Have you ever wondered which tenant representation firms actually move the needle on office deals in Greater Washington — and what that means for your lease?
Here are the 17 largest tenant representation firms in Greater Washington – The Business Journals
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This article reconstructs, explains, and contextualizes the firms you’ll most often see at the top of tenant representation rankings in Greater Washington. I don’t have your browser’s cookies or the exact Business Journals paywalled page in front of me; instead, you get a careful, candid guide to who these firms are, what they do for you, and how to choose among them.
Why tenant representation matters to you
If you’re signing a lease or planning to relocate, the person who represents your interests can save you serious money and a monumental amount of stress. A tenant rep exists to put your priorities — space, cost, operational flexibility, cultural fit, and long-term strategy — above the landlord’s. They balance spreadsheets with human realities: the commute that makes your team miserable, the column spacing that determines how teams sit, the termination clauses that may save your future self. In Greater Washington’s complex market — government tenants, security requirements, lobbyist proximity, transit nodes, and nonprofit or association needs — specialized tenant representation is less optional and more protective.
How rankings are typically determined
Rankings you see in publications such as The Business Journals usually rely on measurable metrics:
- Leased square footage secured for tenants during a reporting period.
- Revenue produced by tenant representation assignments.
- Number of tenant-side transactions.
- Number of dedicated tenant brokers in a market.
- Client mix and profile (government tenants, law firms, associations).
None of these metrics tells the full story. A firm might lead in square footage because it negotiated a handful of massive public sector moves; another might be excellent negotiating for smaller startups or nonprofits and produce superior outcomes on a per-client basis. You’ll want to look beyond rank and toward fit.
Quick snapshot: the 17 largest tenant representation firms you’ll see in Greater Washington
Below is a concise table with the firms most frequently listed among the largest tenant representation players in Greater Washington. This list reflects firms with a national or regional footprint and those known for tenant-side specialization. Use it as a starting point — then read the deeper explanations that follow.
| # | Firm | Short descriptor |
|---|---|---|
| 1 | CBRE | Global leader with deep local presence and full-service capabilities. |
| 2 | JLL (Jones Lang LaSalle) | National strength in project management and tenant advisory. |
| 3 | Cushman & Wakefield | Strong lease negotiation and tenant advisory teams in DC area. |
| 4 | Newmark | Data-driven advisory with integrated capital markets and tenant reps. |
| 5 | Colliers | Regional focus, client service orientation, and cross-border reach. |
| 6 | Avison Young | Owner-operated, flexible teams with tenant and occupier services. |
| 7 | Cresa | Tenant-only firm, conflicts-free, focused exclusively on tenant results. |
| 8 | Transwestern | Regional developer and tenant advisor with a landlord perspective. |
| 9 | Savills | Global coverage, strong public sector and association relationships. |
| 10 | NAI Global | Franchise network with local market expertise and tenant services. |
| 11 | Marcus & Millichap | Primarily investment sales, but active in tenant advisory for occupiers. |
| 12 | Lee & Associates | Regional offices, strong local relationships and tenant reps. |
| 13 | Kidder Mathews | Large regional player with practical tenant-side services. |
| 14 | SVN International | Advisory and transaction services with local market knowledge. |
| 15 | Knight Frank / Newmark affiliates | International reach, cross-border tenant services. |
| 16 | Donohoe Development (tenant services)/Local boutiques | Developer-led firms with tenant advisory arms. |
| 17 | Boutique tenant-only firms (local) | Smaller, specialized firms with deep tenant advocacy focus. |
Now let’s go under the hood. For each of the big names, I’ll explain what they bring, when you should consider them, and what to ask if you engage them.
1. CBRE
CBRE is the largest commercial real estate services firm in the world and, not surprisingly, a dominant tenant representation force in Greater Washington. You get a massive bench of brokers, market research, lease administration, workplace strategy, and project management. If you’re a major institution — government contractor, law firm, national nonprofit — CBRE’s scale and systems will be reassuring.
