Know who actually decides on a shed, and what each of them needs to see.

Map who sat at the table in recent deals

We take three or four recent lettings and write down every person who touched each: the logistics head, the broker, the finance head, the legal reviewer, the plant or operations head. You recall who asked what. What exists afterwards is a list of roles in the decision, with the question each one raised, and the one who signed marked. Where the deal came through a broker, we also record what the broker said about the occupier's priorities before the first visit.

Interview your leasing team about each role

We spend time with the leasing head and the people who take site visits, asking what each role looks at on a visit, what they challenge and what worries them. You add what you have heard from occupiers. Notes stay in the team's words, so the sheets carry how the buyer actually speaks. We ask the team to describe a visitor who impressed them and one who left cold, and what each looked at inside the shed.

Speak to two or three occupiers or brokers

With your introduction, we hold short conversations with occupiers and brokers about how they chose a shed, what they compared and what almost made them walk away. You decide whom we may approach. These conversations check the sheets against the people they describe, which the leasing team's view alone cannot do. We ask them what they would have liked to see on a developer's website before ringing, which feeds the document list directly.

Write the persona sheet for each role

Each sheet states what the person owns in the decision, what they ask, which document they need and what loses their trust. You correct anything wrong. The sheets cover the logistics head, the broker, the third-party operator, the manufacturer and the build-to-suit buyer, and each runs to a single page. The build-to-suit sheet records who briefs the architect, who approves the design and who chases the handover, because those are three different people.

Build the question bank and document list

From the sheets we write the questions each role asks, in the order they arise, and list the document that answers each: the specification sheet, the plan, the lease summary, the approvals. You mark which exist. Gaps show which document your team has not yet prepared. The list also marks which answers need a person present, such as a site walk, and which a document can carry.

Review lost requirements against the sheets

We take requirements that did not close and read each against the sheets, asking which question was not answered and which role was never met. You decide what to change in your messages. The review is repeated as new deals close or fall away, and the sheets are revised with it. Where a requirement was lost to a competitor, we note which role chose the other shed and what that role was shown.