By Jeff Grandfield and Dale Willerton – The Lease Coach

For many healthcare tenants, negotiating a good lease or lease renewal against an experienced agent or landlord can be a challenge. While a doctor focuses on proper patient care, savvy real estate agents and brokers are specialized sales people. Their job is to sell tenants on leasing their location at the highest possible rental rate.

As explained in our new book, Negotiating Commercial Leases & Renewals FOR DUMMIES, tenants may go through the leasing process only two or three times in their entire lifetime – yet they have to negotiate against seasoned professionals who negotiate leases every day for a living. Negotiating appropriate leasing terms is vital for a doctor as the amount of rent he pays will directly affect the practice’s financial bottom line.

Whether you are leasing a new location for the first time or negotiating a lease renewal for your practice, these are some money-saving tips for healthcare tenants:


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By Jeff Grandfield and Dale Willerton 

For many healthcare tenants, negotiating a good lease or lease renewal against an experienced agent or landlord can be a challenge. While a doctor focuses on proper patient care, savvy real estate agents and brokers are specialized sales people. Their job is to sell tenants on leasing their location at the highest possible rental rate.

As explained in our new book, Negotiating Commercial Leases & Renewals FOR DUMMIES, tenants may go through the leasing process only two or three times in their entire lifetime – yet they have to negotiate against seasoned professionals who negotiate leases every day for a living. Negotiating appropriate leasing terms is vital for a doctor as the amount of rent he pays will directly affect the practice’s financial bottom line.

Whether you are leasing a new location for the first time or negotiating a lease renewal for your practice, these are some money-saving tips for healthcare tenants:

Lease Renewal Allowances: Doctors often don’t think that they can negotiate for a tenant allowance on their renewal term. Untrue! Approximately 75% of The Lease Coach clients get a tenant allowance on their renewals. Remember, if the landlord is giving allowances to new tenants just moving into the property, then why can’t you get an allowance too? Even if your commercial space only needs cosmetic upgrades (e.g. new carpeting or fresh paint in your waiting room), negotiate this as part of your renewal deal. After all, your tenancy is proven plus there is less risk for the landlord putting cash into your renewal than taking a chance on a new tenant.



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The 38,904-sq.-ft., two-story facility offers a variety of healthcare options for the community by providing quicker and closer access to diagnostic and treatment services. Specialties include urology, cardiology, orthopedics, family medicine and a rotating specialty. Onside imaging, pharmacy and lab facilities are also available. Comprehensive imaging capabilities include x-ray, DXA (Dual-Energy X-ray Absorptiometry) scan, mammogram, ultrasound, CT and MRI.

“One of the client’s goals for Saint Luke’s Multispecialty Clinic was to bring care closer to where patients shop and live,” says Jim Stearman, principal at Hoefer Wysocki. “Today’s patients are consumer-oriented and factors such as travel, distance, cost and time all influence which provider they choose. The clinic offers patients a place in which they can take care of a myriad of needs in one visit, whether it be a wellness exam or diagnosis of a medical condition.”

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By Jeff Grandfield and Dale Willerton 

For many healthcare tenants, negotiating a good lease or lease renewal against an experienced agent or landlord can be a challenge. While a doctor focuses on proper patient care, savvy real estate agents and brokers are specialized sales people. Their job is to sell tenants on leasing their location at the highest possible rental rate.

As explained in our new book, Negotiating Commercial Leases & Renewals FOR DUMMIES, tenants may go through the leasing process only two or three times in their entire lifetime – yet they have to negotiate against seasoned professionals who negotiate leases every day for a living. Negotiating appropriate leasing terms is vital for a doctor as the amount of rent he pays will directly affect the practice’s financial bottom line.

Whether you are leasing a new location for the first time or negotiating a lease renewal for your practice, these are some money-saving tips for healthcare tenants:



[Read more…]

By Jeff Grandfield and Dale Willerton

For many healthcare tenants, negotiating a good lease or lease renewal against an experienced agent or landlord can be a challenge. While a doctor focuses on proper patient care, savvy real estate agents and brokers are specialized sales people. Their job is to sell tenants on leasing their location at the highest possible rental rate.

As explained in our new book, Negotiating Commercial Leases & Renewals FOR DUMMIES, tenants may go through the leasing process only two or three times in their entire lifetime – yet they have to negotiate against seasoned professionals who negotiate leases every day for a living. Negotiating appropriate leasing terms is vital for a doctor as the amount of rent he pays will directly affect the practice’s financial bottom line.

Whether you are leasing a new location for the first time or negotiating a lease renewal for your practice, these are some money-saving tips for healthcare tenants: [Read more…]

By Jeff Grandfield and Dale Willerton 

For many healthcare tenants, negotiating a good lease or lease renewal against an experienced agent or landlord can be a challenge. While a doctor focuses on proper patient care, savvy real estate agents and brokers are specialized sales people. Their job is to sell tenants on leasing their location at the highest possible rental rate.

As explained in our new book, Negotiating Commercial Leases & Renewals FOR DUMMIES, tenants may go through the leasing process only two or three times in their entire lifetime – yet they have to negotiate against seasoned professionals who negotiate leases every day for a living. Negotiating appropriate leasing terms is vital for a doctor as the amount of rent he pays will directly affect the practice’s financial bottom line.

Whether you are leasing a new location for the first time or negotiating a lease renewal for your practice, these are some money-saving tips for healthcare tenants: [Read more…]

By Matt Keahey, Area Vice President, Medxcel Facilities Management

With a new year on the horizon, you’re again challenged to find new ways to curb spending, get more done, boost revenue, patient satisfaction, and compliance. After all, your job as a healthcare leader is to make each year better and more profitable than the last.

The key challenge, of course, is that the cost of maintaining healthcare facilities has risen considerably. So has your need for specialty skills to fulfill evolving regulatory requirements and service needs.

The good news is that curbing wasteful spending while multiplying your facilities’ capabilities, outcomes and ROI is obtainable for your healthcare organization. But it will require you to take a hard look at your current state, build internal capabilities and break free from external service contracts.

The savings that can cost you double

Often, when hospital execs set out to cut expenses, many choose to cut in-house labor. The short-term savings come at a high, long-term cost, however: Work still must be done, but without the staff or skills to get it done, facilities are pressed to rely on costly external services. Soon enough, they’re handcuffed to external service contracts that cost far more than it would cost to hire and train a skilled worker in-house.

Consider, for example, investing in a senior-level technician at $80,000 per year. This is an associate who’s easily accessible on-site to make crucial repairs with minimal downtime and patient diversion. Someone who knows your processes and systems, the needs and quirks of internal customers, and whose loyalty lies with your organization.

Without that associate, you could easily pay $160,000 per year on a contract for the same work (or less work, most likely)—except that service would be hindered by added downtime, varying contractor availability, and limited knowledge of your organization. [Read more…]