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COVER STORY 30Developer Lissette Calderon helps revive the Miami River 12 Briefcase News briefs from around the region 24 Great Places and Spaces Arte condonimium in Surfside and the Delmar hotel in Fort Lauderdale 28 The Good Life 36 SFLG Monthly Five key points about sea level rise 38 Manufacturing SFBW Exclusive: U.S. Secretary of Commerce visits 42 Real Estate Why not landing Amazon’s HQ2 isn’t so bad 46 Commercial Real Estate Inside Amazon’s mega distribution hub 50 Ask the Experts SFBW & Partners 52 Technology How the region can fuel further tech growth 58 Digital South Florida Tips on implementing AI in your business 64 Executive Roundtable Change will accelerate 68 HR SFBW’s Excellence in HR award winners tell how to attract and retain talent 76 CEO Connect UM President Dr. Julio Frenk Pier 19 model unit See page 30 has “A Roadmap to our 6 JUNE 2019 • www.sfbwmag.com New Century” TABLE OF CONTENTS

COVER F O R T L A U D E R D A L E STORY 30Developer Lissette Calderon helps revive the Miami River 12 Briefcase News briefs from around the region 24 Great Places and Spaces Arte condonimium in Surfside and the Delmar hotel in Fort Lauderdale 28 The Good Life 36 SFLG Monthly Five key points about sea level rise THEPOWER 38 Manufacturing SFBW Exclusive: U.S. Secretary OF of Commerce visits 42 Real Estate Why not landing Amazon’s HQ2 isn’t so bad WE 46 Commercial Real Estate Inside Amazon’s mega distribution hub 50 Ask the Experts SFBW & Partners 52 Technology How the region can fuel further tech growth 58 Digital South Florida Tips on implementing AI in your business 64 Executive Roundtable • Aircrafts Insurance • Auto Insurance • Bonds • Collectibles Change will accelerate • Condominium Insurance • Group Benefits • Flood Insurance • Homeowners Insurance 68 HR • Liability Insurance • Marine Insurance • Personal Insurance • Property Insurance SFBW’s Excellence in HR award winners tell how to attract and • Umbrella Insurance • Worker’s Compensation retain talent

76 CEO Connect BROWN & BROWN INSURANCE UM President Dr. Julio Frenk Pier 19 model unit See page 30 1201 W. Cypress Creek Road, Suite 130, Ft Lauderdale, FL 33309 has “A Roadmap to our bbftlaud.com Ph: (954) 776-2222 | Fax: (954) 776-4446 www.sfbwmag.com • JUNE 2019 7 New Century” Brown & Brown of Florida, Inc.

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Editor-in-Chief Kevin Gale Up the River To look at the history of the Miami River, is to look at the history of Miami itself. According to historian Jerald T. Milanich, the world “Miami” is a derivation from “Mayaimi,” which referred to the vast size of Lake Okeechobee. (Another interpretation is that Miami means “sweet water.”) Spanish explorers who visited Miami in 1743 mentioned “Maymies” or “Maimies” living in the area. The Miami Circle, just east of the Brickell Avenue bridge over the river, is believed to be 1,700 to 2,000 Keep the years old and built by the Tequesta Indians. The unspoiled Miami River was a wild splendor. It was formed when water from the Everglades spilled lights on, the over a rocky ledge four miles up the river, creating rapids. The arrival of the Florida East Coast Railway in Miami in 1896 was great for development, but also computers started the era of pollution and dredging for the river. The rapids were destroyed in 1908 and a rush of silt and muck fl owed down the river when the Miami Canal was completed in 1912, according to The Miami running, River and its Tributaries, by Donald C. Gaby. In the 1950s, 29 lines dumped raw sewage into the river. The river’s bad reputation hit a crescendo in 1985, when three bodies were spotted fl oating in the cargo and your area on the upper river. More than a dozen rogue policemen had raided the freighter Mary C, seizing some of the 350-400 kilos of cocaine on board. Scared smugglers jumped into the river and three drowned. Movements to save the river had started in the 1960s, but progress was slow. In the 1990s, two federal organization grand juries criticized local leadership for the lack of progress. Finally, in 2008, a $89 million dredging project increased depth to a consistent 15 feet and removed pollutants in the river bed. operational, Developer Lissette Calderon, who is this issue’s cover subject, knows the river well. After she was born, she and her parents lived in an apartment building along the river at the site of the Miami Circle. The circle regardless of was rediscovered when apartment buildings were being demolished. Calderon was a pioneer in reestablishing the river as a great place to live with her Neo Lofts projects in the weather 2002 near Flagler Street. She eventually added two more Neo projects on the river. After a second stint with Related Group, Calderon bought River Oaks Tower & Marina, a troubled outside. apartment project that is getting a big makeover under the name Pier 19. Some of the city’s most high- profi le developments are sprouting along the river now, including the eight-acre River Landing Shops and Call OK Generators Residences with 528 apartments and Miami River Walk, which plans 700 apartments. Calderon recognizes that the Miami River is still a working river. The upper river is lined with freighters today for peace that largely serve the Caribbean. A 2017 report by the county estimates $1 billion in goods are shipped via of mind and the river annually. There is the potential to double the amount of freight the river can handle, according to uninterrupted the Miami River Freight Improvement Plan. The river is now also a place for restaurants and bars as well. On Northwest River Drive, I’ve recently operations this had pizza at Crust and seafood at Garcia’s Seafood Grille. I also popped into Kiki on the River and saw the hurricane season. crowd whooping it up as the wait staff danced on the bar. It’s great to see the reason Miami was founded is now back to life, balancing a better ecology and residential development with strong commerce. Kudos to Calderon and other developers for enhancing Miami’s original treasure.

8 JUNE 2019 • www.sfbwmag.com LETTER FROM THE EDITOR

Editor-in-Chief Kevin Gale Up the River Your health care customized, To look at the history of the Miami River, is to look at the history of Miami itself. According to historian Jerald T. Milanich, the world “Miami” is a derivation from “Mayaimi,” which personalized and optimized. referred to the vast size of Lake Okeechobee. (Another interpretation is that Miami means “sweet water.”) Spanish explorers who visited Miami in 1743 mentioned “Maymies” or “Maimies” living in the area. The Miami Circle, just east of the Brickell Avenue bridge over the river, is believed to be 1,700 to 2,000 Discover 24/7 Concierge Medicine years old and built by the Tequesta Indians. The unspoiled Miami River was a wild splendor. It was formed when water from the Everglades spilled over a rocky ledge four miles up the river, creating rapids. The arrival of the Florida East Coast Railway in Miami in 1896 was great for development, but also started the era of pollution and dredging for the river. The rapids were destroyed in 1908 and a rush of silt and muck fl owed down the river when the Miami Canal was completed in 1912, according to The Miami River and its Tributaries, by Donald C. Gaby. In the 1950s, 29 lines dumped raw sewage into the river. The river’s bad reputation hit a crescendo in 1985, when three bodies were spotted fl oating in the cargo area on the upper river. More than a dozen rogue policemen had raided the freighter Mary C, seizing some of the 350-400 kilos of cocaine on board. Scared smugglers jumped into the river and three drowned. For more information, visit Movements to save the river had started in the 1960s, but progress was slow. In the 1990s, two federal grand juries criticized local leadership for the lack of progress. Finally, in 2008, a $89 million dredging ClevelandClinicFlorida.org/ConciergeMed project increased depth to a consistent 15 feet and removed pollutants in the river bed. Developer Lissette Calderon, who is this issue’s cover subject, knows the river well. After she was born, or call 800.700.4275. she and her parents lived in an apartment building along the river at the site of the Miami Circle. The circle was rediscovered when apartment buildings were being demolished. Calderon was a pioneer in reestablishing the river as a great place to live with her Neo Lofts projects in 2002 near Flagler Street. She eventually added two more Neo projects on the river. After a second stint with Related Group, Calderon bought River Oaks Tower & Marina, a troubled apartment project that is getting a big makeover under the name Pier 19. Some of the city’s most high- profi le developments are sprouting along the river now, including the eight-acre River Landing Shops and Residences with 528 apartments and Miami River Walk, which plans 700 apartments. Calderon recognizes that the Miami River is still a working river. The upper river is lined with freighters that largely serve the Caribbean. A 2017 report by the county estimates $1 billion in goods are shipped via the river annually. There is the potential to double the amount of freight the river can handle, according to the Miami River Freight Improvement Plan. The river is now also a place for restaurants and bars as well. On Northwest River Drive, I’ve recently had pizza at Crust and seafood at Garcia’s Seafood Grille. I also popped into Kiki on the River and saw the crowd whooping it up as the wait staff danced on the bar. It’s great to see the reason Miami was founded is now back to life, balancing a better ecology and residential development with strong commerce. Kudos to Calderon and other developers for enhancing Miami’s original treasure.

Cleveland Clinic Florida Concierge Medicine is an affiliate of The Cleveland Clinic Foundation, including Cleveland Clinic Florida Health System Nonprofit Corporation and Cleveland Clinic Florida (a Nonprofit Corporation), but is not a nonprofit corporation or exempt from federal tax under the United States Internal Revenue Code. www.sfbwmag.com • JUNE 2019 9 www.jcwhite.com

CHAIRMAN AND PUBLISHER Creative Editorial Advisory Board Gary Press [email protected] CREATIVE DIRECTOR Bob Birdsong, Rufus James, Melanie Smit OK Generators, Fort Lauderdale EDITOR-IN-CHIEF AND ART DIRECTORS President Executive Airport, SENIOR VICE PRESIDENT OF STRATEGY Airport Manager Kevin Gale [email protected] Alexander Hernandez, Mark Brown, Frank Papandrea, Evelyn Suarez Miami Heat, Patrick Lee, ASSOCIATE PUBLISHER VP of Sales Shorecrest Construction, CEO Clayton Idle [email protected] Writers Andy Cagnetta, CONTRIBUTING WRITERS Transworld Alan Levan, COPY EDITOR Stephen Garber, Martin Lenkowsky Jason Davis Business Brokers, CEO BBX Capital, Darcie Lunsford, Greta Schulz Chairman and CEO Matt Dernis, Photographers Fortune 360, Rick Mancinelli, CFP® C3, CEO Eduardo Schneider Photography Evelyn Suarez, Contributing Photographer William O. Fuller, Neil Merin, Barlington Group, Merin Hunter Codman, Market Directors Managing Partner Chairman LORI CASTLE [email protected] Calixto Garcia-Velez, Teddy Morse, GEORGETTE EVANS gevans@lmgfl .com Regional Executive & Ed Morse MARC FREINDLICH [email protected] EVP of First Bank Automotive Group, DAN SAUCIER [email protected] Chairman & CEO Michael Gorham, Brown & Brown of Sam Robbins, CONTROLLER Florida, National Jets, Dana Fahlbusch dfahlbusch@lmgfl .com Executive Vice President President & CEO OPERATIONS DIRECTOR Gerald Greenspoon, Pablo Pino, TD Bank, Monica St. Omer monica@lmgfl .com Greenspoon Marder, South Florida Market Co-managing Director President, Commercial Lending Steven Gurowitz, Interiors by Steven G., Steven Sadaka, President Steven Douglas, CEO

Michelle Homoky, Rachel Sapoznik, Celebrity Cruises, Sapoznik Insurance, CEO Director of Eastern Sales Erik Sussman, Mass Mutual, CEO

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Sit With Purpose Work in Comfort www.sfbwmag.com • JUNE 2019 11 Luxury rentals opening at Pines City Center Terra has begun leasing for its newest luxury rental development, Pines Garden at City Center with rents starting at $1,645 for a one-bedroom apartment. The 387-unit residential community is part of Pines City Center, a 47-acre master-planned village in Pembroke Pines. The two phases of Pines City Center will comprise approximately 300,000 total square feet of City Furniture makes green promise Block Ellert joins Compass lifestyle-oriented retail, entertainment and restaurant space alongside residential apartments. City Furniture announced plans to become carbon neutral in its operations by 2040. The goal Carolyn Block Ellert has joined Compass encompasses the company’s showrooms, warehouses, offices and delivery fleet. The company Florida’s Development Division as managing already has 240,000 square feet of LEED-certified showroom space, and is converting its fleet director. She was previously CEO and founder of delivery trucks to run on compressed natural gas. “By 2040, we plan to run many showrooms of Premier Sales Group. Block Ellert is the on renewable energy, which will offset our electric use,” President Andrew Koenig said. In-house founding and presiding chair of the Master recycling equipment annually keeps 6 million pounds of cardboard, plastic and Styrofoam waste Brokers Forum’s Broward/Gold Coast out of landfills. chapter.

