operators already had the track record and know-how of creating exceptional flexible experiences for businesses.
As a result, management agreements became the logical way to go for operators who could help landlords adapt their space to the demands of the post-pandemic world.
The Benefits of Management Agreements Over Traditional Leases
There are key advantages that management agreements bring to the table compared to traditional leases:
More options for operators. As an operator, management agreements remove one of the biggest recurring expenses — the set monthly lease payment. Instead, you can negotiate different payment options, depending on how much revenue you bring in.
Flexible workspaces for businesses. Employees have made it clear that they don’t want to go back to the same old office. Instead, they demand workspaces that fit their specific needs during the workday — whether that’s collaboration, quiet time, or anything else. Landlords who can offer that (through the expertise of their operators) have an easier time filling their spaces and making the end customer happy.
Net new value creation. This stems from the previous point — when you provide a better service, you create more value. And since this is a revenue-sharing agreement, both landlords have the potential to earn significantly more from the space than they would with a traditional lease.
2 Key Points to Focus on When Negotiating Management Agreements
By now, you hopefully have a good idea of how management agreements can be beneficial for operators, landlords, and end customers.
However, getting landlords to use management agreements can be difficult. And there’s a good reason for that — management agreements are riskier because they don’t offer the same stable, predictable monthly payment.
In this final section, we’ll show you how to overcome this objection and successfully negotiate management agreements by focusing on two key points.
#1 New Value Creation
As with all other negotiations, you have to start by considering what the other side is after. In this case, the answer is simple — new value creation.
The key point here is that traditional leases (which are static) limit landlords’ upside. Even if the space is doing amazing, they’ll get the same monthly payment, with operators keeping the extra revenue.
That’s why your first goal should be to explain how you plan to generate more value with your business model. There are no specific rules here, but our experience shows that you need a 20-30% premium over market rents for landlords to get interested.
For example, if landlords can get $25/square inch with a lease, you’ll likely need to get them to $30-35. That should be enticing enough for them to consider taking the higher risk that comes with management agreements.
#2 Regular Updates and Reporting
Most landlords who lease a space don’t need to be actively involved in how operators run it.
However, things are different with management agreements.
Landlords will likely be more interested in your business since you’ll be sharing the revenue. This means you need to look at them more as a business partner and keep them up to date with your operations.
One way to do this is by sharing regular lead generation reports. This can be as simple as exporting Excel files from your Facebook or Google Ads accounts, for example. Also, if you ask new customers how they heard about your business (which you should do), you can send the findings to your landlords.
While simple, this will help them understand how you’re spending your marketing budget, what types of businesses you’re bringing in, and which channels produce the best results.
Additionally, it’s crucial to share reports about your space’s utilization, revenue, memberships, and other key metrics. These factors directly affect each landlord’s bottom line, so you reporting on them is a must.
While these reports will be simple at first, they can easily become overwhelming when you have to pull data from multiple tools, organize it into spreadsheets, and send them on time every month.
On that note OfficeRnD Flex — our space management software — has an analytics module that can help you:
Visualize the relevant metrics and KPIs using a drag-and-drop editor and over 100 predefined widgets. This means you can have one or multiple dashboards with all the relevant information — revenue, memberships, utilization, and so on — neatly packaged in one place.
Then, you can give your landlords access to OfficeRnD Flex, in addition to sending them spreadsheets every month. As a result, they can simply log in at any time. Not only will this save you time and effort, but it will also show your commitment to transparency, which can be a big plus during negotiations.
Note: If you’re interested in seeing how OfficeRnD Flex can help your business in more detail, book a free demo with our team.
Get Flexibility and Drive More Value With Management Agreements
While the popularity of management agreements has grown, we believe they’ll become even more dominant in the coworking world.
Why?
Because they’re a win-win for everyone.
Operators have more ways to negotiate with their landlords. Landlords can earn significantly more than with a traditional lease. Businesses get more flexible, dynamic, and tailored workspaces, which is exactly what they’ve been looking for since the COVID-19 pandemic started.
In short, if you haven’t tried management agreements yet, we strongly suggest you give them a shot.
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Asen Stoyanchev
Content Marketing Specialist | OfficeRnD
Asen is passionate about hybrid work and the future of work. He firmly believes that work flexibility directly impacts one's health and well-being. When he's not writing, Asen spends his time devouring business literature, hiking, and parenting.
