Exis Regional Spotlight: David Burton, Australia

As part of our Regional Director Spotlight series, we are highlighting perspectives from Exis Global leaders across key markets. The goal is to bring forward local market insight, explore how occupiers are navigating current conditions, and reflect on the role of cross-regional collaboration in supporting decision-making across complex portfolios.

This edition features a Q&A with David Burton, Managing Director at Franklin Shanks, who shares his perspective on the Australian market and the opportunities and challenges facing occupiers today.

You work closely with occupiers across Australia. What makes this market unique from an occupier perspective?

From a global perspective, Australia is a relatively small market, but it is a highly sophisticated one from an occupier standpoint.

Clients here tend to be highly engaged, well informed, and focused on long-term outcomes rather than short-term wins. Historically, Australia has been very innovative, with many workplace concepts developed locally later adopted by global organizations.

Many of the organizations we work with operate as a gateway to the Asia-Pacific region or are growing businesses with global ambitions. As a result, real estate decisions made locally often need to align with broader portfolio strategies, ESG commitments, and capital discipline, while still responding to local market dynamics.

Occupiers in Australia also place a strong emphasis on independence, accountability, and practical advice that can withstand internal scrutiny.

“Occupiers expect independence and accountability from their advisors.”

What key trends or shifts are corporate real estate leaders in your region navigating right now?

Many conversations are centered around the quality and performance of real estate. Increasingly, organizations are viewing real estate not as a cost center, but as a business enabler.

While market headlines often suggest tenant-friendly conditions, genuinely high-quality space is becoming harder to secure. Occupiers are engaging earlier in the process and taking a more strategic approach to defining their needs at the precinct, asset, and workspace levels rather than relying on late-stage negotiations.

Another major shift is the growing role of the workplace in broader business objectives. Boards and executive teams are increasingly asking how office environments support productivity, culture, leadership visibility, and talent retention.

Timing and optionality are also front of mind. As development pipelines thin in some central business districts, occupiers are recognizing the value of scenario planning well ahead of lease expiries.

“Real estate has pivoted from a cost centre to an enabler.”

What are the biggest challenges occupiers are facing locally?

One of the most significant challenges is the gap between perceived market conditions and the realities occupiers face when searching for suitable space.

Vacancy rates may appear high on paper, but once occupiers narrow their search to locations that meet requirements around sustainability, amenities, location, and delivery risk, the number of viable options can shrink quickly. Organizations that begin the process too late often find themselves reacting to circumstances rather than shaping outcomes.

Another challenge is achieving internal alignment. Real estate decisions now sit at the intersection of finance, people, risk, and leadership priorities, requiring structure, data, and independent guidance to bring stakeholders together.

“Organizations that engage late often find themselves reacting rather than leading.”

From your perspective, what does being part of a tenant-only, conflict-free global platform mean for clients?

For clients, it provides confidence.

A conflict-free platform removes ambiguity and ensures advice is aligned solely with the client’s interests, without competing incentives or external pressures influencing decisions.

At a global level, it also creates consistency. As organizations expand into new markets, they can work with advisors who share a common philosophy, approach, and standard of advice while still delivering local market expertise.

“A conflict-free platform removes ambiguity.”

How does collaboration across the Exis network strengthen outcomes for occupiers in your region?

Having lived and worked across seven international cities and collaborated with global networks for more than twenty-five years, I have seen firsthand the value of strong international partnerships.

What stands out about Exis is that collaboration and shared learning are practical and genuine. We regularly work with Exis partners on regional expansions, portfolio rationalizations, and global mandates where decisions in one market directly influence another.

Having trusted advisors on the ground who approach challenges in a similar way allows us to move quickly, confidently, and with a consistent strategy.

For Australian occupiers expanding internationally, Exis delivers local intelligence supported by global context, resulting in stronger decision-making and better outcomes.

“Local intelligence with global context consistently leads to better outcomes.”

What opportunities do you see ahead for companies making strategic real estate decisions in your market?

The biggest opportunity is getting ahead of the cycle.

Organizations that invest time early to understand workforce needs, future footprint requirements, flexibility demands, and risk profiles are consistently achieving stronger commercial outcomes and higher-performing workplaces.

There is also an opportunity for companies to rethink the role of real estate. Rather than viewing it purely as a cost line, many organizations are beginning to see it as a strategic enabler that supports growth, leadership, culture, and long-term business performance.

“The biggest opportunity is to get ahead of the cycle.”

Outside of work, what’s something you enjoy doing to recharge?

Giving back and staying connected beyond work is important to me.

I serve as a board member of CoreNet Global, which keeps me connected to global occupier thinking and peer-to-peer learning across the industry. I also volunteer as a Director of Surf Life Saving at my local beach, Bilgola. Coordinating more than 250 volunteers is both grounding and rewarding, reinforcing the importance of leadership, teamwork, and service.

Outside of those commitments, I enjoy staying active, spending time outdoors, and being with family and friends.

We thank David Burton for sharing his perspective on the Australian market and for offering valuable insight into how occupiers are navigating current conditions. We hope this conversation helps bridge local market perspectives and provides useful context for those working across the industry.

Until next time, stay tuned for our next conversation with another leader from across the Exis Global network.