Dwyane Wade with executive chef Angelo Massanova at Casa D’Angelo briefcase broward D Wade is in the house Quarterdeck moves Four days after scoring a triple double in his last NBA The Quarterdeck on Cordova Road in Fort Lauderdale game, likely NBA Hall of Famer Dwyane Wade dined at closed on April 21 and was scheduled to move into chef Angelo Elia’s Casa D’Angelo restaurant in Fort Lau- its new location, 1035 SE 17th St., within a couple of derdale. On the menu for Wade was burrata (imported weeks. The old location opened in 1966 as a Big Daddy’s burrata cheese, vegetable caponata, parma prosciutto) Liquor Store and Lounge and became the first Quarter- and branzino (served with artichokes, lemon and capers deck when Paul Flanigan purchased it from his uncle, Vice President of Marketing for the Florida Hemp Trade and Retail Asso- and roasted potatoes). Joe Flanigan. StevenDouglas opens San Diego offi ce ciation Jeff Greene; Green Roads co-founder Jimmy Tundidor, Director of StevenDouglas, a national recruiting firm Robert Lochrie, Lisa Kitei, Fort Lauderdale Mayor Dean Trantalis and Kelley New Markets Elana Perdeck and co-founder and President of Sales Danny based in Sunrise, has expanded its infor- Shanley Perdeck with UF/IFAS research team members Sean Campbell, Brian Solar fi rm opens center mation technology division by opening its Pearson, Zach Brym and Roger Kjelgren. Quick Mount PV, a U.S. manufacturer of watertight first California office, in San Diego. Bradley Parker Playhouse starts renovations solar roof mounting and racking systems, has opened a Swisher, managing director of technology The Broward Center for the Performing Arts has broken ground on Hemp is back 10,000-square-foot warehouse and training center in Pom- search in San Diego, specializes in contract the $27 million renovation of the Parker Playhouse in Fort Lauder- In addition to its inaugural $1.3 million private sponsorship, Green pano Beach. “The Florida solar market is one of the fastest and permanent placements of software de- dale’s Holiday Park, which will get a new lobby, private donor and Roads of Deerfield Beach has donated certified hemp plants to the growing in the country, so locating there for our customers velopers, programmers, systems engineers, premium lounges, a signature bar area and new equipment. The stage University of Florida’s Institute of Food and Agricultural Sciences. was a natural fit,” said Yann Brandt, Quick Mount PV’s network infrastructure engineers, quality will be named after JM Family Enterprises, which gave $1 million. The The pilot program, which brings hemp plants back to Florida after a president. assurance testers and project managers. lobby guest services area will be named after Bank of America, which 70-year absence, will see if industrial hemp can be a successful crop donated $500,000. in the state. Homestead is one of the test locations. ATR USA sales director Paolo Tabacco, Silver Airways Executive Vice President Kurt Brulisauer, Silver Airways and Seaborne Blitzing the coff ee scene Airlines CEO Steve Rossum, and ATR Vice President for Sales in Retired NFL linebacker Stephen Tulloch the Americas Pier Luigi Baldacchini has opened Circle House Coffee at 727 NE Third Ave. in Fort Lauderdale’s New Silver Airways aircraft Flagler Village neighborhood. Beyond Silver Airways has begun regularly scheduled flights aboard coffee-related fare, Circle House offers its new ATR-600 series aircraft. The first ATR aircraft was breakfast, lunch and dinner items, pas- christened “Mile Marker Zero” in honor of the iconic Key tries, doughnuts, pies, cakes, wine and Presidential Aviation adds Learjet 40 West landmark. The ATR-42-600 aircraft, with seating for craft beer. It is open 7 a.m. to 7 p.m., Presidential Aviation has added a Learjet 40 to its managed fleet of 46, will offer quicker direct flights to more short- and medi- Monday-Saturday and 7 a.m. to 5 p.m. aircraft at Fort Lauderdale Executive Airport. The six-passenger jet has um-haul leisure and business destinations in both domestic on Sundays. a range of more than 1,800 miles with a speed of over 465 mph. and nearby international markets.

12 JUNE 2019 • www.sfbwmag.com Luxury rentals opening at Pines City Center Terra has begun leasing for its newest luxury rental development, Pines Garden at City Center with rents starting at $1,645 for a one-bedroom apartment. The 387-unit residential community is part of Pines City Center, a 47-acre master-planned village in Pembroke Pines. The two phases of Pines City Center will comprise approximately 300,000 total square feet of lifestyle-oriented retail, entertainment and restaurant space alongside residential apartments.

Dwyane Wade with executive chef Angelo Massanova at Casa D’Angelo

D Wade is in the house Quarterdeck moves Four days after scoring a triple double in his last NBA The Quarterdeck on Cordova Road in Fort Lauderdale game, likely NBA Hall of Famer Dwyane Wade dined at closed on April 21 and was scheduled to move into chef Angelo Elia’s Casa D’Angelo restaurant in Fort Lau- its new location, 1035 SE 17th St., within a couple of derdale. On the menu for Wade was burrata (imported weeks. The old location opened in 1966 as a Big Daddy’s burrata cheese, vegetable caponata, parma prosciutto) Liquor Store and Lounge and became the first Quarter- and branzino (served with artichokes, lemon and capers deck when Paul Flanigan purchased it from his uncle, and roasted potatoes). Joe Flanigan. StevenDouglas opens San Diego oﬃ ce StevenDouglas, a national recruiting firm based in Sunrise, has expanded its infor- Solar ﬁ rm opens center mation technology division by opening its Quick Mount PV, a U.S. manufacturer of watertight first California office, in San Diego. Bradley solar roof mounting and racking systems, has opened a Swisher, managing director of technology 10,000-square-foot warehouse and training center in Pom- search in San Diego, specializes in contract pano Beach. “The Florida solar market is one of the fastest and permanent placements of software de- growing in the country, so locating there for our customers velopers, programmers, systems engineers, was a natural fit,” said Yann Brandt, Quick Mount PV’s network infrastructure engineers, quality president. assurance testers and project managers.

ATR USA sales director Paolo Tabacco, Silver Airways Executive Vice President Kurt Brulisauer, Silver Airways and Seaborne Airlines CEO Steve Rossum, and ATR Vice President for Sales in the Americas Pier Luigi Baldacchini

New Silver Airways aircraft Silver Airways has begun regularly scheduled flights aboard its new ATR-600 series aircraft. The first ATR aircraft was christened “Mile Marker Zero” in honor of the iconic Key West landmark. The ATR-42-600 aircraft, with seating for 46, will offer quicker direct flights to more short- and medium-haul leisure and business destinations in both domestic and nearby international markets.

www.sfbwmag.com • JUNE 2019 13 HUIZENGA COLLEGE OF BUSINESS AND ENTREPRENEURSHIP

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www.sfbwmag.com • JUNE 2019 15 Singer Xenos being acquired Merrick Manor developer Henry Torres, Nilda Torres and Alfonso Macedo (Photo by Mariner Wealth Advisors of Overland Park, Luis Flores World Red Eye) Kansas, is acquiring the wealth advisory firm Singer Xenos Schechter Sosler of Coral Saul Ewing Arnstein & Lehr moving to Brickell Merrick Manor celebration Gables, which has more than $1.3 billion Saul Ewing Arnstein & Lehr is moving from the Southeast Financial Center in The Astor Cos. hosted a grand-opening celebration for Merrick Manor. The 10-sto- assets under management. “We are incredi- downtown Miami to 701 Brickell Ave., Suite 1700, where it will occupy 22,400 ry, 227-unit Merrick Manor, 301 Altara Ave., is called the largest condominium WorldHotels signs Eden Roc bly excited about entering this new market,” square feet. More efficient use of space and technology will allow the 29-attorney project completed in Coral Gables in at least a decade. It includes nearly 20,000 WorldHotels has added the Eden Roc Miami Beach to its Elite Collection. This rarified selec- said Marty Bicknell, CEO and president of firm to downsize by 4,500 square feet while still having room to add staff. square feet of ground-floor retail and restaurant space. tion of hotels and resorts represents upper-upscale properties recognized for their elevated Mariner Wealth Advisors. “I believe Singer delivery of service and amenities. “We are delighted to welcome Eden Roc Miami Beach into Xenos is the perfect partner for us in Miami. the WorldHotels collection. It’s a beautiful hotel [that] will operate independently within our The team strives to put clients first and global network yet enjoy the substantial resources of an international chain, including our new shares our focus on providing customized loyalty program with almost 40 million members,” says Geoff Andrew, CEO of WorldHotels. holistic wealth management solutions.” briefcase miami/dade

Retail construction at Worldcenter The $4 billion, 27-acre Miami Worldcenter project has begun con- Charlie Porchetto and Diego Colmenero struction of another 50,000 square feet of street-level retail space and a 922-space parking garage. “We have almost 200,000 square Link at Douglas underway Meridian developers plan more projects feet of world-class retail space now under construction across the Adler Group and 13th Floor Investments have begun construction on Link at Diego Colmenero and Charlie Porchetto of Urbanica The Hotels site, which reflects the strong feedback we’ve received from brands Major project in Hialeah underway Douglas, a seven-acre project that will transform Miami-Dade County’s Douglas have three more hotels in the works after opening the Meridian and from around the world and across South Florida,” said developer Miami-based Coral Rock Development Group and Arena Capital Holdings have Road Metrorail station into a mixed-use transit hub. Set to be built in phases over the Kaskades hotels. In Miami Beach, the Euclid Hotel, 426 Euclid Nitin Motwani, managing partner of Miami Worldcenter Associates. broken ground for Pura Vida Hialeah, a nine-acre mixed-use project. The project the next five years, Link at Douglas will include 1,500 residential units including Ave., will have 30 rooms and the Fifth, 803 Fifth St., will have 50 Other updates for Worldcenter: The 85-percent sold Paramount will have 40,000 square feet of outparcels and three eight-story residential towers a workforce housing component, 25,000 square-feet of retail space, a 250,000 rooms. The Biscayne, 3200 Biscayne Blvd. in Miami’s Edgewater Miami condominium is on track for completion in June and Luma, with 260 apartments and 11,000 square feet of retail. Tenants include Wawa, square foot office building, and a public plaza that connects with The Underline, a area, will have 210 rooms, 5,000 square feet of retail and 7,000 a 434-unit rental tower, is under construction. Caoba, a 444-unit Taco Bell, Dollar Tree and a YouFit Health Clubs franchise. 10-mile-long linear park. square feet of rooftop pool, bar and entertainment space. apartment tower, is open. CitizenM hotel, a 348-room hotel, is slated to break ground this year. Jean-Yves Jaouen, Florence Mauduit Colliers anbd Laurent Castaing of Chantiers expands scope Mana buys another property de l’Atlantique with Beatrice Siri and Colliers Interna- Investor and developer Moishe Mana Joseph Pineau of Royal Caribbean tional Florida is paid $2.3 million to acquire the Silver growing its project Bell Building at 108 S. Miami Ave. Fifth Oasis Class ship under management ca- The three-story, 7,610-square-foot construction pabilities with an building has two bays of retail stores Royal Caribbean International expanded statewide and two floors of office space. Mana celebrated the start of construc- development services owns 40 properties worth $315 tion on its fifth Oasis Class ship, division, led by Greg million in downtown Miami, including scheduled to be delivered in Main-Baillie, who a property neighboring the Silver Bell 2021. The steel-cutting ceremony has joined the com- Building, said Mika Mattingly, who took place at the Chantiers de pany as executive leads Colliers International’s urban l’Atlantique shipyard in Saint- managing director. core division in South Florida. Nazaire, France.

16 JUNE 2019 • www.sfbwmag.com Singer Xenos being acquired Merrick Manor developer Henry Torres, Nilda Torres and Alfonso Macedo (Photo by Mariner Wealth Advisors of Overland Park, Luis Flores World Red Eye) Kansas, is acquiring the wealth advisory firm Singer Xenos Schechter Sosler of Coral Saul Ewing Arnstein & Lehr moving to Brickell Merrick Manor celebration Gables, which has more than $1.3 billion Saul Ewing Arnstein & Lehr is moving from the Southeast Financial Center in The Astor Cos. hosted a grand-opening celebration for Merrick Manor. The 10-sto- assets under management. “We are incredi- downtown Miami to 701 Brickell Ave., Suite 1700, where it will occupy 22,400 ry, 227-unit Merrick Manor, 301 Altara Ave., is called the largest condominium WorldHotels signs Eden Roc bly excited about entering this new market,” square feet. More efficient use of space and technology will allow the 29-attorney project completed in Coral Gables in at least a decade. It includes nearly 20,000 WorldHotels has added the Eden Roc Miami Beach to its Elite Collection. This rarified selec- said Marty Bicknell, CEO and president of firm to downsize by 4,500 square feet while still having room to add staff. square feet of ground-floor retail and restaurant space. tion of hotels and resorts represents upper-upscale properties recognized for their elevated Mariner Wealth Advisors. “I believe Singer delivery of service and amenities. “We are delighted to welcome Eden Roc Miami Beach into Xenos is the perfect partner for us in Miami. the WorldHotels collection. It’s a beautiful hotel [that] will operate independently within our The team strives to put clients first and global network yet enjoy the substantial resources of an international chain, including our new shares our focus on providing customized loyalty program with almost 40 million members,” says Geoff Andrew, CEO of WorldHotels. holistic wealth management solutions.” briefcase miami/dade

www.sfbwmag.com • JUNE 2019 17 GULFSTREAM PARK | HALLANDALE BEACH FL

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18 JUNE 2019 • www.sfbwmag.com www.sfbwmag.com • JUNE 2019 19 FAU names nursing program dean Florida Atlantic University has named Safiya George, Ph.D., as dean of the Christine E. Lynn College of Nursing. She previously served on the faculty at Emory University’s Nell Hodgson Woodruff School of Nursing and as an assistant dean at the University of Alabama’s Capstone College of Nursing.

FAU Business Plan Competition winners Life-Metrics, an activity tracking mobile app, won first place and $12,000 in prize money at AltaWest moves ahead the annual Florida Atlantic University Business Plan Competition. Created by Wilkes Honors The Community Redevelopment Agency in Delray Beach has approved the transfer of 7.4 acres in an opportunity zone to BH3 Man- College student David Gorski, the Life-Metrics app platform establishes quantitative connec- agement of Aventura. BH3 is planning AltaWest, a $100 million, mixed-use project with 165 residential units in the site, which is in tions between health/usage data and psychological/physical well-being. Other winners: Daisy, the 600 to 800 blocks of West Atlantic Avenue. a nonprofit organization that aims to facilitate the donation of feminine hygiene products to homeless and at-risk women; NERD (NEarby Robotic Delivery), specializing in food and snack delivery on college campuses; and Milamu, which crafts 100-percent natural essential oil blends for beauty and health. Boca Regional starts work on campus Boca Raton Regional Hospital launched its campus transformation project with a groundbreaking ceremony for a new 972-space parking facility with direct access to the hospital. The Schmidt Family Foun- dation gave $10 million for the garage. palm beach briefcase palm

Atlantic Partners lands major deal Boxing for women Renovation for BallenIsles course Atlantic Partners Solutions of Boca Raton has been selected by a $100 million revenue New community at Westlake Athena’s Fight Club, a boutique boxing club targeting BallenIsles Country Club has broken ground on a $7.5 million golf course reno- consumer goods manufacturer to implement a major deep analytics project. The project will After the success of Westlake’s inaugural neighborhood, the Ham- female customers, has opened at 127 NW 13th St. in vation project, led by renowned golf course architect Rees Jones. The renovation involve deployment of a Microsoft’s D365 ERP for eCommerce System and an Azure-based big mocks, Minto Communities has opened sales for its next neighbor- Boca Raton. The club, owned by Danny Boronico, teach- is aimed at refining and revitalizing the 55-year-old South Course. Completion is data platform. CEO Monroe Gang, wearing a Harley Davidson shirt, is shown with his team in a hood, called the Meadows. The Meadows will offer 388 single-family es boxing, motivation and spiritual techniques. expected in December. photo spread from a previous SFBW cover story home sites, most of them with water views. Prices start at $288,990.