Set up the system on your own, following our detailed video guide. We will send you a step-by-step daily email with video tutorials on how to configure OfficeRnD. Once you аre ready, we will put you in contact with an onboarding specialist for up to 2 hours of Q&A sessions, where you can ask questions and verify your setup.
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Take advantage of this 6-hour dedicated onboarding process during which our team helps you set OfficeRnD up following best practices. We will start with a short kick-off session to discuss your current processes, timelines, integrations and outline a step-by-step plan to ensure the smooth adoption of the system on your end. Our Onboarding Specialists will make the most effective use of your time together working to empower you to take full advantage of the system capabilities on your own.
What’s Included:
Together we will outline an onboarding plan with action items and milestones.
We will regularly review the progress of the setup and guide you to the next steps.
Together we will create strategies for addressing complex use cases.
We will guide you over email and screen-sharing calls.
We will extensively review the final setup of the system and be available to immediately jump on a call on the go-live date.
We will help you set up and run your first bill run. We will also help you automate all the others.
2 training modules.
Key Details
Price$299
SettingRemote
Duration6h
Overview
This onboarding package is best for multi-location teams with complicated workflows. We will start with a short kick-off session to discuss your current processes, timelines, integrations and outline a step-by-step plan to ensure the smooth adoption of the system on your end. Our Onboarding Specialists will make the most effective use of your time together working to empower you to take full advantage of the system capabilities and reporting tools on your own.
What’s Included:
Together we will outline an onboarding plan with action items and milestones.
We will regularly review the progress of the setup and guide you to the next steps.
Together we will create strategies for addressing complex use cases.
We will guide you over email and screen-sharing calls.
We will extensively review the final setup of the system and be available to immediately jump on a call on the go-live date.
We will help you set up and run your first bill run. We will also help you automate all the others.
4 training modules
Key Details
Price$599
SettingRemote
Duration12h
Overview
Get familiar with the essentials in the Basic Support Package.
What’s Included:
Email & Chat Support – Our support team is available to customers via chat and email at [email protected] Monday-Friday from 7:00AM to 5:00PM UTC.
Monthly Training Webinars – Joins us monthly for a short and focused webinar on the features of OfficeRnD where our team discusses how to best take advantage of different parts of the system and addresses commonly asked questions.
Onboarding – Basic onboarding
Initial Response Time – Normal severity (24h), Restricted Operation (24h) and Critical (4h)
Key Details
PriceFREE
Setting Remote
Overview
Get familiar with the essentials in the Standard Support Package.
What’s Included:
Email & Chat Support – Our support team is available to customers via chat and email at [email protected] Monday-Friday from 7:00AM to 5:00PM UTC.
Monthly Training Webinars – Joins us monthly for a short and focused webinar on the features of OfficeRnD where our team discusses how to best take advantage of different parts of the system and addresses commonly asked questions.
Dedicated Q&A Support Sessions (1 hour / month) – Get direct access to one of our lead support specialists and book up to 4 hours of screen-sharing calls per month.
Onboarding – Basic Onboarding
Initial Response Time – Normal severity (24h), Restricted Operation (16h) and Critical (4h)
Key details
Price$149
SettingRemote
Overview
Get familiar with the essentials in the Premium Support Package.
What’s Included:
Email & Chat Support – Our support team is available to customers via chat and email at [email protected] Monday-Friday from 7:00AM to 5:00PM UTC.
Monthly Training Webinars – Joins us monthly for a short and focused webinar on the features of OfficeRnD where our team discusses how to best take advantage of different parts of the system and addresses commonly asked questions.
Dedicated Q&A Support Sessions (4 hours / month) – Get direct access to one of our lead support specialists and book up to 4 hours of screen-sharing calls per month.
Onboarding – Basic Onboarding
Initial Response Time – Normal severity (24h), Restricted Operation (8h) and Critical (1h)
Key details
Price$299
SettingRemote
Overview
Get direct access to one of our lead support specialists and book up to 4 hours of screen-sharing calls per month with them.
What’s Included:
You get direct access to a lead support specialist.
We will prioritize your support requests.
Together we will discuss strategies for addressing custom use cases.
Together we will discuss your feature requests.
Together we will troubleshoot any issues.
We will show you the latest new features in the system.
Key Details
Price$150/month
SettingRemote
Duration4h/month
Overview
We will cover the basic CRM functionalities OfficeRnD supports. We will show you how to create, update and delete companies, members and opportunities. We will show you how to create custom properties to better describe them. We’ll demonstrate how to create memberships for members, change their status and invite them on the members portal.
Learn How To:
Add a company.
Add a company member.
