The Postgraduate: Newmark Grubb Knight Frank’s Brian Waterman

Mr. Waterman stressed that through all the acquisitions and mergers and growth from 22 New York-based employees to 11,000 people around the globe, NGKF has stood by its early principles. “The firm has always been about developing a business model that services the client, not about lining the pockets of executives,” Mr. Waterman said. “Looking at what other people do and then what we do, I think we emphasize our intellectual property.”

Access to information and the ability to exchange it is pivotal to success in an increasingly complex industry. “It’s much harder to do business today than it was when I started,” Mr. Waterman said. “There are so many components of a deal, from pitching the business to executing it, and a greater need to run and deliver analytics to a client. Barry always asks, ‘How many arrows do we have in our quiver to help a client?’”

Mr. Waterman’s clients include high-profile landlords and tenants. The location at 229 West 43rd Street—now known as the Times Square Building—is one standout leasing assignment. Blackstone Group bought the top 12 floors of the old  Times headquarters in April of 2011 for $160 million. Since then, the technology companies IAC and, last month, 10Gen have leased office space there.

“This building will be interesting because it has a definite industrial vibe, but it will end up with a corporate user,” Mr. Waterman said. He thinks the recent migration of tech firms from Park Avenue South and the Flatiron District to Midtown will continue.

“Everyone’s focused on Park Avenue South, but they’re reorienting themselves and asking if they really need to pay that kind of money,” Mr. Waterman said. He added that 229 West 43rd Street will likely welcome a couple more small users—IAC and 10Gen signed for just under 30,000 square feet each—and then a larger anchor tenant.

The media and tech spheres should also continue to boost the fortunes of 100 Church Street, another noteworthy property that Mr. Waterman represents. SL Green took over the foreclosed building, long known for stubbornly high vacancy rates, from the Sapir Organization in January of 2010. The New York City Law Department renewed its 280,000-square-foot lease there in late 2011. And the health care provider Healthfirst expanded its footprint in the building by 60,000 square feet to 230,000 square feet at around the same time.

“Anybody can play an easy hand of poker,” Mr. Waterman said of the challenge posed by a struggling building. “How you play the crappy hand is what really defines you.” He paused to clarify that 100 Church Street had great bones and a great location, but required a renewed vision from a new owner.