UTC Center gets high-level Chairwoman named green designation for Quantum Striano Group relocates The UTC Center for Intelligent Foundation The Striano Financial Group, Buildings has become the first Ethel Isaacs Williams is called the largest financial commercial building in Florida the new chairwoman of representative for Northwestern to earn LEED Platinum V4 the Quantum Founda- Mutual in Florida, has relocated

certification from the U.S. Green tion board of trustees. Photo: Tracey Benson Photography its Boca Raton office to South Building Council. The building The West Palm Beach City Plaza, 1515 S. Federal was also designed to meet COG- resident joined the local Highway. Penn-Florida Com- fx standards—indoor air quality private health foundation panies’ South City Plaza is a specifications found by Harvard in January 2012 and has 177,911-square-foot, four-story, University researchers to double been chairwoman of the Class-A office building that occupants’ cognitive function Grants Committee since overlooks Royal Palm Yacht & test scores. 2017. Country Club.

20 JUNE 2019 • www.sfbwmag.com FAU names nursing program dean Florida Atlantic University has named Safiya George, Ph.D., as dean of the Christine E. Lynn College of Nursing. She previously served on the faculty at Emory University’s Nell Hodgson Woodruff School of Nursing and as an assistant dean at the University of Alabama’s Capstone College of Nursing.

www.sfbwmag.com • JUNE 2019 21 South Florida Business & Wealth cordially invites you to join us as we celebrate the

2019

Wednesday, June 12th, 6-9 PM Sport of Kings Theater Gulfstream Park 901 South Federal Highway, Hallandale Beach

The evening will feature a cocktail reception followed by a sit-down dinner and awards ceremony

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22 JUNE 2019 • www.sfbwmag.com Cheers to another incredible year! With over 200,000 attendees, 18 different public activations, family day activities, concerts, ﬁreworks, upscale hospitality venues, and of course, world-class professional golf – we look forward to seeing you next year! FEBRUARY 24 - MARCH 1, 2020

TheHondaClassic.com www.sfbwmag.com • JUNE 2019 23 T S SS

Arte Developer Sapir Corp. turned to Italian architect Antonio Citterio for Arte, its 16-unit, 12-story boutique project on the beach in Surfside. Citterio is known for work on Bulgari and Mandarin Oriental projects in Dubai, London, Milan and Bali. Citterio collaborated with Miami’s Kobi Karp Architecture & Interior Design to create an exterior with sliding glass doors with a gridded bronze window system and accented with travertine marble. Landscaping was designed by Enzo Enea, considered one of the world’s top landscape architects. Amenities includes a 75-foot indoor swimming pool, an outdoor swimming pool, a rooftop tennis court, ﬁ tness center and yoga studio, sauna and steam room and a meditation pond.

24 JUNE 2019 • www.sfbwmag.com 125 MODERN LUXURY HOMES SITUATED ON 121 GRACIOUSLY LANDSCAPED ACRES IN WESTON Designed by visionary team Chad Oppenheim, Roney Mateu, Terra, VStarr and Landscape Design Workshop

LUXURY MODERN HOMES STARTING AT $1,525,900

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This project is being developed by Terra Weston Residential, LLC (“Developer”), which has a limited right to use the trademarked names and logos of Terra Group. Any and all statements, disclosures and/or representations shall be deemed made by Developer and not by Terra Group, and you agree to look solely to Developer (and not to Terra Group and/or any of its affiliates) with respect to any and all matters relating to the marketing and/or development of the project and with respect to the sales of residences within the project. Oral representations cannot be relied upon as correctly stating the representations of the developer. This is not intended to be an offer to sell nor a solicitation of offers to buy real estate to residents of NY, or in any other jurisdiction where prohibited by law, and your eligibility for purchase will depend upon your state of residency. All images and designs depicted herein are artist’s conceptual renderings, which are based upon preliminary development plans and are subject to change without notice in the manner provided in the offering documents. All such materials are not to scale and are shown solely for illustrative purposes. www.sfbwmag.com • JUNE 2019 25 T S SS

The Dalmar The Dalmar, part of Marriott’s Tribute Portfolio, combines the tropical South Florida environment with a California mid-century vibe. DoveHill Capital Management, one of the developers, conceptualized the project, which it developed with Wurzak Hotel Group. The developers used the DesignAgency, which has offices in Toronto, Barcelona and Los Angeles for interior design and architectural concepting. It utilized layers of textures and ﬁ nishes, splashes of vibrant color and contemporary art. The 209 rooms, including 33 suites, feature iPad technology, keyless room entry and in-room Amazon Alexa automation. The rooms are outﬁ tted in neutral tones, rich leathers, natural woods and marble bathrooms.

26 JUNE 2019 • www.sfbwmag.com BUILDING THE FUTURE TOGETHER With a portfolio including clubhouses, restaurants, urgent care centers and a wide range of other commercial properties, employee-owned Sisca Construction innovates the building process with a dedicated in-house management team that collaborates with clients at every stage of the project. From the very first meeting to the grand opening, Sisca is with you every step of the way. Let’s build the future together.

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28 JUNE 2019 • www.sfbwmag.com The New Financial Dialogue

We service a depth and breadth of industries from Healthcare to Hospitality and Retail to Real Estate, and everything in-between like Construction, Technology, Manufacturing and Distribution. If you or your business would benefit from a full service financial firm that can help you do more than just meet your goals but actually exceed them - look no further than Fuoco Group. Voted #1 Accountant in Palm Beach County Let’s Talk Tax 2019, Opportunity Zones, & Business Exit Planning Boca Raton | Fort Lauderdale | Long Island | Miami | North Palm Beach | Westchester www.fuoco.com 855.534.2727 www.sfbwmag.com • JUNE 2019 29 COVER STORY

DEVELOPER LISSETTE CALDERON PLANS FLURRY OF PROJECTS BY KEVIN GALE

You might say Lissette Calderon was born to be a developer along the Miami River. When her parents brought her home from the hospital, they lived in an apartment building on the mouth of the river. The building is now long gone to unveil the underlying Mi- ami Circle, home to the indigenous Floridi- ans who fi rst appreciated living on the river. As a child, Calderon says she loved read- ing about the Tigris and Euphrates rivers, which fl owed into the Persian Gulf and created a cradle for civilization in ancient Mes- opotamia. When traveling, she would marvel at the rivers fl owing through Chicago, London and Paris. “You realize all great cities and major cities have a river running at the heart of it.” Then, there was the Miami River of her Lissette Calderon at Pier 19

30 JUNE 2019 • www.sfbwmag.com COVER STORY

DEVELOPER LISSETTE CALDERON PLANS FLURRY OF PROJECTS BY KEVIN GALE

www.sfbwmag.com • JUNE 2019 31 COVER STORY

youth—a sketchy, polluted waterway that made headlines for drug busts. The city turned its back on the river, even though Ju- lia Tuttle and Mary Brickell founded Miami on its shores. “I couldn’t understand why the Miami River was neglected waterfront. Everyone thought of waterfront as the bay and the ocean,” Calderon says. These days, you could argue that Calderon is the modern-day queen of the river, following in the footsteps of Tuttle and Brickell. Calderon’s Neo Group pioneered modern multifamily development along the river with Neo Lofts in 2002, bringing the type of vibe she previously found living in New York City and Philadelphia. “The 199 fi rst homeowners were true pioneers and visionaries talking about what the Miami River could and should become,” she says. Calderon says she worked closely with then-Miami Mayor Manny Diaz, who she credits with being a visionary about the city’s future. The groundbreaking for Neo Lofts was held at Jose Marti Park, about a block south of its construction site. The park had been closed for 10 years and the groundbreaking gave the city a reason to reopen and re-energize the park, Calderon says. Diaz also agreed that the fi rst phase of Riverwalk should be by the project. Calderon followed up with two projects near Miami Avenue—Neo Vertika, with 36 fl oors and 443 lofts, and Wind by Neo, 41 stories and 481 lofts. A project next to Wind, called Cima, started early sales, but the site was sold for about $28 million to KAR Prop- erties as the Great Recession wreaked havoc. (KAR is now in advance sales for the project, investment to transform the property. One River Point.) With Pier 19, Calderon is at nearly 1,500 units for her projects, but a lot more Neology Life emerges is coming. After earlier breaking away from Related The Real Deal reported that Calderon Group to launch Neo Group, Calderon re- plans a 13-story, 192-unit apartment building joined Related Group to lead its international in the emerging Allapattah neighborhood at and strategic projects division. Now, she’s 1569-1652 NW 17th Ave., which is about back in the development game with Neology four blocks north of the river. Life after buying River Oaks Tower & Mari- Calderon didn’t want to comment on spe- na for $56 million. cifi cs of upcoming projects, but said there are River Oaks, on the south shore between plans for another 325-unit project. Her team 17th and 22nd avenues, had become popu- was negotiating for three other sites, and lated with Airbnb rentals. there’s also another turnaround project like Charles Foschini, senior managing di- Pier 19 under talks. rector of Berkadia, said the purchase price “We have gotten to the point where, as a wasn’t supported by the existing income team, we feel it’s prudent for us to explore oth- stream, but Calderon found a foreign backer er urban cores kind of in Miami-Dade Coun- who supported the acquisition and additional ty and South Florida in general,” she says. Pier 19 model unit

32 JUNE 2019 • www.sfbwmag.com COVER STORY

A rendering of Pier 19, which is undergoing extensive renovations

Pier 19 also offers the possibility to build scures part of the river view. That will have to 1001 NW Seventh St., Mast Capital is plan- another tower above the garage, she says. go, in favor of glass, she says. ning Miami River Walk, which would have Calderon has paid plenty of attention to “To me it’s one of the most interesting and about 700 apartments built in two phases. the renovation of Pier 19—even details such authentic views you can have in any one of There are good economics behind the as having the same type of bulbs in each of these buildings to see these gigantic cargo projects: They are a short commute to down- the hallway lights. ships with tugboats. The next one is a yacht. town, but the rental prices are more afford- She is creating a sense of community Then the crazy paddleboarder and then the able than Brickell. There is also a huge em- from the dog park near the entrance to sun- manatee swimming behind it,” she says. ployment base in the government and health set gardens and a palm court facing the river. Other developers are buying in to Cal- care district along the river’s north shore. She likes activities, such as “Yappie Hour” deron’s long-standing vision. (dogs are welcome), Zumba sessions, kick- Just down the river from Pier 19, the eight- Growing Up in a boxing, yoga and full-moon taco night. She acre River Landing Shops and Residences Real Estate Family shows how walls will be moved to create a is under construction on the north shore. It Calderon says she grew up playing in larger, more-cutting edge work out center. will include 528 apartments, 150,000 square construction sites since her father developed “We like to say we don’t create buildings, feet of ofﬁ ce space, 28,000 square feet of some townhomes. Her mother is a licensed we create lifestyles,” she says. riverfront dining, a Publix supermarket, and real estate broker and now leases Neology Walking out of the Pier 19 lobby with its stores for T.J. Maxx, Ross, Hobby Lobby, Life’s projects. nautical-themed ropes, hanging chairs and Burlington and West Marine. Her father died when Calderon was 17. lights, she points to a waist-high wall that ob- Further down the river’s south shore, at “My dream would have been to do some-

www.sfbwmag.com • JUNE 2019 33 COVER STORY

thing with him,” she says. knew I would be great for, the simple fact is, still at work. She and Perez would chat. Cal- Calderon graduated from Coral Gables I didn’t love it,” she says. deron’s then-boyfriend, and now-husband, High School. She recounts how 150 students After a year, she came back to Miami and thought she was the coolest person in the started the international baccalaureate pro- her career eventually fl ourished with con- world when Perez gave her courtside tickets gram, but she was one of only 14 who ended nections to a trio of top business leaders in to a Miami Heat game. Perez asked her to up graduating with an IB diploma. “I think I Miami: banker Adolfo Henriques, develop- even help out at his home, which resulted in had a B once and I cried,” she says. er Manny Medina and condominiums giant a scolding from his wife, Darlene. Calderon When asked what traits make her suc- Jorge Perez. She worked with Medina initial- recalls: “I would say, ‘No, no, no. This is cessful, Calderon says, “Probably, if I had ly, but then he changed his focus to technol- great. This is amazing.” to say one word, it’s ‘discipline.’ Because I ogy and Henriques told her if she wouldn’t Calderon moved up the ranks at Related, always tell everyone strategy without exe- work in banking with him that she should but was ready to strike out on her own. cution is useless.” meet with Perez. Perez told her he would have stopped her The corollary is to have a passion about Calderon recalls being a 22-year-old no- from going to a competitor, but wouldn’t what you do day in or day out. body at Related and sitting in the cubicles stop her from going her own way. She re- “If you try to follow the money, never are between Perez and an executive vice presi- members him saying, “When I look at you, I you going to be happy or great,” she says. dent. After six months, Calderon’s boss left see myself at 25 years old.” She adds, “That She realized that early on. After she ob- and Perez asked if she wanted to be put under was one of the best professional compli- tained a bachelor’s degree in economics another VP or do the job herself. (You can ments anyone could pay me.” from the Wharton School of Business at guess the answer.) Calderon started with a townhouse proj- the University of Pennsylvania, Calderon Perez would walk out of his offi ce at 7 ect to show she could do a project on her became an investment banker with Donald- p.m. and many nights Calderon says she own and then moved on to building the son, Lufkin & Jenrette in New York. “I never would be one of the few department heads 21-story Neo Lofts at 28. She chose the Neo name because it meant new. She did informal market research by asking people at The Globe Café in Coral Gables where they wanted to live. She found out many people were frustrated by restric- tions on pets. Calderon says she is obsessed with her chocolate Labrador, Java, and she still talks wistfully about Zeus, her late rescue dog, who helped inspire the dog park at Neo Lofts. While Calderon works at home late at night, Java and her daughter’s mini Austra- lian shepherd sit at her feet. “When they see that computer shut off, they run up the stairs into my master bedroom and jump on the bed,” Calderon says. Calderon stays close to her daughters, 12, 13 and 14, by taking them to school in the morning. When asked if succeeding in the male-dominated world as a woman is challenging, Calderon has a pointed answer that drops any qualifi ers: “I am a developer, period.” For every biased person she’s encountered, Calderon says there are “50 wonderful people who have the different perspective I bring.” There are still times when she is the only woman at the table, but she often wins people over with her work ethic. She typically works over 100 hours a week. “As I tell people, if you love what you do, it’s not work. I get to play with Legos all day long.” ♦ Calderon with the Miami River in the background at Pier 19