Add an individual member.
Assign a membership to a member.
Invoice memberships in 3,6 or 12-month periods.
Add a one-off fee to a member’s profile.
Invite a member to the members portal.
Invite multiple members to the members portal.
Change the email of a member.
Pause a membership.
Mark companies and members as former and what that means for their access to the portal.
Manually add day passes.
Add custom properties to a company/member.
Extend the information captured for opportunities.
Key Details
Price$150
SettingRemote
Duration60min
Overview
We will cover all billing options available in OfficeRnD. We will show you how to create tax rates and revenue accounts, how will they be applied on invoices and what discounting options the system provides. We will demonstrate how to create invoices and manually run the bill run. We will also together review the billing settings in the system and automate the billing operations.
Learn How To:
Configure your tax rates and revenue accounts.
Add discounts and apply those to memberships.
Review the billing settings and automate billing operations.
Raise an invoice
Raise multiple invoices with a manual BillRun.
Understand invoice statuses.
Edit an invoice.
Charge invoices.
Record a refund on invoices.
Create an invoice for a period of longer than 1 month.
Review outstanding not-invoiced fees and memberships.
Key Details
Price$150
SettingRemote
Duration60min
Overview
We will show you how to create meeting rooms and configure their pricing options, booking and cancellation policies. We will cover how to create booking credits – hourly and value-based. We will demonstrate how to make a booking and how to review its corresponding fee.
Learn How To:
Understand resource rates and how to add one.
Add a meeting room and set its privacy.
Configure booking and cancellation policies.
Add a booking.
Update and cancel a booking.
Add extras as purchasable options available with a meeting room booking.
Manually add booking credits to members.
Invoice bookings.
Review bookings and take advantage of the Bookings Report.
Change the business hours of the space.
Change the visibility of the bookings on the members portal.
Key Details
Price$150
SettingRemote
Duration60min
Overview
We will go over what a contract is, what are its building blocks, and what types of contracts OfficeRnD provides. We will show you how to create contracts, how to sign and how-to terminate them. We will also discuss the lifecycle of each contract.
Learn How To:
Use contracts and what they are for.
Create a Membership Agreement, a License Agreement or a Lease Agreement.
Add a contract.
Generate a contract PDF document.
Sign a contract.
Differentiate memberships attached to a contract.
Different stages of a contract and how to terminate it.
Configure and implement a contract approval process.
Key Details
Price$100
SettingRemote
Duration30min
Overview
We will show you the default resource types available in OfficeRnD. We will cover how they can be edited and when should you create custom resource types. We will demonstrate how to assign memberships on the floorplan and how to accommodate floorplan changes.
Learn How To:
Understand the default resource types and how to track their occupancy and utilization.
Create private offices and desks.
Assign resources to members.
Assign memberships on the floorplan.
Relocate a membership.
Upgrade or downgrade a membership on the floorplan.
Change a meeting room to an office and vice versa.
Replace a dedicated desk with a hotdesk and vice versa.
Create custom resource types.
Key Details
Price$100
SettingRemote
Duration30min
Overview
We will cover how to collaborate with members via the members portal and the mobile app. We will show you how to create posts and events. We will demonstrate how to upload information about benefits and different how-to guides on the members portal. We will also go through integrations that power up collaboration with members.
Learn How To:
Take a short overview of the members portal and the different type of users and their permissions.
Add posts.
Add events.
Add benefits.
Add How-To Guides.
Find where members can add issues and where you can review them.
Set up integration with Slack and its benefits.
Connect OfficeRnD with Eventbrite using Zapier.
Key Details
Price$100
SettingRemote
Duration30min
Overview
We will cover the billing reports available in the system. We will show you how to use each one and dive deeper into the data it exposes.
Learn How To:
Find the billing charts available on the OfficeRnD Dashboard
Use the Revenue Dashboard
Use the Memberships Dashboard
Use the Projected Revenue Report
Use the Invoiced Revenue Report
Export invoices.
Customize the invoices export.
Use the Memberships Report.
Use the Members Report.
Key Details
Price$100
SettingRemote
Duration30min
Overview
We will cover the occupancy and utilization reports available in the system. We will show you how to use each one and dive deeper into the data it exposes.
Learn How To:
Use the Occupancy Dashboards.
Use the Occupancy Report for private offices and dedicated desks.
Use the Occupancy Interval report.
Use the Resource Utilization report.
