HAMPTON ROADS, VA: Many companies are phasing out their in-house real estate departments in favor of using local real estate experts for relocation and expansion. "There are several advantages of a using a tenant representative," explains Michael Divaris, executive vice president of Divaris Real Estate. "The broker is up to speed with the specific requirements of the client. The broker gets to know the client's idiosyncrasies. Also, the tenant really has a level of expertise firmly in his camp when he goes to the negotiating table."

As a tenant representative, the broker's function has evolved into performing the role of an in-house real estate manager. In this position, the broker strategizes the client's entry into a new market, taking into account the competition, traffic counts, demographics, co-tenancies, local market conditions and general economic factors such as employment, new industries and overall growth trends.

Each company may face a myriad of details when it comes to office requirements, including parking, electrical and phone requirements, space configuration, child care and image. Also, renegotiating a lease and especially annual increases can be sticky matters that are better left to the experts. "The long run economic analysis is just as important as negotiating the initial deal," says Divaris.

Divaris Real Estate is becoming a leader in corporate office services throughout the Southeast as both small and large companies seek the firm's skills in relocating, expanding, reducing, and renewing office space. The architectural firm of Hayes Seay Mattern and Mattern Inc. has used Divaris Real Estate as a tenant representative for ten years. In order to expand itself and accommodate another firm's expansion, Hayes Seay recently moved from Columbus Street in Pembroke to Viking Drive in the Lynnhaven area.

"Divaris understands our operational needs. They find us the right space and the right locations," says Landlon Carpenter, assistant vice president and regional manager of Hayes Seay.

Recently Divaris Real Estate was appointed as the exclusive real estate representative and consultant for ALLTEL's Southeast region, which includes over 60 stores. Locally, the company has 20,000 square feet at Five Columbus Center, 15,000 square feet at Southport Trade Center and 12,000 square feet for their regional headquarters at One Columbus Center. Divaris also represents ALLTEL in the Mid-Atlantic region where there are over 50 real estate locations.

"In the past we had managers making real estate decisions that were out of their realm and their day-to-day duties," says Bill Craigle, director of external relations for ALLTEL's Southeast region. "Using Divaris puts a better focus on things. It also helps us in trying to be more consistent in our operations."

Another advantage to using Divaris is the firm's membership in the Corporate Real Estate Services Advisors, or CRESA, a national network of 33 companies covering 43 markets. CRESA enables Divaris to locate space for a client quickly and efficiently anywhere in the United States, through its CRESA affiliate companies.

"Without an organization like CRESA, you start with the phone book," says Craigle. "These people know the movers and shakers in the market and it helps cut through all the baloney."

Divaris also provides ALLTEL with a monthly status report. "It's like a snapshot that keeps everyone in the loop as far as real estate goes. We never had that before," says Craigle. "Divaris also helps with renewals and expirations. Sometimes in the past, the office didn't even know that its lease was about to expire."