34 JUNE 2019 • www.sfbwmag.com www.sfbwmag.com • JUNE 2019 35 GUEST COLUMN SFLG BRIEFING Getting tough with Cuba Freyre told the Miami Herald that President Donald Trump’s residential property won’t be subject to administration plans to allow claims. enforcement of a section in the Helms- Carnival Corp. was quickly sued by a Burton Act that will allow American family that once owned docks in Havana citizens to sue for confi scation of where Carnival ships now call. The property in Cuba. A briefi ng by Cruise Line Industry Association said the Akerman law fi rm (http://bit. travel to Cuba falls under the “lawful Five Things Business Owners Need to Know ly/2vNoTFF) says “certifi ed claims” travel exemption” under Title III of the Mitch Widom of Bilzin Sumberg; Andrew Yaffa and Stuart Grossman of Grossman will enjoy special status under U.S. Helms Burton Act. Roth; Glenn Widom of Glenn L. Widom, PA. and international law. The claims were About Sea Level Rise submitted to the Justice Department’s Opioid battle derailed? Charitable endeavor For more information, visit Foreign Claims Settlement Commission Lobbyists for opioid manufacturers BY KERRI L. BARSH Lawyers from around South Florida keymoradafishing.com. by U.S. citizens or others subject to U.S. and distributors reportedly are trying to joined together at Bilzin Sumberg on jurisdiction. thwart the state’s efforts to sue them for Often, the fi rst issues that come to mind water management practices. The suit was permits or receiving federal funds, such April 4 as Bilzin Sumberg partner Mitch Spa litigation takes a twist Uncertifi ed claims encompass Cuban billions of dollars. when we think of climate change are ultimately dismissed, purportedly because as infrastructure improvements, must Widom began his annual fundraiser for Nearly three dozen unnamed claimants Americans and their companies, plus A bill in the legislature would allow greenhouse gas emissions and their effects. the insureds were concerned that, as comply with the NEPA. As part of their Crohn’s disease and colitis research—the are part of a federal class action suit that says nationals of other countries whose Attorney General Ashley Moody to In South Florida, however, the impact property owners, they would bear the brunt NEPA review, federal agencies must Keymorada Fishing Tournament. Widom, law enforcement agents violated their right property was confi scated. use information from a state of climate change we most commonly of the claim through increased taxes. consider greenhouse gas emissions in his wife, Alicia, and brother, Glenn, have to privacy when they received massages at The caveat is they later became Department of Health prescription experience is from sea level rise. Knowing • Take note of regulatory changes. their environmental analyses and their garnered support from 203 regional and Orchids of Asia Day Spa in Jupiter. naturalized or incorporated in the United database. how your business could be affected by sea The threat of more frequent and severe effects on agency action. The lack of national law fi rms and corporations to None of the plaintiffs were charged in States. Some claimants will want to A number of legislators told level rise is of increasing importance, as fl ooding, exacerbated by sea-level rise, suffi cient evaluation renders the agency raise more than $8 million over the past 15 the cases, the New York Post reported. New consider how much their property was the Tampa Bay Times they aren’t illustrated by the following top fi ve issues. already has led to changes in the building action subject to legal challenge. If your years for the Crohn’s & Colitis Foundation England Patriots owner Robert Kraft is worth, the chain of ownership and supporting the bill. They have privacy • Know the nuances of your real property code for residential construction. The business requires or is dependent on and the University of Miami’s Crohn’s & one high-profi le defendant who has pleaded who has “traffi cked” in the claimants’ concerns even though key identifying insurance coverage. A restaurant owner in Florida Building Code requires that infrastructure, whether water and sewer Colitis Center. not guilty. property. Akerman lawyer Pedro information would be redacted. Miami Beach was next to a road that was the fl oor elevation of all one- and two- or roadway or otherwise, please keep signifi cantly elevated. Its insurance claim family residential dwellings located in these requirements in mind. for flood-related damage was denied fl ood hazard areas be built at base fl ood • Know and comply with applicable because the portion of the restaurant elevation plus 12 inches. This “twelve- disclosure requirements. There are an that was fl ooded was considered to be a inch freeboard requirement” affects all increasing number of actions fi led against basement. The coverage issue reportedly building permits for which applications corporations for failure to properly was resolved, but this is an excellent were submitted on and after Jan. 1, 2018. disclose to investors the respective example of the unforeseen effects of the Several cities throughout South Florida companies’ management of risks posed adaptive measures undertaken to combat have also recognized the impending by climate change or climate change sea level rise and associated fl ooding. effects of a rising sea level and have regulation, many of which are fossil-fuel • Be aware of the growing number of enacted countermeasures, including companies. Given the growing nature fl ood-related claims. Lawsuits are being a requirement that new or rebuilt and type of climate change litigation, fi led under a variety of legal theories for seawalls along the shoreline or harbor take steps to familiarize yourself and fl ooding damages, and not only against line be constructed at higher minimum adhere to the disclosure requirements insurance companies. For example, elevations. germane to your business, engaging a property owner filed a seven-count • Understand the timing and counsel as appropriate. complaint (including trespass, nuisance requirements for vulnerable and other causes of action) against a local infrastructure. Because of its vulnerable Kerri L. Barsh is co-chair of Greenberg government for approval of an upstream geographic location, with respect to storm Traurig’s environmental practice and development that allegedly damaged his surge, and the recognition of the increased represents public and private clients on property with increased water levels. The need for resilient infrastructure, Miami- an array of environmental regulatory, court denied the claim, noting that climate Dade County requires its capital projects permitting and litigation matters, south florida legal guide monthly legal south florida change could have been the cause of the to consider the effects of sea-level rise including transactional support and due increased precipitation and resulting based upon certain projections. Further, diligence, environmental assessment and damage. Property insurers took the the National Environmental Policy Act liability matters, climate change, energy offensive in another dispute, suing several requires federal agencies to prepare and infrastructure projects, wetlands cities. The insurers contended that they had detailed analyses of environmental effects and coastal permitting, complex land use to make larger payments to the property for proposed federal action signifi cantly projects, air quality matters, hazardous owners who suffered fl ooding because of affecting the human environment. materials contamination, and other the cities’ failure to implement reasonable Projects on federal land, requiring federal compliance and enforcement cases.

36 JUNE 2019 • www.sfbwmag.com GUEST COLUMN SFLG BRIEFING Getting tough with Cuba Freyre told the Miami Herald that President Donald Trump’s residential property won’t be subject to administration plans to allow claims. enforcement of a section in the Helms- Carnival Corp. was quickly sued by a Burton Act that will allow American family that once owned docks in Havana citizens to sue for confi scation of where Carnival ships now call. The property in Cuba. A briefi ng by Cruise Line Industry Association said the Akerman law fi rm (http://bit. travel to Cuba falls under the “lawful ly/2vNoTFF) says “certifi ed claims” travel exemption” under Title III of the Mitch Widom of Bilzin Sumberg; Andrew Yaffa and Stuart Grossman of Grossman will enjoy special status under U.S. Helms Burton Act. Roth; Glenn Widom of Glenn L. Widom, PA. and international law. The claims were submitted to the Justice Department’s Opioid battle derailed? Charitable endeavor For more information, visit Foreign Claims Settlement Commission Lobbyists for opioid manufacturers Lawyers from around South Florida keymoradafishing.com. by U.S. citizens or others subject to U.S. and distributors reportedly are trying to joined together at Bilzin Sumberg on jurisdiction. thwart the state’s efforts to sue them for April 4 as Bilzin Sumberg partner Mitch Spa litigation takes a twist Uncertifi ed claims encompass Cuban billions of dollars. Widom began his annual fundraiser for Nearly three dozen unnamed claimants Americans and their companies, plus A bill in the legislature would allow Crohn’s disease and colitis research—the are part of a federal class action suit that says nationals of other countries whose Attorney General Ashley Moody to Keymorada Fishing Tournament. Widom, law enforcement agents violated their right property was confi scated. use information from a state his wife, Alicia, and brother, Glenn, have to privacy when they received massages at The caveat is they later became Department of Health prescription garnered support from 203 regional and Orchids of Asia Day Spa in Jupiter. naturalized or incorporated in the United database. national law fi rms and corporations to None of the plaintiffs were charged in States. Some claimants will want to A number of legislators told raise more than $8 million over the past 15 the cases, the New York Post reported. New consider how much their property was the Tampa Bay Times they aren’t years for the Crohn’s & Colitis Foundation England Patriots owner Robert Kraft is worth, the chain of ownership and supporting the bill. They have privacy and the University of Miami’s Crohn’s & one high-profi le defendant who has pleaded who has “traffi cked” in the claimants’ concerns even though key identifying Colitis Center. not guilty. property. Akerman lawyer Pedro information would be redacted.

www.sfbwmag.com • JUNE 2019 37 MANUFACTURING

States is way behind other countries, particularly me, I don’t understand it,” he said. those in Europe, when it comes to apprenticeship One panelist said the situation is so skewed that programs, Ross said. He suggested employers work some guidance counselors’ reviews are based on how with local education institutions, particularly commu- many of their students go to college. nity colleges, to develop training programs. Another There seemed to be general agreement among pan- concept is enlisting unions to create certifi cation pro- elists that kindergarten-grade 12 schools are not programs. The certifi cations would give a sense of career viding the amount of vocational training, such as shop pride and help reduce the stigma that some face when classes, that they once did. Budget cuts may have they don’t go to college, he said. played a major role. Some community colleges even bring portable When he went to school, “nobody looked down training centers to worksites so workers don’t have to on the kid who took shop class. They had everybody commute to a school, Ross said. take shop class,” Ross said. “Kids not heading on the Manufacturers should also invite more parents and college route would take more of it and kids heading their children to tour factories to show they aren’t in different academic direction would take less of it. I dark, dank, smelly places to work, he said. “Show it’s think it would be wonderful to get back to that.” a clean and happy place—not a bad place for young The reality, though, is manufacturers often are people to spend time.” struggling to fi ll the educational gaps. Ted Berglund, Dyplast’s president and CEO, said Some of the manufacturers said they could use help improvement in secondary education is needed as in developing curriculum. Ross said one of the admin- well. “We have people who come in who don’t know istration’s goals is to fi nd the best curricula and roll how many inches are in a foot.” it out across multiple industries. For example, many Berglund said Dyplast is trying to do its part by industries could use well-trained welders. mentoring the robotics teams at Rockway Middle A couple of manufacturers mentioned the Man- School, a magnet school with programs in robotics/ ufacturing Skills Standards Council, a nonprofi t or- engineering and legal studies. Two of the three robot- ganization that provides certifi cations for forklift ics teams earned a spot at the Create Foundations U.S. technicians, production technicians and logistics tech- Open Robotics Championship. One placed second nicians. (A map at msscusa.org indicates there are 14 Ted Berglund, president and CEO of Dyplast Products, speaks with U.S. Commerce Secretary Wilbur Ross in the Florida fi nals and gained a berth in the world MSSC centers in South Florida, most notably at the championship. region’s three community colleges.) In many markets, educators are not particularly in Yamilet Ramirez, VP of HR at Dyplast, said the In his opening remarks, Ross applauded Dyplast favor of vocational training, Ross said. “For the life of Job Corps has good training programs and maybe that U.S. Commerce secretary, for winning a 2018 Florida Sterling Manufacturing Business Excellence Award. Ross suggested the com- South Florida manufacturers pany apply for the Malcolm Baldridge National Qual- ity Award as well. Ross talked about how President Donald Trump’s administration has placed a high priority on enhancing U.S. manufacturing. Since his inauguration, the talk strategy country has added almost 500,000 manufacturing jobs, the largest increase in two decades, Ross said. BY KEVIN GALE Florida has added 18,000 manufacturing jobs over the past two years and employs 377,000 in the sector. U.S. Commerce Secretary Wilbur Ross provided The SFMA estimates there are 5,000 manufacturers some advice and engaged with manufacturers during in South Florida. a recent South Florida visit. Ross suggested manufacturers and other businesses SFBW was the exclusive media invitee as Ross might want to consider investing in one of Florida’s met with members of the South Florida Manufactur- 427 opportunity zones, which help depressed areas ers Association at Dyplast Products’ Opa-locka plant, and offer substantial breaks on capital gains taxes. which makes sheet insulation, composite foam cores In another initiative, Ross and Ivanka Trump are and specialized products that can insulate cryogenic co-chairing the American Workforce Policy Advisory pipes that can be 250 degrees below zero. Board, which will help the administration develop job Ross has insights about manufacturing and the training programs and bridge skills gaps. The CEOs challenges it faces from his previous investments in of Apple, IBM, Walmart, Siemens America, Visa and steel, textiles, automotive components and coal. Ross Home Depot are among those serving on the board, also is familiar with South Florida, since he has a according to CNBC. home in Palm Beach. One reason for the skills gaps is that the United The South Florida Manufacturers Association attracted a cross section of manufacturers in the region for the panel discussion

