Cushman & Wakefield’s Curtis Gallagher had a longstanding relationship with the client, and understood that they wanted to sell the asset. Before beginning a formal dialogue with the client, he worked closely with his counterparts in the Vancouver and Victoria, Canada offices to conduct a global search to identify the best potential buyer. After this search was successfully completed, Cushman & Wakefield was awarded a mandate to sell the asset. This collaboration brought both hotel and local market expertise together in a way that achieved the best result for the client. Once Ivanhoé Cambridge agreed to move forward, Curtis worked to ensure that the buyer was focused on the asset profile and its ultimate upside, in addition to the immediate economic value of the transaction. This ensured both parties achieved their respective goals and came to an agreement.