How do they do it? Teri Porter

Written by: Jez Abbott
Published on: 11 Apr 2016

Teri PorterTeri Porter studied environmental science at University of Strathclyde nearly 20 years ago before working for property advisor James Barr. She focused on economic development and then telecommunications, working with Vodafone as a planning manager. Porter joined CBRE as a senior planner in Glasgow 10 years ago to focus on general practice planning and is now a director.

Q. What are your objectives in your current role and how are you measured against them?

When you work in a regional office you need to be a jack of all trades, so I have leadership roles and responsibility for business development. But I also take a strategic role on major developments and write planning policy statements. We have a formal annual review every February, a mid-year review and less formal monthly chats to make sure everything is on track.

What key lessons have you learned during your career that help you to fulfil these objectives?

Be client focused. Business development is all about client care – never lose sight of the fact the person sitting next to you on the train could be your next client.

Always ask questions. Don't try and bluff your way through a situation. Few questions are silly, so ask them to make sure you fully understand what is being said to you.

Say it as it is. Clients want well-considered, open and honest advice even if it's not what they want to hear – no client wants to be told they won't get planning permission, but they will appreciate you have given them honest advice that's well backed up.