38 JUNE 2019 • www.sfbwmag.com MANUFACTURING

www.sfbwmag.com • JUNE 2019 39 MANUFACTURING

Blocks of insulating foam tower over visitors as Dyplast Products CEO Ted Berglund gives a tour after the panel discussion

could be expanded to more careers. many larger employers long have been entrenched. The Jobs Corps Center in Miami Gardens includes Ross suggested small businesses could also look dorms and offers free training for 16- to 24-year-olds to major businesses for training help, saying many in the fi elds of facility maintenance, carpentry, paint- are eager to help because they rely on products from ing, offi ce administration, culinary arts, nurse assis- small manufacturers. tants and computer technicians. The SFMA Workforce Readiness Task Force is Ross also suggested businesses look at partnering also looking at vetted certifi cation programs that with Boys and Girls Clubs, especially in the fi eld of could help members. Power industrial truck skills and soft skills. measurement skills would work for an array of man- Another challenge is just letting students know ufacturers. about different types of careers. Near the end of the discussion, panelists brought up Christine Battles, chief administration offi cer at issues about tariffs that are hurting business. Advanced Mechanical Enterprises, spoke about how “That’s a problem we inherited,” Ross said. “Very her company collaborated with others in the marine few people understand how we got in that predica- industry to have a storefront at Junior Achievement ment.” of South Florida in Coconut Creek. Students spend After World War II, he explained, U.S. policy was a half-day at BizTown, performing tasks associated to help rebuild Europe and Asia so it made unilateral with different types of businesses and personal fi - trade concessions. The mistake, in his opinion, was nance. not setting a time limit and then letting them be locked “So, now 50,000 students a year just in eighth grade in via the World Trade Organization. will realize the marine industry exists,” Battles said. Noting that China is now the world’s second-larg- Irene Revelas, CEO at the nonprofi t Hacklab, also est economy, Ross said, “We are giving to China the said she would like to see more inclusion of smaller same concessions they got in 1950. It makes no sense companies in CareerSource Florida programs since whatsoever.” ♦

40 JUNE 2019 • www.sfbwmag.com About Us Recognized as one of the strongest banks in the Southeast, IBERIABANK has the capital strength and lending capacity to support the financial goals of its clients. With over 130 years of financial success, our solid financial performance and strong asset quality continues to differentiate our organization from many banks in the country.

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strong economic growth in Miami and Flori- Opportunity zones are getting popular, but da in general. However, there’s a need to build he cautioned that underwriting standards still more infrastructure that will attract develop- need to be met. ers and investors, Foschini said. Keith Kurland, vice chairman at JLL, RELATED GROUP said low taxes are helping. “We are seeing a COO GIVES INSIGHTS tremendous amount of capital fl ocking into Although Related Group is known for Miami,” he said. He expects more business condos, it is active in the offi ce market with relocations in the region. sites such as 444 Brickell, 2850 Tigertail in Banks have become more rigid in funding Coconut Grove, and Wynwood 25, said Mat- projects in the last few years, so real estate thew J. Allen, executive vice president and investment trusts and debt funds are helping COO of the Related Group. The company fi ll needs. In 2010, 65 percent of projects were likes emerging neighborhoods like Coconut

led by banks; now about 80 percent are led Grove and Wynwood. It also has the mixed- W. Allen Morris, chairman, president and CEO of by nonbanks. use Cityplace Doral. The Allen Morris Co. receives a lifetime achievement Foschini said bridge loans are in transi- One theme for 2019 is turnover in restau- award from Greater Miami Chamber of Commerce President and CEO Alfred Sanchez tion with sources including Wall Street in- rants, he said. “It seems like everyday a new stitutions and debt funds. Banks during the restaurant is opening up in South Florida. The recession became more reluctant to make problem is, another one is closing.” construction loans. Related was also involved in develop- Despite concerns some have voiced about ing the SLS Brickell and SLS Lux projects, the condominium market, Kurland expects which have hospitality aspects. fi nancing to continue. Developers often fi nd The biggest problem in hospitality is com- they outperform their original pro forma esti- petition for labor. “If it’s a general manager mates and are able to increase pricing. you love, you are going to have to overpay On vertical projects, local and regional that person,” he said. banks are interested in $40 million to $50 Related likes projects where it can add val- Michael Finney, president and CEO of the Miami-Dade Beacon Council, moderated a discussion about Amazon’s HQ2 with Nitin million loans and often bid against each oth- ue, but good value-add deals are “very, very Motwani, managing principal of Miami Worldcenter, and Jeffrey A. Finkle, president and CEO of the International Economic er. For larger deals, banks such as JPMorgan tough to fi nd,” he said. Development Council (Photos courtesy of Greater Miami Chamber of Commerce) Matthew J. Allen, executive vice president and COO Chase or institutional investors are typically The condo market has slowed dramati- of Related Group, talked about the developer’s involved. Some deals can be 65 to 80 percent cally, and he’s fi nding the capital markets to residential, offi ce, hospitality and retail projects of the project cost and can involve subordi- be a bit cautious on high-rise and mid-rise nated debt and a mezzanine structure. For projects. Part of that has to do with the costs Not landing Amazon’s HQ2 example, a $200 million project might have of aluminum and steel. “You can get a gar- senior debt for 50 percent of the cost and 15 den-style project all day, every day,” he said. percent for bridge or mezzanine. He expects more boutique-type of projects The cycle of lending since the boom be- with 100 units or less and construction start- wasn’t so bad after all fore the recession is a lot more disciplined, ing when 20 percent of units are sold. BY KEVIN GALE Foschini said. He expects sales prices to continue to “The last cycle I made money by pick- rise in 2019, but the pace of increases may South Florida was excited when Miami from Amazon. Now, a fi ght has broken out South Florida unite in such a strong way. ing up the phone,” he said. Now, he has to be slower. made Amazon’s cut to 20 cities for its HQ2, there over incentives with far-right conser- Beacon Council President and CEO Mi- work harder. Rents are rising, but renters want a lot of Teresa King Kinney, CEO of the Miami Association of but it should be happy it didn’t actually cut a vatives and liberals who oppose tax breaks. chael Finney was impressed with how par- Kurland said, before the recession, some social interaction and convenience factors, Realtors, provided statistics that show the residential deal, said one of the panelists at the Greater Making the top 20 showed Miami was ticipants were able to maintain confi denti- purchasers could get loans for more than 100 such as package delivery lockers and smart market remains strong Miami Chamber of Commerce’s Real Estate a player nationally since some cities, such ality, which created trust. He said the effort percent of the value of the property. locks. Related has invested in Livly, which Summit event. as Detroit, didn’t make it, Finkle said. He also highlighted the need for Miami to tell Leverage is creeping up, though. Some will allow residents to make payments, get part of its developments. “I think the best news I can give you is, joked that Miami got the best exposure of its story more effectively on a national and deals are more than 90 percent of cost. insurance, schedule custom grocery delivery Tere Blanca, founder, chairman and CEO ‘Congratulations, you didn’t win,” said Jef- all since it was featured in a Saturday Night international basis. Lenders are more patient now, Foschini and tailored housekeeping. of Blanca Commercial Real Estate said she frey A. Finkle, president and CEO of the In- Live skit with Jeff Bezos purportedly audi- Here are highlights from some of the said. In the old days, expectations were lend- has seen developers take more thoughtful ap- ternational Economic Development Council. tioning fi nalists. other presentations: ing for two to three years and then a fl ip. Now, COMMERCIAL REAL ESTATE proaches to projects and recalled the late Tony There’s been backlash in New York City, Being in the top 20 raised lots of eye- funds are formed with the ability to hold debt Developer David Martin of Terra Group Goldman’s saying of “listen to the street.” which prompted Amazon to scotch its plan to brows locally and nationally, said panelist FINANCING STILL STRONG for seven to 10 years. said he is seeing a lot of neighborhoods creat- Neighborhoods have their own personal- divide its second headquarters between there Nitin Motwani, who is managing principal Charles Foschini, senior managing director Industrial space has been strong and Kur- ing their own DNA. Terra has engaged Geho ities, but projects help defi ne neighborhoods and the Washington, D.C., area, he noted. of Miami Worldcenter, one of the sites Am- of Berkadia, said the capital markets have a land said he was able to raise equity for an of Denmark to take strategic looks at neigh- going forward, she said. Nashville didn’t make the HQ2 podium, azon examined. Motwani said it was the good supply-demand tension and econom- $800 million last-mile distribution facility, in- borhood. Terra has a willingness to improve Jose Antonio Perez Helguera, managing but ended up landing 10,000 to 12,000 jobs fi rst time he ever saw all three counties in ic health is strong. Lenders are attracted by cluding participation by a state pension fund. transit and public spaces in a neighborhood as director of Agave Holdings, said the company

42 JUNE 2019 • www.sfbwmag.com REAL ESTATE

www.sfbwmag.com • JUNE 2019 43 REAL ESTATE Causeway onto Miami Beach. Martin said developer Russell Galbut of Crescent Heights spent about 14 years working with communities in Miami Beach to come up with plans for 500 Al- ton. The city has approved a 44-story tower with 410 residences and 15,000 square feet of retail space. The project includes environmental resil- ience features, whimsical touches, a three- acre park and a pedestrian promenade on the former site of South Shore Hospital.

RESIDENTIAL MARKET Teresa King Kinney, CEO of the Miami Association of Realtors, gave a rapid-ﬁ re slideshow about the residential market. Jose Antonio Perez Helguera, managing director of Agave Holdings, developer of The Plaza in Coral Gables; Tere Blanca, founder, chairman and CEO of Blanca Commercial While some might think the market Real Estate; and David Martin, president and CEO Terra Group, talked about creating is softening, sales were actually up 11 projects that enhance neighborhoods percent to $12.4 billion in 2018. It was the fourth-highest year overall and the sixth-highest year for condos in the region, she said. Single family home prices were up 3.8 percent, to $345,000, year-over-year as of February while condos were up 8.7 percent, to $250,000. There might be room for growth, though, since homes haven’t hit the pre-recession peak of $380,000 for single-family homes and $272,000 for condos. She expects lower interest rates and more domestic buyers to help the market this year. Miami continues to be the No. 1 market nationally for international buyers, led by Javier Vazquez, a partner at Berger Singerman, moderated a discussion on real estate Canadians. South Florida had 54 percent of ﬁ nances with Keith Kurland, vice chairman at JLL and Charles Foschini, senior managing international sales in the state. director at Berkadia Details on Kinney’s presentation can be found at sfmarketintel.com ♦

downsized its Plaza project on Ponce Circle and a connection to mass transit. The latter in Coral Gables after realizing it had asked sometimes necessitates shuttles. for too many entitlements. The developer Blanca said the MiamiCentral project, had 50 public meetings with the neighbor- which includes offi ce buildings and resi- hood and is helping with landscaping in the dential around the Brightline/Virgin Trains neighborhood. The Plaza will have a one- USA station is one of the most transforma- acre public space. tive projects in the state. Blanca, who represents about 9 million Its two offi ce buildings are already fully square feet of offi ce space, says offi ce space leased to top-tier tenants, which is some- is now like residential in its experiential ap- what surprising when little had happened proach. “We all want to be in an environ- in that area of downtown for many years. ment where we can satisfy as many needs Blanca says mass transit will be a major as possible given the time people spend in factor for development and works especial- offi ce and commuting,” she said. “We make ly well in neighborhoods that have their William D. Talbert III, president and CEO of the Greater sure we deliver indoor and outdoor spaces. own personalities, such as downtown Mi- Miami Convention and Visitors Bureau with Jessica Clean air inside and lots of light. Outside ami, Brickell, Coral Gables, Coconut Grove Goldman Srebnick, CEO and principal of Goldman Properties. Srebnick talked about how her father, places where people can gather.” and Wynwood. the late Tony Goldman, was a key player in Miami Tenants also want fi tness centers, fl ex Another major project will soon greet Beach, which he saw as the American Riviera, and space, conference rooms, food and beverage motorists as they exit the MacArthur the Wynwood area, which he saw as a home for the creative class.

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www.sfbwmag.com • JUNE 2019 45 SPECIAL QUARTERLY REPORT: COMMERCIAL REAL ESTATE CBRE MARKETVIEW SNAPSHOT

Inside Amazon’s giant warehouse BY DARCIE LUNSFORD

“Welcome to MIA 1,” says Patrick electronic navigation. Amazon warehouse, a stower scans the St. Fort, a jovial tour ambassador at With job titles such as pickers, item and places it in a pod randomly, Amazon’s new sprawling fulfi llment stowers, counters and water spiders, then scans the bin location in the pod center at the Miami-Opa locka Executive 2,100 humans help the robots at this so that the robots know where it is for Airport. “Let’s see all the magic that state-of-the-art distribution hub run. St. retrieval later. takes place here.” Fort proudly tells the NAIOP group that When an order comes in, the robots The sheer scale of the 855,000-square- Amazon’s entry pay was raised to $15 then go fetch the entire pod and take it foot distribution hub, which opened in an hour as of November and can go up to a picker, who also uses sophisticated August, is a spectacle itself. From the to $23 an hour from there, plus health scanning technology to pull it from outside, it is a four-story the correct bin and place it box, which is too gigantic to in a smaller yellow tote to take in from any one angle, go down a conveyer belt surrounded by a sea of to the package department. asphalt and blocks of truck Once in a package, the order loading docks, all spanning goes through an automated 91 acres. SLAM (scan, label, apply It is among the largest and manifest) process then supersized distribution hubs down another conveyer to in South Florida, behind a corkscrew slide, which is ABC and Winn-Dixie correlated to the geographic distributing centers, both location of delivery. closer to a million square “MIA 1 has to be one feet, and also in suburban of the most sophisticated Miami-Dade County. Robots carry products around the Opa-locka warehouse e-commerce facilities on The curiosity to get inside the planet,” says veteran is irresistible. So, on a recent CBRE industrial broker Thursday, a delegation of commercial benefits, 401(k) and college tuition Larry Genet, who was on the tour. “The real estate executives from NAIOP reimbursement. scale to which robotics, software and South Florida were allowed inside. Once a customer submits an order, the conveyer systems are used to retrieve The four fl oors of warehouse hum dance at the Amazon fulfi llment center merchandise is the future of our retail with 35 miles of conveyer belts, football begins. economy.” ¿ fi elds of 2D bar codes stuck to the fl oors, All the products that come out of Big Bird-sized storage pods, lightning- the Opa-locka facility are 25 pounds or Freelance writer Darcie Lunsford is a fast scanners brimming with thousands less and housed in multi-compartment, former real estate editor of the South of speeding, 320-pound robots that bright-yellow, soft-sided pods, Florida Business Journal. She is the look like silver and orange Roombas. reminiscent of a shoe or sweater storage senior VP for leasing at Butters Group The robots use magnetics to keep from bag that hangs from a closet rack. and is avoiding a confl ict of interest in crashing into to each other and their When inventory comes into the her column by not covering her own human helpers. Those bar codes are their deals.

