Deploying 20 regional sales hubs without 20 lease negotiations.

The Challenge

A growing sales division needed physical infrastructure in 20 U.S. cities to support field teams. Each location required:

• Daily workspace for regional sales staff
• Weekly team meeting space
• Storage for inventory
• Secure overnight parking for 4–5 vehicles

The operational requirements were consistent across markets—but local real estate conditions were not.

Traditional expansion would have required 20 parallel lease negotiations, introducing:

• Capital expenditures for buildout
• Months of legal and procurement review
• Market-by-market lease variability
• Long-term fixed obligations across multiple balance sheets

Additionally, the organization preferred to operate within a legal framework that had already been vetted and approved internally. Any solution that required renegotiating master terms across markets would introduce additional friction and delay.

Speed mattered. But governance discipline mattered more.

The Solution

Instead of pursuing conventional leases, the company implemented a dedicated flexible workspace strategy structured around existing legal infrastructure.

By leveraging its established IWG Master Services Agreement (MSA) and activating LiquidSpace DASH, the team standardized deal mechanics and sourced compliant space solutions across markets.

LiquidSpace coordinated with national and vetted regional operators—including IWG, The Root, and WorkSimple—to secure locations that met operational, parking, storage, and security requirements.

Secured Across Markets:

• 200 desks across multiple U.S. cities
• Dedicated private offices
• Team meeting rooms for weekly collaboration
• On-site storage for inventory
• Secure overnight parking at every location
• 1-year term agreements

The first market was operational in fewer than 30 days, with additional cities launching in phased deployments.

Crucially, the structure eliminated the need to renegotiate legal frameworks on a market-by-market basis. Governance remained centralized. Terms remained consistent. Execution accelerated.

The Results

1. National Speed Without Legal Drag

The first team began moving in under 30 days—a pace that would have been difficult under traditional leasing conditions.

By operating within an existing MSA and centralized procurement pathway, the company avoided resetting legal infrastructure 20 times. The result was faster decision velocity and reduced administrative burden across legal and finance teams.

2. Capital Avoidance Across 20 Markets

Traditional leases would likely have required upfront tenant improvements, deposits, and long-term commitments. Instead, the organization deployed dedicated space with:

• No capital buildout
• No long-term lease exposure
• No balance sheet expansion tied to fixed real estate obligations

This preserved capital flexibility while still delivering fully operational regional hubs.

3. Risk-Controlled Expansion

A 1-year term structure provided controlled exposure in each market. If sales headcount shifted or territories were restructured, the organization retained flexibility.

The strategy also reduced variability risk. Rather than negotiating unique lease terms across 20 landlords, the company maintained consistency through centralized agreements and vetted operators.

Operationally, every location met critical requirements—workspace, meeting rooms, storage, and secure parking—without sacrificing compliance or infrastructure standards.

4. Phased Scalability

Although 20 cities were identified, deployment occurred in phases. The structure allowed the company to activate markets as business demand dictated, rather than committing to a simultaneous national lease rollout.

This phased approach aligned real estate commitments with revenue deployment and field activation, reducing premature exposure to fixed costs.