How to Negotiate a Commercial Lease

Renting a commercial property for your business can be a daunting experience, but knowing how to negotiate a commercial office lease effectively can make all the difference. In this comprehensive guide, we’ll explore the key aspects of negotiating a commercial office lease, from understanding lease terms and security deposits to assessing agreement lengths, prices and incentives. With a step-by-step approach and expert tips, you’ll be well-equipped to navigate the complex landscape of commercial leasing and secure a property that best suits your business needs.

Understanding Commercial Real Estate Leasing Terms

Before committing to a commercial lease, it’s crucial to grasp the essential lease terms and how they can impact your business. Here are some vital elements to consider:

Rent calculation and costs

Typically, commercial leases are advertised on a per-square-metre basis, and the annual cost of the lease can be calculated by multiplying the square meter of the space by the asking price per square meter.

For instance, a 100sqm office space at $600/sqm would equate to an annual cost of $60,000.

Yearly rent = Square meters x Price per square meter

Yearly rent = 100sqm x $600

Yearly rent = $60,000

However, this price is exclusive of GST, and there may be more fees for things such as outgoings such as cleaning, car parking, electricity and bank guarantees. It’s important to account for these costs when budgeting for your new premises and to negotiate incentives to help offset these expenses.

Lease term and its impact on the business

It’s essential to strike a balance between a lease term that provides your business with stability and security and one that allows flexibility for growth and expansion.

A longer lease term can provide stability for your business, allowing you to plan for the future and potentially negotiate lower rental rates. However, it may also limit your flexibility to relocate or downsize if necessary.

On the other hand, a shorter lease term can give your business the flexibility to adapt to changing circumstances, but it may also result in higher rental rates and more frequent lease renewals. Additionally, a shorter lease term may make it more challenging to secure financing or attract investors.

When negotiating the lease term, consider your business’s current and future needs and factor in any potential growth or expansion plans. It may be beneficial to negotiate a lease term that includes options for renewal or termination to provide additional flexibility.

Rent reviews and their implications

Rent reviews play a vital role in commercial leases, as they allow for adjustments to the rental rates in response to current market conditions or economic factors. Generally, these reviews are scheduled at set intervals during the lease term, and the rent adjustments can be influenced by a variety of mechanisms, such as:

  • Consumer Price Index (CPI) increase: With this method, the rent is modified based on changes in the CPI, which serves as an indicator of inflation.
  • Fixed percentage increase: In this approach, the rent is raised by a predetermined percentage each year (e.g., 3% annually).
  • Market review: This method involves adjusting the rent according to the prevailing market rates for similar properties in the vicinity.

It’s essential to understand the method used for determining rent increases, as it will significantly influence your future rental rates.

Security Deposits and Bank Guarantees

When renting commercial property, landlords often require financial security to protect against potential damages or unpaid rent. Understanding the role and differences between security deposits and bank guarantees can help you make informed decisions about which option is best for your business:

Role of security deposits in commercial leasing

A security deposit serves as a safety net for landlords, providing assurance that the tenant will fulfil their lease obligations. Deposits are typically equivalent to a few months’ rent and may be refundable upon lease termination if the tenant meets all lease requirements, including payment of rent and any other obligations.

Difference between a cash bond and a bank guarantee

A cash bond is an upfront payment made by the tenant to the landlord, held in a trust account. This option can tie up a significant amount of cash up front, impacting your business’s cash flow. In contrast, a bank guarantee is a written promise from a financial institution to ensure that the tenant’s obligations are met. This option may have lower upfront costs, but there may be additional fees and restrictions, and it could impact your credit capacity.

It’s important to carefully consider the pros and cons of each option and negotiate favourable terms with your landlord. For example, you may be able to negotiate a lower security deposit or bank guarantee amount based on your business’s financial position or a longer lease term. Be prepared to discuss your options with your landlord and seek professional advice if necessary to ensure you make the best decision for your business.

Assessing the Length of the Agreement

Determining the appropriate lease term is crucial for both you and your landlord. Here are some factors to consider:

Balancing lease term with business needs and landlord preferences

The lease term should align with your business’s long-term strategy and growth plans, as well as the landlord’s expectations. A longer lease may be attractive to landlords, as it provides stability and ensures a consistent income, while a shorter lease offers flexibility for your business.

Leveraging lease length in negotiations

A longer lease term could give you more bargaining power during negotiations. Landlords may be more willing to offer rent reductions, fitout contributions, or other incentives in exchange for the security of a longer tenancy. Be prepared to negotiate on all fronts to secure the best possible lease terms for your business.

Tackling the Price and Incentives

Negotiating the rent and incentives is a crucial aspect of any commercial lease agreement. Here are some tips to help you secure the best possible terms:

Researching comparable properties to support your negotiations

When negotiating the face rent, it’s essential to research comparable properties in the area to determine fair market pricing. This research provides leverage to support your negotiations and ensures that you’re getting a fair deal. By presenting your findings to the landlord, you can demonstrate that you have done your due diligence and are aware of the current market rates.