Key Details
Price$100
SettingRemote
Duration30min
Overview
Set up the system on your own, following our detailed video guide. We will send you a step-by-step daily email with video tutorials on how to configure OfficeRnD. Once you аre ready, we will put you in contact with an onboarding specialist for up to 2 hours of Q&A sessions, where you can ask questions and verify your setup.
Key Details
PriceFREE
SettingRemote
Duration2h
Overview
Take advantage of this 6-hour dedicated onboarding process during which our team helps you set OfficeRnD up following best practices. We will start with a short kick-off session to discuss your current processes, timelines, integrations and outline a step-by-step plan to ensure the smooth adoption of the system on your end. Our Onboarding Specialists will make the most effective use of your time together working to empower you to take full advantage of the system capabilities on your own.
What’s Included:
Together we will outline an onboarding plan with action items and milestones.
We will regularly review the progress of the setup and guide you to the next steps.
Together we will create strategies for addressing complex use cases.
We will guide you over email and screen-sharing calls.
We will extensively review the final setup of the system and be available to immediately jump on a call on the go-live date.
We will help you set up and run your first bill run. We will also help you automate all the others.
2 training modules.
Key Details
Price$299
SettingRemote
Duration6h
Overview
This onboarding package is best for multi-location teams with complicated workflows. We will start with a short kick-off session to discuss your current processes, timelines, integrations and outline a step-by-step plan to ensure the smooth adoption of the system on your end. Our Onboarding Specialists will make the most effective use of your time together working to empower you to take full advantage of the system capabilities and reporting tools on your own.
What’s Included:
Together we will outline an onboarding plan with action items and milestones.
We will regularly review the progress of the setup and guide you to the next steps.
Together we will create strategies for addressing complex use cases.
We will guide you over email and screen-sharing calls.
We will extensively review the final setup of the system and be available to immediately jump on a call on the go-live date.
We will help you set up and run your first bill run. We will also help you automate all the others.
4 training modules
Key Details
Price$599
SettingRemote
Duration12h
Overview
Get familiar with the essentials in the Basic Support Package.
What’s Included:
Email & Chat Support – Our support team is available to customers via chat and email at [email protected] Monday-Friday from 7:00AM to 5:00PM UTC.
Monthly Training Webinars – Joins us monthly for a short and focused webinar on the features of OfficeRnD where our team discusses how to best take advantage of different parts of the system and addresses commonly asked questions.
Onboarding – Basic onboarding
Initial Response Time – Normal severity (24h), Restricted Operation (24h) and Critical (4h)
Key Details
PriceFREE
Setting Remote
Overview
Get familiar with the essentials in the Standard Support Package.
What’s Included:
Email & Chat Support – Our support team is available to customers via chat and email at [email protected] Monday-Friday from 7:00AM to 5:00PM UTC.
Monthly Training Webinars – Joins us monthly for a short and focused webinar on the features of OfficeRnD where our team discusses how to best take advantage of different parts of the system and addresses commonly asked questions.
Dedicated Q&A Support Sessions (1 hour / month) – Get direct access to one of our lead support specialists and book up to 4 hours of screen-sharing calls per month.
Onboarding – Basic Onboarding
Initial Response Time – Normal severity (24h), Restricted Operation (16h) and Critical (4h)
Key details
Price$149
SettingRemote
Overview
Get familiar with the essentials in the Premium Support Package.
What’s Included:
Email & Chat Support – Our support team is available to customers via chat and email at [email protected] Monday-Friday from 7:00AM to 5:00PM UTC.
Monthly Training Webinars – Joins us monthly for a short and focused webinar on the features of OfficeRnD where our team discusses how to best take advantage of different parts of the system and addresses commonly asked questions.
Dedicated Q&A Support Sessions (4 hours / month) – Get direct access to one of our lead support specialists and book up to 4 hours of screen-sharing calls per month.
Onboarding – Basic Onboarding
Initial Response Time – Normal severity (24h), Restricted Operation (8h) and Critical (1h)
Key details
Price$299
SettingRemote
Overview
Get direct access to one of our lead support specialists and book up to 4 hours of screen-sharing calls per month with them.
What’s Included:
You get direct access to a lead support specialist.
We will prioritize your support requests.
Together we will discuss strategies for addressing custom use cases.
Together we will discuss your feature requests.
Together we will troubleshoot any issues.
We will show you the latest new features in the system.
Key Details
Price$150/month
SettingRemote
Duration4h/month
Overview
We will cover the basic CRM functionalities OfficeRnD supports. We will show you how to create, update and delete companies, members and opportunities. We will show you how to create custom properties to better describe them. We’ll demonstrate how to create memberships for members, change their status and invite them on the members portal.