46 JUNE 2019 • www.sfbwmag.com SPECIAL QUARTERLY REPORT: COMMERCIAL REAL ESTATE CBRE MARKETVIEW SNAPSHOT BROWARD COUNTY OFFICE, Q1, 2019 Major construction downtown VACANCY RATE NET ABSORPTION (SF) UNDER CONSTRUCTION (SF) DIR. ASK RATE (S/SF NNN) Commercial Commercial Commercial Commercial 20.9% 3,333 0 17.03 Cypress Creek Cypress Creek Cypress Creek Cypress Creek 9.7% 83,520 0 17.05 Downtown/CBD Downtown/CBD Downtown/CBD Downtown/CBD 13.8% 26,801 456,818 31.36

Plantation Plantation Plantation Plantation 6.7% 23,789 63,600 21.02 Sawgrass Sawgrass Sawgrass Sawgrass 4.6% 52,454 0 20.89 Southwest Broward Southwest Broward Southwest Broward Southwest Broward 6.4% 1,009 165,000 22.61

MIAMI OFFICE, Q1 2019 Brickell leads in construction VACANCY RATE NET ABSORPTION (SF) UNDER CONSTRUCTION (SF) DIR. ASK RATE (S/SF FSG) Airport/Doral Airport/Doral Airport/Doral Airport/Doral 8.5% 15,580 201,003 33.24 Aventura Aventura Aventura Aventura 5.7% 8,005 96,000 46.72 Biscayne Boulevard Biscayne Boulevard Biscayne Boulevard Biscayne Boulevard 20.7% 11,868 60,000 37.65 Brickell Brickell Brickell Brickell 10.7% 62,851 533,268 47.81 Coral Gables Coral Gables Coral Gables Coral Gables 8.1% (4,789) 291,267 41.32 Downtown Miami Downtown Miami Downtown Miami Downtown Miami 21.3% 39,066 0 43.13

PALM BEACH COUNTY OFFICE, Q1 2019 Building Boom in North Palm Beach VACANCY RATE NET ABSORPTION (SF) UNDER CONSTRUCTION (SF) DIR. ASK RATE (S/SF NNN) Boca Raton Boca Raton Boca Raton Boca Raton 11.9% 57,490 0 22.43 Boynton Beach Boynton Beach Boynton Beach Boynton Beach 26.9% 0 0 15.18 Jupiter Jupiter Jupiter Jupiter 0 13.4% 0 23.93 Lake Worth Lake Worth Lake Worth Lake Worth 12.7% (8,349) 0 12.00 North Palm Beach North Palm Beach North Palm Beach North Palm Beach 7.1% 5,261 223,942 21.41 West Palm Beach West Palm Beach West Palm Beach West Palm Beach 14.5% 3,618 0 22.97

www.sfbwmag.com • JUNE 2019 47 CBRE MARKETVIEW SNAPSHOT BROWARD COUNTY INDUSTRIAL, Q1 2019 Strong construction wave VACANCY RATE NET ABSORPTION (SF) UNDER CONSTRUCTION (SF) DIR. ASK RATE (S/SF NNN) Central Broward Central Broward Central Broward Central Broward 2.2% (43,624) 54,791 9.13 Coral Springs Coral Springs Coral Springs Coral Springs 12.8% (476,824) 0 6.99 Northeast Broward Northeast Broward Northeast Broward Northeast Broward 6.0% 13,761 0 8.77

Pompano/Fort Lauderdale Pompano/Fort Lauderdale Pompano/Fort Lauderdale Pompano/Fort Lauderdale 1.6% 5,618 612,132 8.09 Southeast Broward Southeast Broward Southeast Broward Southeast Broward 3.3% 6,113 434,321 9.11 Southwest Broward Southwest Broward Southwest Broward Southwest Broward 5.7% 304,487 840,053 8.00

MIAMI INDUSTRIAL, Q1 2019 North/Central Dade leads construction VACANCY RATE NET ABSORPTION (SF) UNDER CONSTRUCTION (SF) DIR. ASK RATE (S/SF NNN) Airport/Doral Airport/Doral Airport/Doral Airport/Doral 3.0% (5,407) 569,776 10.32 Central Dade Central Dade Central Dade Central Dade 2.4% 74,205 59,959 10.74 Hialeah Hialeah Hialeah Hialeah 3.7% 125,870 0 7.90

Kendall/Tamiami Kendall/Tamiami Kendall/Tamiami Kendall/Tamiami 0.8% (38,052) 0 10.79 North Central Dade North Central Dade North Central Dade North Central Dade 3.3% 114,958 1,394,866 9.24 Medley Medley Medley Medley 2.7% 317,876 0 9.16

PALM BEACH COUNTY INDUSTRIAL, Q1 2019 Negative absorbtion VACANCY RATE NET ABSORPTION (SF) UNDER CONSTRUCTION (SF) DIR. ASK RATE (S/SF NNN) Boca Raton Boca Raton Boca Raton Boca Raton 3.0% (25,891) 0 12.18 Boynton Beach Boynton Beach Boynton Beach Boynton Beach 3.0% 21 56,160 7.93 Jupiter Jupiter Jupiter Jupiter 1.6% (1,200) 10,000 10.00 Lake Worth Lake Worth Lake Worth Lake Worth 3.2% (15,642) 0 9.42 Riviera Beach Riviera Beach Riviera Beach Riviera Beach 1.9% (56,371) 0 8.58 West Palm Beach West Palm Beach West Palm Beach West Palm Beach 2.8% 13,274 105,111 9.52

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Visit Debt.com to explore debt relief options available to you or call 800-810-0989 www.sfbwmag.com • JUNE 2019 49 SPECIAL MARKETING SECTION SPECIAL MARKETING SECTION ASK THE EXPERTS ASK THE EXPERTS SALES STRATEGIES PEOPLE, PASSION, PROFITS COMMERCIAL REAL ESTATE Knowing Personality Innovation Leadership Master That Helps Avoid Frustration Lead Less, Encourage More

BY GRETA SCHULZ BY STEPHEN GARBER Real Estate

I recently spoke with a very upset salesperson. Colleen is what you Leaders and managers have to change if they want true innovation might call a “people person”—very outgoing, vivacious and friendly. in their businesses. If managing process is usurping your time, you Presentation She is chatty at times, but gets the job done. will not innovate—nor will your people. She was upset because her new boss, Elaine, sent her a The age of innovation is upon us, ushering in the era of knowledge BY LARRY GENET very “cold” email response and she didn’t know what creation—data, artifi cial intelligence, robotics and more. The emphasis to make of it. She loves her job and hopes the new has shifted to continuous growth through market awareness, learning, People often ask me for advice on boss likes her. and executing. Leadership teams at all levels—and in all industries— how to give the best possible real estate Colleen sent Elaine an email, telling her about need to realize how critical it is to enable team creativity. presentation or “pitch”. Follow these a great sales call, giving lots of detail about how Teams are needed in the creative process because of the expanded simple guidelines below and you will she and the prospect got along, what questions she breadth of knowledge required to understand the complexity of greatly increase your success rate. asked and how interested the prospect was to talk modern problems and solutions. Be careful, though. Individuals tend further. She asked Elaine if she would be able to go to fi xate on how they are being perceived in the group versus focusing • Know what the customer wants first. on an upcoming appointment with her. on unique ideas. Innovative teams take a culture and leadership shift. Then back into how you can achieve those goals Elaine sent back an email that simply said: “I’ll have to Management traditionally has been all about bringing order and for them. The key here is to listen to your customer. Many agents walk deal with this tomorrow.” That’s it. No “Hi Colleen,” no “good job structure, but creativity is often about exploring “what could be.” into presentations ready to perform and they want to just stick to their on this” and no “from Elaine” at the end of the email. Research shows innovative people are highly energetic, independent, talking points. When brokers are in performance-mode, especially if they So, what happened here? In a word: nothing. There are different curious, challenging and playful, so adopting a different mindset are nervous, they tend to do too much talking and not enough listening. personality traits that we often don’t recognize, or even think about. toward organizational and team leadership is required. Ask questions, engage the customer and really listen to what they want. Here are four personality styles that we all generally fi t into. We Encouraging leaders can inspire just as quickly as pessimistic The best way to win business is to thoroughly understand the problem and are often combinations of a few, but here are the general defi nitions, leaders can mute risky initiatives. You will need to move from “driver” communicate how you are going to solve it with limited risk and downtime. based on the well-known DiSC assessment: to “catalyst.” Guide people into sharing their insights, exploring things The presentation should be more of a conversation and back-and-forth than • Dominant: This person needs to be in control and have power. in new and perhaps uncomfortable ways. You will generate ideas far a lecture or a performance. They are typically a leader because that is how they see their role. beyond what “normal” conversation produces. They are typically task-oriented and say things like “just get to the Autonomy requires releasing control to encourage • Most books will tell you that “you have to be different” and that you bottom line.” They are impatient and always onto the next thing. your team to be curious and to explore. An need to “set yourself apart.” Frankly, that’s all crap! At the top levels of • Infl uencer: The life of the party owns this style and is a real organization’s structured norms results in our industries we are all capable of achieving great results. You do not “people person.” Many end up in sales because they feel like they can benchmarking competitors and maintaining the need to re-invent the wheel or try to impress with corporate “fluff.” I am persuade others to their way of thinking. This is not necessarily true. status quo. You will never innovate that way. straightforward and no nonsense. I start first by talking about my track • Steady relater: This person has a need for little change and little You cannot wait for executive-level strategies, record in the area, deals done and so on. Next, I transition to case studies confl ict. They are often great supporters for your organization. Give then ask your teams to execute innovation. of similar assignments that I have completed. These first two steps help the them a task and they will get it done. Just be careful not to make quick Everyone needs to be involved in identifying client trust that I have the experience and know-how to take on the project. changes on them, because they will silently rebel. problems, opportunities, and the innovative ways to As a next step, I transition to talking about the specifics of the deal for the • Cautious thinker: This is the detail-oriented, data-driven, solve them—engaging your team into the process. You pitch. I lay out all the metrics and details of the “who and how” as well as organized employee. These people are bright, well-read and often will leverage the whole organization’s brainpower. a timeline to completion and fee structure. The more data you can provide, initially a bit skeptical of others. They will get the task done, but will Be patient. Not every gamble or initiative will pay off. Pfi zer’s the better. cross all T’s and dot all I’s fi rst—so have some patience. failed heart and blood pressure drug turned into a 20-year, $32-billion These strategies have been successful for me and my team. Put them to Hopefully, this will shed some light on why some people do what revenue run for Viagra. Maintaining patience to see things through to use and you will see better results. they do and help you work better together. the outcome can pay huge dividends. Larry Genet is a Senior Vice President with CBRE. He and his partner So which are you? Your role as a leader is changing from complexity manager to Tom O’Loughlin list over 8 million square feet for clients in South Florida. Want to assess your staff? Email me at greta@schulzbusiness. expert enabler. Encouraging innovative thought provides long-term com ♦ organizational success. Changing your approach to leadership can Larry W. Genet make signifi cant gains in building an innovative team. Senior Vice President | CBRE Greta Schulz is president of Schulz Business, a sales consulting and Innovation is messy, wasteful and time-consuming. It’s also the 200 East Las Olas Blvd., Suite 1620 training fi rm. She is the best-selling author of “To Sell is NOT to difference between surviving (or not) and thriving. Lead differently. Fort Lauderdale, FL 33301 Sell” and works with Fortune 1000 companies and entrepreneurs. It’s the only way. ♦ Cell: 305.807.0004 For more information or free sales tips, go to schulzbusiness.com [email protected] and sign up for “GretaNomics,” a weekly video tip series, or email Stephen Garber is director of Third Level Ltd. Contact him at sales questions to [email protected]. 561.752.5505 or [email protected].

50 JUNE 2019 • www.sfbwmag.com SPECIAL MARKETING SECTION ASK THE EXPERTS COMMERCIAL REAL ESTATE Master That Real Estate Presentation BY LARRY GENET

People often ask me for advice on how to give the best possible real estate presentation or “pitch”. Follow these simple guidelines below and you will greatly increase your success rate.

• Know what the customer wants first. Then back into how you can achieve those goals for them. The key here is to listen to your customer. Many agents walk into presentations ready to perform and they want to just stick to their talking points. When brokers are in performance-mode, especially if they are nervous, they tend to do too much talking and not enough listening. Ask questions, engage the customer and really listen to what they want. The best way to win business is to thoroughly understand the problem and communicate how you are going to solve it with limited risk and downtime. The presentation should be more of a conversation and back-and-forth than a lecture or a performance.