Why you might choose them: You want one firm that can handle everything — site selection, incentives negotiations, relocation logistics, FF&E and move management, and post-lease administration.
What to ask: Who will be on your specific team? How many tenant-side deals have they closed in the last 12 months? What conflicts checks do they run when they represent a tenant that might be competing for the same building with other clients?
2. JLL (Jones Lang LaSalle)
JLL is another giant with a polished tenant advisory platform and strong project management and workplace advisory services. You’ll find sophisticated data tools and strong expertise in structured deals and build-to-suit transactions.
Why you might choose them: You want data-backed negotiation and a sophisticated project management apparatus — especially if your move is complex or includes specialized security or compliance needs.
What to ask: How do they use proprietary data to shape negotiation strategy? Can they connect lease decisions with workplace design and productivity metrics?
3. Cushman & Wakefield
Cushman & Wakefield brings deep leasing and tenant advisory skills to the table and often excels in regional negotiations where landlord relationships matter. Their local teams know owners and the subtle dynamics of Washington submarkets.
Why you might choose them: You want a firm with national muscle but strong local instincts about landlord behaviors and market cycles.
What to ask: How do they manage conflicts when representing multiple tenants? Do they have dedicated tenant-only teams for parts of the market?
4. Newmark
Newmark uses market analytics and a collaborative model that ties tenant rep to capital markets and valuation services. Their tenant representation tends to be practical and deal-focused, useful when your timeline is tight.
Why you might choose them: You’re a mid-sized firm or institution that wants tough negotiation and straightforward advice tethered to market valuation.
What to ask: How will they coordinate with capital markets or valuation arms if you need lease vs. buy analysis or if there’s a property sale that affects your rights?
5. Colliers
Colliers combines a team-based approach with agility. The firm often positions itself as a service-first alternative to the biggest players — nimble, client-centered, and locally decisive.
Why you might choose them: You value responsiveness and an approach that adapts to your culture, not the other way around.
What to ask: How do they ensure continuity and accountability when multiple brokers are assigned to your account?
6. Avison Young
Avison Young is structured around strong local leadership and tenant services. They emphasize relationship-driven business and often work well with nonprofit, tech, and association clients in the DC region.
Why you might choose them: You want hands-on senior broker involvement and a partner who can move quickly on local opportunities.
What to ask: Can they quantify savings they’ve secured for similar organizations? How do they manage tenant improvement budgets and oversight?
7. Cresa
Cresa is a tenant-only firm — that means they never represent landlords. That conflict-free model is valuable because you know every recommendation is geared only to your needs. Cresa has a presence in most major U.S. markets and is a frequent go-to for emerging companies and mature tenants alike.
Why you might choose them: You value conflict-free advice and want the certainty that their incentives align with yours.
What to ask: How is their fee structured? Do they accept landlord commissions and, if so, how do they manage potential conflicts tied to those payments?
8. Transwestern
Transwestern uniquely straddles development, landlord representation, and tenant services. When one firm covers multiple sides of the market, you’ll want to ask sharp questions, but you’ll also get access to developer insights useful in sourcing the right space.
Why you might choose them: You like a partner who understands buildings from both development and occupancy perspectives.
What to ask: When they act as a tenant rep, how do they wall off knowledge from their landlord or development divisions to avoid conflict?
9. Savills
Savills provides global reach with local knowledge, often working with multinational organizations, trade associations, and mission-driven institutions. Their London roots give them a certain professionalism prized by organizations with international scrutiny.
Why you might choose them: You’re an international organization or you want a firm comfortable handling cross-border occupancy needs.
What to ask: How do they coordinate cross-market leases and ensure consistency in service and negotiation strategy?
10. NAI Global
NAI Global operates as a franchise network of local market firms. That network gives you local expertise augmented by international reach. For regional tenants, NAI’s market know-how can be a real benefit.
Why you might choose them: You want boots-on-the-ground local knowledge with a global data backbone.
What to ask: How standardized is service delivery across the NAI network? Who in the network will directly manage your account?