Learn How To:
Add a company.
Add a company member.
Add an individual member.
Assign a membership to a member.
Invoice memberships in 3,6 or 12-month periods.
Add a one-off fee to a member’s profile.
Invite a member to the members portal.
Invite multiple members to the members portal.
Change the email of a member.
Pause a membership.
Mark companies and members as former and what that means for their access to the portal.
Manually add day passes.
Add custom properties to a company/member.
Extend the information captured for opportunities.
Key Details
Price$150
SettingRemote
Duration60min
Overview
We will cover all billing options available in OfficeRnD. We will show you how to create tax rates and revenue accounts, how will they be applied on invoices and what discounting options the system provides. We will demonstrate how to create invoices and manually run the bill run. We will also together review the billing settings in the system and automate the billing operations.
Learn How To:
Configure your tax rates and revenue accounts.
Add discounts and apply those to memberships.
Review the billing settings and automate billing operations.
Raise an invoice
Raise multiple invoices with a manual BillRun.
Understand invoice statuses.
Edit an invoice.
Charge invoices.
Record a refund on invoices.
Create an invoice for a period of longer than 1 month.
Review outstanding not-invoiced fees and memberships.
Key Details
Price$150
SettingRemote
Duration60min
Overview
We will show you how to create meeting rooms and configure their pricing options, booking and cancellation policies. We will cover how to create booking credits – hourly and value-based. We will demonstrate how to make a booking and how to review its corresponding fee.
Learn How To:
Understand resource rates and how to add one.
Add a meeting room and set its privacy.
Configure booking and cancellation policies.
Add a booking.
Update and cancel a booking.
Add extras as purchasable options available with a meeting room booking.
Manually add booking credits to members.
Invoice bookings.
Review bookings and take advantage of the Bookings Report.
Change the business hours of the space.
Change the visibility of the bookings on the members portal.
Key Details
Price$150
SettingRemote
Duration60min
Overview
We will go over what a contract is, what are its building blocks, and what types of contracts OfficeRnD provides. We will show you how to create contracts, how to sign and how-to terminate them. We will also discuss the lifecycle of each contract.
Learn How To:
Use contracts and what they are for.
Create a Membership Agreement, a License Agreement or a Lease Agreement.
Add a contract.
Generate a contract PDF document.
Sign a contract.
Differentiate memberships attached to a contract.
Different stages of a contract and how to terminate it.
Configure and implement a contract approval process.
Key Details
Price$100
SettingRemote
Duration30min
Overview
We will show you the default resource types available in OfficeRnD. We will cover how they can be edited and when should you create custom resource types. We will demonstrate how to assign memberships on the floorplan and how to accommodate floorplan changes.
Learn How To:
Understand the default resource types and how to track their occupancy and utilization.
Create private offices and desks.
Assign resources to members.
Assign memberships on the floorplan.
Relocate a membership.
Upgrade or downgrade a membership on the floorplan.
Change a meeting room to an office and vice versa.
Replace a dedicated desk with a hotdesk and vice versa.
Create custom resource types.
Key Details
Price$100
SettingRemote
Duration30min
Overview
We will cover how to collaborate with members via the members portal and the mobile app. We will show you how to create posts and events. We will demonstrate how to upload information about benefits and different how-to guides on the members portal. We will also go through integrations that power up collaboration with members.
Learn How To:
Take a short overview of the members portal and the different type of users and their permissions.
Add posts.
Add events.
Add benefits.
Add How-To Guides.
Find where members can add issues and where you can review them.
Set up integration with Slack and its benefits.
Connect OfficeRnD with Eventbrite using Zapier.
Key Details
Price$100
SettingRemote
Duration30min
Overview
We will cover the billing reports available in the system. We will show you how to use each one and dive deeper into the data it exposes.
Learn How To:
Find the billing charts available on the OfficeRnD Dashboard
Use the Revenue Dashboard
Use the Memberships Dashboard
Use the Projected Revenue Report
Use the Invoiced Revenue Report
Export invoices.
Customize the invoices export.
Use the Memberships Report.
Use the Members Report.
Key Details
Price$100
SettingRemote
Duration30min
Overview
We will cover the occupancy and utilization reports available in the system. We will show you how to use each one and dive deeper into the data it exposes.
Learn How To:
Use the Occupancy Dashboards.
Use the Occupancy Report for private offices and dedicated desks.