Stephen Fleetwood

Editor
DISC Type : CS

Head of Location Advisory EMEA at CBRE

Greater London, England, United Kingdom

Overview

Stephen is the Head of Location Advisory for EMEA at CBRE, specializing in helping corporate clients optimize their geographic footprint. With a background from The London School of Economics and UCL, he focuses on location strategy, financial incentives negotiation, and leveraging location intelligence for business advantage.

Based on his former consultancys name, Oberkorn Consulting, he may have an appreciation for the band Depeche Mode, as "Oberkorn (Its a Small Town)" is one of their instrumental tracks. This suggests an interest in 1980s electronic music.

Unique fact: Stephen previously founded his own consultancy to advise clients on location strategy and attracting foreign direct investment.

Personality Overview

Late Adopter

Self-Disciplined

Sometimes Friendly

Being observant comes to them naturally.  The only way to convince them is by showing them examples and ample proof. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Corporate Location Strategy
His entire career and current role are dedicated to advising companies on optimal locations based on talent, cost, and logistics.
Future of Work
He actively posts about the impact of AI and remote work on talent distribution and corporate location decisions.
Investment Negotiation
A core part of his expertise involves negotiating financial incentives from governments for corporations looking to invest in a region.

Media Appearances

Stephen has no verified media appearances

Work History

10-2017
Head of Location Advisory EMEA at CBRE
4-2015
Director at CBRE
3-2013
Associate Director at CBRE
2-2013
Founder, Oberkorn Consulting at Stephen Fleetwood
Associate Director at DTZ

Education

1990 - 1993
B.Sc. from The London School of Economics and Political Science (LSE)
1995 - 1996
M.Sc. from UCL

More Information

Social Presence :

Prographics :

Exp : 12 Location : Greater London, England, United Kingdom Job Level : Mid-senior Designation : Head of Location Advisory EMEA at CBRE
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Preferably use email to follow up with them instead of phone or Linkedin, engage by asking question or opinions
  • Actively address their concerns around change, risk, and acceptance by users
  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Stephen

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Stephen move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Stephen take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Stephen

Personality Compatibility


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