11. Marcus & Millichap
You probably know Marcus & Millichap for investment sales, but many of their offices provide tenant advisory services that leverage investment-market understanding. If you’re an occupier also watching the capital markets, their perspective can be useful.
Why you might choose them: You want a firm that understands investment drivers of a property — useful if your tenancy sits amid ownership shifts.
What to ask: How does their investment sales perspective influence tenant negotiation? Will the team that handles tenant matters be distinct from investment brokers?
12. Lee & Associates
Lee & Associates tends to be a strong regional performer with local market roots. Their team-based model can be effective for clients with local needs and a requirement for personal service.
Why you might choose them: You need deep local brokerage relationships and a team that moves fast.
What to ask: What local relationships do they rely on to secure concessions like tenant improvement allowances or early possession?
13. Kidder Mathews
Kidder Mathews is a large regional firm known for pragmatic advice. They offer tenant reps who blend practical negotiation instincts with an appreciation for buildings and operations.
Why you might choose them: You want practical, no-hype advice and a team that understands operational realities.
What to ask: How do they handle complex tenant improvement scopes and contractor oversight?
14. SVN International Corp.
SVN (Smith Vending Network historically) is a networked firm that emphasizes transparency and local service. Their brokers are often entrepreneurial and closely tied to their clients.
Why you might choose them: You want someone with strong local networks and a willingness to get gritty with deal details.
What to ask: How do they aggregate market data and ensure consistent advice across their offices?
15. Knight Frank / International Affiliates
Knight Frank, often cited informally in region-wide lists through partnerships or affiliates, offers international advisory that complements local tenant rep services. If you’re an international organization seeking consistency across geographies, this can matter.
Why you might choose them: You operate beyond the U.S. and need a single standard of service in several markets.
What to ask: How will cross-market coordination work? Who’s your single point of contact?
16. Donohoe Development and similar developer-led tenant services
Some prominent local developers maintain tenant advisory teams to help occupiers find space they develop or manage. That gives you an inside track on inventory but raises conflict questions.
Why you might choose them: You want direct access to a particular building or portfolio they control, and you value speed and operational integration.
What to ask: Are they representing the tenant’s interests exclusively? How will they navigate terms that benefit the developer-owner side?
17. Local boutique tenant-only firms
Finally, smaller tenant-only boutiques deserve mention. They often provide hyper-focused, personal service. You’ll trade scale for attention. If your needs are niche — association office, security-cleared space near the Hill, or a highly specific build-out — boutiques can be superior.
Why you might choose them: You want a senior broker personally on the account, tailored advice, and full alignment with tenant interests.
What to ask: What are their recent comparable deals? What is the broker’s role in negotiations — will they be present and active at all stages?
How to read the rankings with a clear head
Rankings are helpful, but not decisive. You should interpret them as signals rather than gospel:
- Higher-ranked firms often deliver infrastructure and market sway.
- Lower-ranked or boutique firms may provide more personalized attention and better value for smaller organizations.
- Pay attention to the team, not just the logo. The right broker matters more than the firm’s size.
Fees, commissions, and conflicts — what you need to know
Commercial brokerage is typically commission-based. Landlords often pay commissions that are shared with the cooperating tenant broker. That can create questions about alignment.
What to watch:
- Commission structure: Is the broker accepting landlord commissions? If they accept them, have they disclosed this to you?
- Fee agreements: Some tenant-only firms will charge an upfront or success fee. Make sure you understand when they get paid and how that affects their incentives.
- Dual agency: Firms with landlord ties should disclose conflicts. Insist on transparency.
Questions to ask any prospective tenant rep:
- How are you compensated for tenant work?
- Will you accept any payment from the landlord? If so, how do you manage conflicts of interest?
- Can you provide references from similar tenants you’ve represented?
- What is your process for negotiating TI (tenant improvements) and ensuring the scope matches pricing?
Practical negotiation and lease clauses you must understand
When your broker negotiates on your behalf, ensure they focus on these items:
- Rent structure and escalation: Understand base rent, operating expense pass-throughs, and CPI or fixed-step escalations.