Leveraging incentives in lease negotiations

Negotiating incentives can offset the initial costs of leasing. Incentives can include rent-free periods, fitout contributions, or rent abatements (rent reductions) which can be temporary or for the whole duration of the lease. While these incentives can provide significant savings and flexibility, there may be some risks associated with accepting them. For example, if you accept a fitout contribution from the landlord, you may be obligated to stay in the space for a minimum period otherwise you will have to pay an exit fee. It’s important to carefully review the terms of any incentive offered and factor it into the rent price to determine the effective rate.

To get a true comparison between office rental prices, you can use the effective rate. This rate takes into account any incentives offered and provides a clear picture of the overall cost of the lease. Use your market research and proposed lease term to identify which incentives will best suit your business’s needs, and be prepared to negotiate to secure the best possible deal. Remember, landlords want to find a reliable and long-term tenant, so demonstrate your commitment to the property and your business’s financial stability. Seeking professional advice can also help ensure that you get the best possible lease terms.

A Step-by-Step Guide to Commercial Real Estate Leasing Negotiations

Navigating commercial real estate leasing negotiations in Australia can be challenging. In this section, we’ll outline the key steps to help you secure the best deal for your business.

Analysing the Market

Understanding market conditions is crucial for successful lease negotiations. Here are some tips to help you:

Researching Market Conditions

By researching local market trends, vacancy rates, and rental values, you can determine your negotiating position and adapt your strategy accordingly. A high vacancy rate means you have more options and bargaining power, as landlords may offer incentives like rent-free periods, rent abatements or fitout contributions. In contrast, low vacancy rates suggest limited options and less room for negotiation.

Comparing rental values for similar properties in the area helps you gauge whether the asking rent is reasonable or inflated. When making comparisons, it’s essential to take into account the building grade, property features, amenities, location and any other relevant factors. This knowledge can help negotiate better deals by leveraging the available options and using them as bargaining chips.

The Importance of Early Negotiation and Professional Assistance

Allocating sufficient time and seeking professional guidance are crucial factors in successful lease negotiations. Keep the following points in mind:

Advantages of initiating negotiations early

Start negotiating well ahead of your current lease expiration or when you anticipate needing to occupy a new space. This approach allows ample time to explore various options, carry out thorough market research, negotiate effectively, and design and build a fitout without being pressured by time constraints.

Utilising the expertise of tenant representatives and property lawyers

Enlisting the support of professional tenant representatives or property lawyers can significantly enhance your lease negotiation experience. These specialists bring a wealth of expertise to the table, offering several key advantages:

Tailored advice and support: Professional tenant representatives and property lawyers can offer personalised guidance based on your specific business needs and goals. They can provide recommendations on lease terms, incentives, and other aspects of the agreement, ensuring that the final lease aligns with your business’s requirements and growth plans.

Comprehensive understanding of your rights: Tenant representatives and property lawyers have in-depth knowledge of commercial leasing laws and regulations. They can help you navigate the complexities of lease agreements, ensuring that you’re aware of your rights and responsibilities as a tenant.

Skilled negotiation tactics: With their extensive experience in lease negotiations, these professionals can employ effective strategies to secure more favourable terms for your business. They can identify areas where you may have leverage and can negotiate on your behalf, increasing your chances of obtaining a more advantageous deal.

Protection of your interests: Tenant representatives and property lawyers work to safeguard your interests throughout the leasing process. They can review lease agreements, flag any potential issues or unfavourable clauses, and suggest revisions to protect your business from potential risks or liabilities.

Time and cost savings: By leveraging their industry knowledge and negotiation skills, tenant representatives and property lawyers can save you valuable time and potentially reduce costs associated with leasing. Their expertise can help streamline the negotiation process, enabling you to focus on running and growing your business.


Utilising final inspections to enhance your bargaining position

Before signing the lease, carry out a comprehensive inspection of the premises. Take note of any issues or repairs that need to be addressed, and use this information to negotiate with the landlord for necessary improvements or possible rent reductions. This can ensure that the property is in optimal condition before you move in, and it can also save you money on future maintenance costs.


Navigating the complex landscape of commercial lease negotiations can be a challenging task, but with the right knowledge, preparation, and professional support, you can secure favourable terms that align with your business’s needs and goals. By thoroughly researching market conditions, understanding lease terms, assessing rent and outgoings, and leveraging incentives, you’ll be well-equipped to make informed decisions throughout the leasing process.

Remember to seek the assistance of tenant advisors or property lawyers, as their expertise can be invaluable in helping you understand your rights, negotiate better terms, and protect your interests. In addition, conducting final inspections and obtaining legal advice can further ensure a successful leasing experience.

Need help?

If you need help with finding the right office space, planning your office design, or fitting out your office contact us at 0417 087 939 or email for a free consultation.


Mel Pikos



Recent Posts

Navigating the Complex World of Commercial Property Law

Navigating the Complex World of Commercial Property Law

Copyright © 2023 | TACTIC | Website by WILD Creative