May 2019 | $7.95 SFBWMAG.COM

• Most books will tell you that “you have to be different” and that you June 2019 | $7.95 SFBWMAG.COM need to “set yourself apart.” Frankly, that’s all crap! At the top levels of LISSETTE CALDERON our industries we are all capable of achieving great results. You do not Queen of the Miami River need to re-invent the wheel or try to impress with corporate “fluff.” I am straightforward and no nonsense. I start first by talking about my track record in the area, deals done and so on. Next, I transition to case studies JOHN G. CREAN The Greening of similar assignments that I have completed. These first two steps help the of Broken Sound client trust that I have the experience and know-how to take on the project. As a next step, I transition to talking about the specifics of the deal for the pitch. I lay out all the metrics and details of the “who and how” as well as a timeline to completion and fee structure. The more data you can provide, the better. Never Miss An Issue These strategies have been successful for me and my team. Put them to South Florida Business & Wealth (SFBW) Magazine use and you will see better results. is updating our circulation list, register at: Larry Genet is a Senior Vice President with CBRE. He and his partner www.sfbwmag.com/mailsubscription Tom O’Loughlin list over 8 million square feet for clients in South Florida.

Larry W. Genet Senior Vice President | CBRE 200 East Las Olas Blvd., Suite 1620 Fort Lauderdale, FL 33301 Cell: 305.807.0004 [email protected]

www.sfbwmag.com • JUNE 2019 51 SPECIAL REPORT: TECHNOLOGY

Editor-in-Chief Kevin Gale. The following transcript has been edited for brevity and clarity.

How is the TechGateway initiative (techgateway.org) putting South Florida on the map as a tech hub? White: I think TechGateway has served Broward County Commissioner Michael Udine, center, make a point as Ron Drew of the The technology a great purpose in terms of just letting us Alliance, left, and Will Fleming listen. discussion panelists know what’s out there, who’s involved and how good the scene is. It’s really added a • David Coddington, vice president of business lot of positive momentum to what’s going mass was pretty hidden below the surface.” in South Florida. I think we’ve added close The panelists—Front row: Michael Udine, Will Fleming and John Machado. Back row: development for the Alliance. on around here. There seemed to be a massive perception to 1,200 new miles of fi ber over the last Bob Swindell, Lonnie Maier, Bob Fitts, Bob White and David Coddington. • Bob Fitts, executive director of Tech Lauderdale, Fitts: One of the biggest problems we gap between the amount and quality of few years for one of the wireless carriers which is powered by the South Florida Technology have here is talent retention. Our smart kids activity in the region and the perception. down here. Alliance. go off to college and maybe come back, Udine: When we talked about the pen- • Will Fleming, CEO of MotionPoint, a maybe don’t. This tool shows people there What would be the importance of ny sales tax, everyone thought rail, buses 300-employee, international software company in are opportunities so that they don’t neces- infrastructure? and roads, but I said the fi rst thing that we Coconut Creek that provides turnkey solutions for sarily have to go elsewhere. It shows others Swindell: One of the fi rst steps is build- should have was the fi ber optics. You may multilingual websites. that are interested in having their business ing a more-effi cient transportation system. not want to take a bus, you may not want • John Machado, vice president of development at here, that there is a wealth of talent here The penny sales tax is identifying where to take a train, but everyone’s on their cell How the region can Ultimate Software, which provides HR software. that can be drawn on. And it shows future there are gaps in high-quality fi ber along phones 24/7, and they understand the tech • Lonnie Maier, vice president of enterprise employees that there’s labor market liquid- the different transportation corridors and component of all this. sales and marketing at Crown Castle Fiber. ity here. Without that, you can’t recruit tal- fi lling those gaps. We’re not going to be further fuel tech growth Crown Castle International Corp. (NYSE: CCI) ented people to come here. able to lay down much more asphalt, so What are some of the other notable describes itself at the nation’s largest provider of Coddington: When we are recruit- we need better signalization, whether it’s aspects of the history, legacy and Diversity, collaboration, a sense of ener- This is the second in a series of four dis- communications infrastructure. ing companies or visiting with them—it coordinated lights, or lights that are more growth of technology in South gy, great weather and low taxes are some of cussions SFBW is conducting with the Al- • Bob Swindell, president and CEO of the doesn’t matter if it’s Amazon, Hewlett adaptive. Talking to the 5G [wireless net- Florida? the factors fueling the growth of the tech- liance, which is Broward county’s public/ Alliance. Packard or a smaller company—when we work signal] providers, they say you’ve Coddington: If you go back to Motorola, nology scene in South Florida, according private partnership for economic develop- • Michael Udine, a Broward County put this a map in front of them they feel got to have that fi ber as the backbone. If they had between 6,000 and 7,000 people in to a panel convened by SFBW and the ment. The fi rst discussion was about corpo- commissioner and partner in Udine & Udine, a like, “Wow, I had no idea the cluster of we are 5G-enabled, I think that will draw Plantation and Boynton Beach. Then, you Greater Fort Lauderdale Alliance. rate headquarters. Upcoming discussions law fi rm that includes business, insurance and real technology was so strong.” technology companies and really encour- look at an IBM, and it was like 12,000. Still, there are challenges, such as a will look at the region’s aviation/aerospace estate practices. Fleming: Once you got a handful of age technology to continue to grow and Then, what industry spins off companies need for more startup and venture fund- and life sciences industry clusters. • Bob White, a shareholder who leads the people together and started constructing a prosper here. faster than tech? Someone says, “I have a ing. There’s also a misperception about The panel was held at the Alliance’s technology and emerging companies practice at the list, then everyone realized, “Oh, there’s Maier: We’ve been doing a lot of de- different idea to do that.” Then, you have the amount of tech activity in the region. headquarters and moderated by SFBW Gunster law fi rm. meaningful critical mass, and the critical ployments with the various municipalities Citrix. [Citrix co-founder Ed Iacobucci

52 JUNE 2019 • www.sfbwmag.com SPECIAL REPORT: TECHNOLOGY

Editor-in-Chief Kevin Gale. The following transcript has been edited for brevity and clarity.

www.sfbwmag.com • JUNE 2019 53 TECHNOLOGY

Attorney Bob White and Lonnie Maier of Crown Castle Fiber Bob Fitts is executive director of Tech Lauderdale, which is powered by the South Florida Technology Alliance

was a key executive with IBM.] People can do to help make sure that we grease to New York or Boston. You have oppor- get done on the side. stay here and raise their families as the the skids, such as partnerships with the tunities here to do everything you wanted I can name most of the well-known seed giants thin out their ranks here. EBuilder Tech Incubator and Innovation Academy to do and get to stay home.” funds in South Florida, and I literally get [which sold for $500 million] created 10 at Nova Southeastern University. Maier: We deployed a “Connected by this question hundreds of times a year. millionaires. Are they going to stay here? Good” program, where we go and educate There needs to be a lot more of them, be- And we’ll see what happens with Ryan Co- So how are we growing our tech them on the various careers that you can cause those aren’t putting out much mon- hen [founder of Chewy.com that sold for ecosystem? have, from a technology perspective, to ey either—a couple million dollars a year, $3.35 billion]. Hopefully, he starts some- Coddington: We are working with just provide that exposure. It really makes which is really not enough. thing after doing Chewy. Broward County Public Schools. When a huge difference for them to understand White: Scott Adams had Hiway Tech- we fi rst started the steering committee for what opportunities are out there. nology and sold it for about $300 million. Tech Gateway, we’re like, “We need to be Fleming: When we talk about middle It was huge, amazing, out of nowhere. in the universities. We should be in high school kids or high school students, those [Adams subsequently has been involved schools” and then it’s, “Wait a minute, we students are typically very knowledgeable in several startups and his name is on the really need to be in the middle schools.” and advanced with respect to use of tech- entrepreneurial center at FAU.] John’s been out a couple times to see nology. I think technology becomes a very We need to be in Fitts: There should be an acceleration. those kids. We want to go to every middle easy on-ramp to engage kids in discussions I have a friend at Ultimate Software who, and high school with the Tech Gateway about business. the universities. We with some of his friends, decided as much maps. White: We’ve got to fi gure out a way to as they love Ultimate Software, they want- Machado: We target schools, whether free up more money and make money more should be in high ed to invest some of the money they made it’s from high school through all the univer- accessible. I do a lot of work with very schools” and then it’s, from going public. You’re going to start sities here. At Ultimate Software, we have early-stage companies, and it’s still very seeing the round-trip effect [from startup a great relationship with every university in diffi cult for people. It’s very hard to get “Wait a minute, we re- to success to new startup]. With Magic South Florida. I basically bring on to my $250,000 for an early-stage software com- Leap, when eventually there’s a monetiza- team about 150 engineers a year that come pany if you don’t know the right people. ally need to be in the tion, that’s going to end up enriching our in through the schools, primarily Florida Fitts: There aren’t enough organized venture capital community, which will help schools. The Gateway is really great at be- vehicles for early-stage capital in South middle schools. accelerate additional growth. ing able to show, “Hey, you don’t need to Florida. There’s a lot of money here. It’s David Coddington Udine: We need to talk about what we go to Silicon Valley. You don’t need to go in country clubs and synagogues, and deals John Machado is VP of development at Ultimate Software

54 JUNE 2019 • www.sfbwmag.com TECHNOLOGY

Attorney Bob White and Lonnie Maier of Crown Castle Fiber Bob Fitts is executive director of Tech Lauderdale, which is powered by the South Florida Technology Alliance

www.sfbwmag.com • JUNE 2019 55 TECHNOLOGY

MotionPoint CEO Will Fleming holds a TechGateway map, which provides a visual reference to the abundance of tech ﬁ rms in South Florida

White: Why aren’t there funds in 10 dif- you come from, who you are, that this is mism that comes with so many new people ferent industries, so that if you knew you just a great place to live. coming to our state. wanted to start a retail software company, Maier: The other thing is really good you would know who you could go to? collaboration. I think the business leaders What can we do to further brand Fleming: Those who invest in a mean- in South Florida are so willing to share and and grow our ecosystem? ingful way in technology, tend to take a learn from each other Fitts: The SFTA recently formed a joint portfolio-driven approach. Tech startups Fleming: Collaboration is both within venture with the Broward Workshop, with tend to be higher risk than, say, an exist- the county but also cross-county, because the facilitation of the Alliance, called Tech ing real estate asset, where there’s a great we live as South Florida, a region. Some- Lauderdale. The Workshop wanted to do deal less uncertainty. But when more of a times, the lines on a map—whether it’s a something because Broward doesn’t get portfolio approach is taken, and someone town, a city or a county—are largely irrel- the same attention as Miami does. The is making, say 10 or 20 considered invest- evant. I happen to live in Boca Raton and mission is to really enhance the awareness ments, on average, they can they have the our offi ce is in Coconut Creek. I’m deeply of what’s going on here. We have several opportunity to receive outsized returns, but committed to the Broward community and large events a year, such as IT Palooza and not every not necessarily every single in- all of the South Florida community. Sup-X: The Startup Expo, but we’re also vestment will be a winner. Udine: I’m from the Northeast and ev- going into some new programming that ery person that I know wants to either have will be announced later. What are some of the things that a second home down here, or fi gure out a Coddington: One of the things that we make our community unique and way to live down here full time. were working on is to take Tech Gateway different as a tech hub? Fitts: I moved here eight years ago from and build a brand here and then build it Machado: Diversity. New York. My impression of what makes outside the area. The D.C. market and White: That’s No. 1, and there’s no it different here is fi rst of all, it’s a young the Boston market are both academically state income tax. state. There’s a certain energy here that’s dense markets, so they actually produce Coddington: When North Carolina got different than other places. There is a very more technologists than the market can in some hot water a few years back [the pro-business culture here. The state gov- absorb. We want to put the Tech Gateway controversy about gender and bathrooms], ernment wants to get out of the way. It’s map in those markets and go after those we got some calls. And that goes right to very entrepreneurial. universities and students and let them the diversity piece. It doesn’t matter where Fleming: There’s an energy and opti- know there are opportunities here.♦

