Is there good business for commercial or retail property agents in undertaking tenant advocacy work? The basic answer is yes.
In such circumstances the tenant becomes your client and the commission you make in any lease is paid by the tenant.
Obviously a formal agency appointment should be signed with the tenant that complies with all your local laws of client agent relationships.
Who Needs You? When it comes to commercial and retail property the best tenants to work for are the larger corporate tenants.
They are the ones most likely to require expert assistance to find a new property to locate into.
They are also the ones most commonly needing help from the board level to make a valued business decision on relocation; in such case they want to work with a top performing and well informed real estate agent in the local area.
Exclusive Agency is Essential Some form of exclusive agency should be established to keep the tenant committed to you as their leasing agent for a fixed period of time.
Without that commitment at the start, it is best not to act as the tenant advocate as the tenant is likely to move around the market with many agents.
In such case your commission is then under threat and your time may be wasted.
So there is some good business to be made here providing you control the tenant and their enquiry; you should however make some rules for undertaking the process of tenant advocacy.
Here are some ideas to help:

1. Understand their timing of relocation including the required time to create new fitout for the changed business location.
   There will be a lead time for their move so find out how that will impact any leasing decision.
   
2. Know the key decision maker that will make the final decision for the relocation to new premises.
   
3. Seek out and meet with the key staff members that are involved with the decision maker in the final premises decision.
   It is likely that they will all have factors and issues that will impact the final property decision.
   
4. Identify the requirements of the new premises.
   Some of those requirements will be flexible while others will be 'must haves'.
   The requirements will include the quality of fitout, branding of the business on the premises (signage), layout, and design.
   The building they occupy may have essential ratios between office, showroom, and warehouse areas.
   
5. Create a budget of rent and other occupancy costs that cannot be exceeded in the new premises occupation.
   
6. Meet with the tenant's premises advisors such as the architects, engineers, and solicitors that will be giving advice to the decision maker regards the final premises decision, creation, and documentation.
   See if this group have any final ideas or requirements that should be taken into account.
   
7. Determine key design criteria that will impact their choice of new premises.
   It is likely that the criteria will be impacted by staff numbers, property usage, customer visits and needs when accessing the business, and car parking requirements.
   
8. Transport is a consideration for many businesses.
   That can be in access to main roads, ports, air terminals, and public transport.
   The transport requirements should be prioritised
9. Communications requirements will be critical to most businesses today.
   Access to fast internet connections, telephone, data grids or access points, and fibre optic connections may also have priority.
   
10. Services and amenities will have an impact on property usage and tenant decision.
    Exactly what will the tenant require by way of services and amenities at the property for their business and their staff?

The opportunity to work with tenants at the bigger end of the market as a tenant advocate is a unique service for real estate agents.
There is significant opportunity here for those that specialise.