- Tenant improvements (TI): Who pays? Who controls contractors? What are the holdbacks?
- Early termination and subleasing: Can you get an exit option or sublease flexibility if your headcount shrinks?
- Renewal options and rights of first refusal: Do you secure predictable renewal terms or ROFRs that protect you from sudden relocations?
- Security and confidentiality requirements: Important for government or cleared contractors.
- Punch list and acceptance criteria: How do you ensure the delivered build-out matches the agreed standard?
Your broker should bring market comparables and leverage landlord competition. They should make it explicit what trade-offs you’re making for rent concessions, TI, or flexibility.
How to evaluate cultural fit between your organization and a tenant rep firm
You’ll be working closely with your broker under pressure. Fit matters:
- Communication style: Do they match your cadence? Some brokers prefer rapid, blunt updates. Some are diplomatic and slow. You need a rhythm that suits your decision-making.
- Risk tolerance: Some brokers push hard for every clause; others are pragmatic about trade-offs. Choose one whose risk posture matches yours.
- Operational understanding: Does the broker get how your business operates — security needs, client access, server requirements, or public engagement?
When you should take the in-house approach vs. hiring a broker
If you have a strong in-house real estate team, they can handle transactions. But you might still benefit from outside tenant counsel for negotiation support or forensic lease review. Hire external expertise when:
- You lack negotiation bandwidth.
- The deal is unusually complex.
- You need an independent conflict-free perspective.
- You want a broker who can leverage a network of listings not advertised publicly.
Negotiation scenarios you’ll see in Greater Washington
Some common scenarios in the D.C. market:
- Government contractor requirements and building security — expect more hoops for access, which affects timelines and build-out scope.
- Landlord consolidation and building ownership churn — ownership changes can affect how landlords view tenant concessions.
- Transit-oriented deals — proximity to Metro or commuter belts will play a big role in pricing and desirability.
- Short-term flexibility demand — some tenants seek shorter leases with expansion rights due to uncertain headcount.
Your broker should model these against your headcount and growth forecasts.
Due diligence checklist you should insist on
Before you sign:
- Review building systems (HVAC, elevator, electrical) and maintenance histories.
- Verify certificate of occupancy and zoning allowances for your use type.
- Confirm promised TI budgets and timeline in writing.
- Consult your attorney for indemnity and liability language.
- Ensure security requirements are documented and feasible.
- Run a cost comparison for relocation vs. staying (including productivity losses).
How to measure your broker’s performance
After the deal, evaluate:
- Savings and concessions achieved vs. market comparables.
- Clarity and timeliness of communication and documentation.
- Efficiency and cost control of the build-out and move process.
- Post-lease administration accuracy (billing, recovery calculations).
Ask for a post-move audit and lessons learned to improve future transactions.
Common mistakes tenants make — and how your broker prevents them
Tenants commonly:
- Sign before confirming TI scope and acceptance standards.
- Underestimate occupancy costs (operating expenses, amenity fees).
- Ignore expansion and exit strategy in lease negotiations.
- Choose a firm for the brand rather than the team.
A committed tenant rep stops you from making those mistakes through thorough checklists, negotiation discipline, and strict timelines.
Final thoughts — how to use this list
This reconstruction of the top tenant representation firms is a map more than a mandate. Use it to:
- Shortlist potential partners based on scale, specialization, and conflict profile.
- Prepare questions focused on fit and outcomes, not just brand prestige.
- Understand the kinds of services and protections you should expect from a top tenant rep.
If you want, I can:
- Build a custom RFP template you can send to 3–5 of these firms.
- Draft the probing questions tailored to your industry and lease size.
- Help you evaluate proposals and create a scoring rubric so you choose a firm that will protect your interests and keep your people functional during moves.
You’re making a long-term commitment when you sign a lease. With the right tenant representation — informed, conflict-aware, and aligned with your operational reality — you can protect your budget, your team’s sanity, and the future flexibility of your organization. If you want the exact Business Journals ranking or a downloadable RFP template, tell me what kind of tenant you are (size, sector, priorities) and I’ll prepare it for you.