Challenge
A global consulting firm with established capabilities across financial services, infrastructure, and capital markets identified a strategic gap in its London offering. While the firm was well regarded in adjacent disciplines, it had no dedicated Real Estate Advisory capability — and a growing pipeline of mandates across Real Estate M&A, investment structuring, and corporate finance was being left on the table.
The mandate was to build the practice from the ground up, beginning with the appointment of an equity Partner to define market strategy, lead business development, and establish the firm’s position within a competitive, relationship-driven market. Two Directors would follow, bringing immediate transaction delivery capability across buy-side and sell-side M&A, capital raising, and investment advisory.
The stakes were high, Senior Real Estate Advisory talent in London is highly visible and well-networked. The search required both comprehensive market coverage and a high degree of discretion.
Why River
The client engaged River for its deep understanding of the professional services leadership market and its track record in delivering senior, revenue-generating hires into complex, politically sensitive mandates. River’s ability to credibly benchmark the Real Estate Advisory landscape, and to position a new practice build as a compelling career proposition to largely passive, high-profile talent, was critical to the engagement.
Approach
- Conducted comprehensive market mapping of the London Real Estate Advisory landscape, covering Big 4 advisory, strategy consulting firms, specialist boutiques, and in-house advisory teams at major real estate investors and developers
- Identified and assessed over 160 senior professionals at Partner and Director level across Real Estate M&A, investment structuring, corporate finance, and transactions advisory
- Designed a discreet, tailored engagement strategy for each individual, reflecting the sensitivities of a highly visible and relationship-driven talent market
- Assessed Partner candidates on origination capability, client network, entrepreneurial mindset, and ability to build within a larger institutional platform
- Assessed Director candidates on transaction delivery experience, technical depth, and readiness to support practice growth from day one
- Managed a carefully sequenced multi-hire process to avoid market noise and protect the client’s positioning throughout
- Acted as a strategic advisor, helping the client refine the Partner brief and sharpen its narrative to prospective hires
Outcome & Impact
- Appointed 1 equity Partner to lead and build the Real Estate Advisory practice
- Delivered 2 Director hires with complementary expertise across Real Estate M&A and investment structuring
- Built a team positioned for client engagement within 90 days of the Partner’s start date
- Achieved a gender-balanced shortlist at Director level
- Established a credible new capability within an existing financial and professional services platform, enabling the firm to compete for mandates across Real Estate M&A, capital raising, and transaction advisory