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ganizational structure. There’s an IT governance committee and data governance committee, and a lot of use of business intelligence tools. They realized that we really needed to get into the predictive business. So, they asked the informatics and analytics team to do that. We’ve been working on that for a year. We’re very fortunate that we have, in house, the talent really to build the group from top to bottom. We had the IT architects that were available to us. We have data scientists who had experienced with The panelists machine learning. We had a lot of data • Louis Gidel, a pulmonary critical scientists who have good data-wrangling skills. We really had to put it all together, care doctor with a PhD in physics who and that’s what we’ve done. We focus on serves as chief medical informatics the things that are consistent with where and quality offi cer at Baptist Health Members of the Levatas team: Offi ce Manager Alicia Toledo, Account Group Leader Dan Zuba, and the health system is going. So, we’re taking Senior Account Manager Melissa Mullery Dr. Louis Gidel gestures as he makes a point during the discussion South Florida. Informatics includes on projects that provide clinical operation- electronic medical records and al improvement or fi nancial improvements. predictive analytics. For example, One of the fi rst projects that we’ve look at it in four ways. There’s customer When AI hits the mainstream, you have Baptist’s elCIU program links worked on is wanting to improve our experience. There’s risk mitigation. There to have the infrastructure to keep up. Goo- equipment in a patient’s room to self-funded employer health insurance are operational effi ciencies. There are op- gle and Amazon will not have a single computer software that can detect plan. We’re working on ways, for exam- portunities to deliver new products and service that they deliver without AI in it. Tips on how to implement changes in a patient’s condition ple, to use machine learning to predict who services and drive revenue. This is what it’s going to be for all of us and call it to the attention of critical exactly among our employees are going to The area that most of our activity is in the future. care doctors. These intensivists can be the ones that get the sickest next year. centered around is customer and client Gidel: We’ve only had a dedicated communicate remotely with bedside We’re developing machine learning tools experience. There’s personalization on group for a year, and I think our system, AI in your business practitioners and use high resolution to stratify them into low risk, medium risk our digital apps and chase.com. We want probably not unlike all the health care video to see patients. PHOTOS BY EVELYN SUAREZ and higher. The higher are the ones that we to drive that personalization experience. If space and like a lot of other industries, has want to sort of smother with health care, so we improve automation behind the scenes, leaders that maybe don’t quite understand Artifi cial intelligence has come from the quartered in Palm Beach County, was the • Mihai Fonoage is the vice president we can mitigate the risks. it’s a better experience for our clients and the power of these systems and don’t really realm of the future into our daily lives. Siri presenting sponsor for the SFBW event at of engineering at Modernizing Fonoage: We’ve incorporated AI almost our customers. have appreciation for what they’re doing. and Alexa respond to our commands. You- the Conrad Fort Lauderdale. Medicine. He was the fi rst hire of a from day one. And we did that as we built AI will have a major impact across the It’s hard for them. Sometimes, I think we Tube and Netfl ix come up with recommen- The following transcript has been edited company that now has 800 employees. our fi rst app, which was an electronic med- entire enterprise, but at this point organiza- come up with the questions to ask. We try dations on what we might want to watch. for brevity and clarity. Doctors can use smart tablets to ical assistant, and built it in such a way that tions are needing to prioritize them to focus to focus on our goals for the system. We Chat bots pop up when we visit websites. employ Modernizing Medicine’s apps it really adapts to the user. It learns what on where it can have the highest return and also have centers of excellence in orthope- The world is being transformed by AI’s How is AI real inside your busi- for dermatology, gastroenterology, diagnoses are being used the most, learns the shortest window. dics, cardiovascular care and cancer. We’re ability to analyze mountains of data, in- ness? ophthalmology, orthopedics, how doctors like to treat patients based on trying to focus and meet with the leaders cluding the human voice, detect patterns Gidel: Our leaders at Baptist Health otolaryngology, pain management, their history and learns what medications But how does your organization there to help them to devise these things. and come up with insights and appropriate feel strongly that in order to be successful plastic surgery and urology. are being prescribed. It really changes and prioritize where to attack using We stay close to the things that the team responses. in the health care business, that we really adapts based on the workfl ows. The main technology? feels will have results and that are useful. “Industries that rely on rote tasks will have to get into artifi cial intelligence. Their • Joe Kane, the New York-based idea from day one was to save doctors’ Kane: User cases come up and we de- We’re learning what these systems can do. probably have the highest and fastest levels opinion is that it’s the health care systems executive director of global technology time—for physicians and medical staff to cide based on how it impacts the customer As we learn more, they will have better of disruption,” says Levatas founder Chris that are able to predict the best health care strategy, innovation and partnerships not spend time with software, but to spend and returns on investments. There are so questions for us to address. Nielsen, who moderated a panel discussion outcomes who are going to be the most at JPMorgan Chase & Co. Kane’s time with patients. many different ideas and opportunities to on “How to Operationalize AI into Your successful. We have a large IT group, about team of about nine has a global view Kane: When we look at machine learn- apply this. A lot of our energy is going into Talk about some of the roles that Business in 2019.” 700 people. We have a data warehouse that of technology at the banking giant, ing, AI and computational intelligence, kind of preparing what will be happening you look for Levatas, an AI solutions company head- began organically in 1996 and a lot of or- looking to eliminate redundancies and people describe it in different ways. We in three to fi ve years. Fonoage: When it comes to AI in order introduce new technology.

58 JUNE 2019 • www.sfbwmag.com DIGITAL SOUTH FLORIDA

www.sfbwmag.com • JUNE 2019 59 DIGITAL SOUTH FLORIDA

SFBW Associate Publisher Clayton Idle; Rafael Cruz, regional director of the Small Business Development Center at Florida Atlantic University; Luis Perez, assistant vice president, Research Communications, FAU; Cris Nieto, assurance services partner at Cherry Bekaert; Amanda Pires, vice president and middle market banker at JPMorgan Chase & Co.; Chris Nielsen, Stephen Garber, owner and director of Third Level Executive Coaching, Facilitating and Consulting; and Gary Press, chairman and CEO of SFBW and Lifestyle Media Group

The Digital South Florida panel discussion was held at the Conrad Fort Lauderdale to really organize your data, you need a but federated groups of folks in each lines big enough, you have that. data engineer. To make sense of the data of business. They are all part of one coun- Gidel: If I want to have a guaranteed and solve problems, you need a data sci- cil. It’s not the data scientists who unlock failure for my group, all I have to do is pick have a system that listens to conversations, entist. Then as your look at how you serve all the ideas. It is the business. It’s a team a project that has no business value. understands it and can document that with- the end user, you need a software engineer. sport. The global CIO sits on chairman and Kane: Pick the right business model— out the doctor having to do anything about If you look on the business side, how do CEO Jamie Dimon’s operating committee. start small, but think big. You don’t want it? We are three to ﬁ ve years away from you know what customers want? How do Co-president and co-COO Daniel Pinto to fail with a big project. Start with a small that. you know where we bring value? That’s could tell you about strategies for tech at project. Prove it out and then scale it big. With image processing, we are starting where marketing can actually help you every layer. That type of buy-in is what Gidel: We focus a lot on the general to look at how we can classify tumors—are bridge the gap between business and tech- companies need: Setting expectations is topic of decision support. Now, there are they malignant, or are they benign? Has nology. That’s what you need a business not pixie dust. There will be failures. clinical pathways doctors follow. There are the size or color changed based on the past analyst for. And then, lastly, but certainly Fonoage: Some companies have skunk- lots of tools on decision support. We kind 20 pictures? They have to go picture by not least, is the user experience. Identify works [teams] that play with AI. At some of view AI as one more component of the picture. The beauty of AI is it can do it in what the pain points are that you’re try- point you need a center of excellence. You bigger goal of decision support. a short amount of time. It can say, “Hey, ing to solve. What are the needs of your really need to understand what AI is and Doc, I am seeing the lesion change and col- customers? Go into the research, go to the what it can bring to the table. It has to be What are some of the technologies or change.” The doctor looks at that and customers and ﬁ nd those needs, and then driven by business needs—business-driv- in AI that are exciting you the says, “Maybe I should do a biopsy.” come back and translate those needs for the en use cases. You have to have a strong most? Nielsen: That’s what we call “human data team. business model as a company. The business Fonoage: I think a lot of what we do in the loop.” We’re not building sentient model ties the potential of technology to is being expanded by applying machine machines. AI’s purpose is to make humans Do you have centralized AI at the the needs of the market. How can I reimag- learning techniques to make sense of data. smarter. We not here to decimate the job

corporate level or embedded in ine the value I bring in the current market We want physicians to spend time with the force. We’re here to make decision support. Moderator Chris Nielsen, founder and executive vice president of experience design at Levatas, and business units? given the technologies I have? You need to patient, but there is still that documentation Fonoage: We don’t call it AI. We call it panelists Mihai Fonoage, vice president of engineering at Modernizing Medicine; Joe Kane, executive Kane: We do have central leadership, have a data team under a CIO. If you are that needs to be in the charts. What if you intelligence applications. ♦ director of global technology strategy, innovation and partnerships at JPMorgan Chase & Co. and Dr. Louis Gidel, chief medical informatics and quality ofﬁ cer at Baptist Health South Florida

60 JUNE 2019 • www.sfbwmag.com DIGITAL SOUTH FLORIDA

www.sfbwmag.com • JUNE 2019 61 Sheridan Can Do full page_r3.pdf 1 3/5/19 4:54 PM

SPECIAL MARKETING FEATURE

Never underestimate what print

ANDY CAGNETTA HOW TO BUY A BUSINESS WITH LESS RISK AND SURVIVE THE FIRST YEAR

CM career move is an incredible opportunity. Most people think liabilities that occur after the closing. The seller note c buying a business is far too risky. And while there is risk, there should have a right of offset against such liabilities. MY are certainly ways to minimize and mitigate it. Here are several 8. Don’t change anything for at least 6 months. Just go CY n rules of thumb: in and learn. Keep things consistent. Don’t scare the CMY 1. Find a reputable business attorney. Look for someone customers or employees away by making radical changes

K experienced in business deals that will search for right away. You might just change something that is a outstanding liabilities or liens on the prospective business essential to the success of the business. and will make sure you and your interests are protected in 9. Have a good insurance agent. Find an agent that really the transaction paperwork. knows his/her stuff. Don’t skimp on protecting yourself 2. Hire a good business accountant. You need a person and the business by settling for cheap coverage. that knows how to perform due diligence to verify past 10. Buy a business with a good system in place. Seek out income and again look for possible liabilities existing in a business with solid intangibles like a brand, long-term the business. Also have the right corporate structure to customers, software/CRM. Maybe even a franchise! minimize personal liabilities going forward. 11. Insist on a strong noncompete but do have a 3. Do your own homework. Get educated about the relationship with the seller. Take the time during the cjk.com industry and business in which you hope to invest. Look transition period to learn all you can about the ins and outs for associations, online courses, articles, competitors’ of your new venture. Make sure you can contact them websites etc. beyond the training period if you have further questions. 4. Sock some money away. Make sure you have working Buying a business is an incredible opportunity for everyone capital beyond the purchase price to help you survive involved regardless of age, skills or education level. With the post purchase. Too many people underestimate the cash right team, paperwork, resources and protections it can be a very needed to support a business AND their personal lives in safe and satisfying investment! Quality, Dependability, and Enduring Relationships. the first year. IfIf thesethese things mattermatter toto you,you, we we have have a a lot lot in in common. common. We We built built our our company company on on those those three three pillars, pillars, serving serving the the 5. Commit to the work. Work can overcome a lot of bad Andy Cagnetta owns and operates Transworld Business industryindustry forfor moremore thanthan 120100 yearsyears asand we earning have grownthe respect to over of tenleading locationso publishers across all the along country. the way. More importantly, elements in business. If you are willing to work twice Advisors. Transworld is an international franchise business and as hard as everyone else, good things will come in the franchise brokerage, with thousands of businesses for sale and weWe haveprovide earned consistent the respect print qualityof leading you’ll publishers be proud and to share. catalogers Responsive, all along accessible the way. online content platforms. . form of successfully completing the deal and running your over 100 franchises in the United States and internationally. WeWhite provide glove consistent subscriber print and qualitymailing you’ll services. be proud All with to share.uncommon Responsive, personal accessible attention onlineand can-do content conﬁdence. platforms. business well once you own it. Transworld Business Advisors dWhiteDoesn’t glove your subscriber publication and deserve mailing that services. level of All excellence? with uncommon personal attention and can-do conﬁ dence. 6. Hire/ Use a business broker. Brokers know what the 1-800-205-7605 Don’t you deserve that level of excellence? Sheridan. Because Your Success is Our Success. norms are in buying and selling a business. They can be 754-224-3109 CJK Group. Because Your Success is Our Success. exceptional negotiators for you, allowing you to obtain www.tworld.com 62 [email protected] 2019 • www.sfbwmag.com • 954.593.9964 SPECIAL MARKETING FEATURE

ANDY CAGNETTA HOW TO BUY A BUSINESS WITH LESS RISK AND SURVIVE THE FIRST YEAR

In my opinion, buying a business is one of the most underrated information from all parties involved in the deal. Let them investments in the marketplace. Think about how much people be the bad guys and ask the tough questions. Let them help spend on a college education, and then “attempt” to get a job after you keep the deal on track. graduation. I am not advocating foregoing a college education; 7. Keep money in escrow. Have the seller hold a note or I’m merely pointing out that investing in a business as a potential have some monies in escrow that can be used to settle any career move is an incredible opportunity. Most people think liabilities that occur after the closing. The seller note buying a business is far too risky. And while there is risk, there should have a right of offset against such liabilities. are certainly ways to minimize and mitigate it. Here are several 8. Don’t change anything for at least 6 months. Just go rules of thumb: in and learn. Keep things consistent. Don’t scare the 1. Find a reputable business attorney. Look for someone customers or employees away by making radical changes experienced in business deals that will search for right away. You might just change something that is outstanding liabilities or liens on the prospective business essential to the success of the business. and will make sure you and your interests are protected in 9. Have a good insurance agent. Find an agent that really the transaction paperwork. knows his/her stuff. Don’t skimp on protecting yourself 2. Hire a good business accountant. You need a person and the business by settling for cheap coverage. that knows how to perform due diligence to verify past 10. Buy a business with a good system in place. Seek out income and again look for possible liabilities existing in a business with solid intangibles like a brand, long-term the business. Also have the right corporate structure to customers, software/CRM. Maybe even a franchise! minimize personal liabilities going forward. 11. Insist on a strong noncompete but do have a 3. Do your own homework. Get educated about the relationship with the seller. Take the time during the industry and business in which you hope to invest. Look transition period to learn all you can about the ins and outs for associations, online courses, articles, competitors’ of your new venture. Make sure you can contact them websites etc. beyond the training period if you have further questions. 4. Sock some money away. Make sure you have working Buying a business is an incredible opportunity for everyone capital beyond the purchase price to help you survive involved regardless of age, skills or education level. With the post purchase. Too many people underestimate the cash right team, paperwork, resources and protections it can be a very needed to support a business AND their personal lives in safe and satisfying investment! the first year. 5. Commit to the work. Work can overcome a lot of bad Andy Cagnetta owns and operates Transworld Business elements in business. If you are willing to work twice Advisors. Transworld is an international franchise business and as hard as everyone else, good things will come in the franchise brokerage, with thousands of businesses for sale and form of successfully completing the deal and running your over 100 franchises in the United States and internationally. business well once you own it. Transworld Business Advisors 6. Hire/ Use a business broker. Brokers know what the 1-800-205-7605 norms are in buying and selling a business. They can be 754-224-3109 exceptional negotiators for you, allowing you to obtain www.tworld.com www.sfbwmag.com • JUNE 2019 63 SOUTH FLORIDA EXECUTIVE ROUNDTABLE

presenting as opportunities or you’re buying and where—but have we really challenges? been using that information to bring products Fernandes: The biggest challenge is and services? We have a long way to go. how you are going to do the digital trans- Riestra: How many of you in the audience formation of your business. It’s not about feel you have a relationship with a health sys- technology. Everybody can buy technolo- tem? As an industry, we have stepped back, gy. The relevant part is how to make your expecting consumers to come to us. Shame on business more effi cient and provide better us. We think as an industry that you can come services and experiences. to a doctor’s offi ce at 9 o’clock and be seen I believe the next revolution, the AI [artifi - at 9:30. The concept of hospitals around beds cial intelligence] revolution, will change the will change. In the next fi ve to seven years, world as it is. We should not be afraid of it. I believe 95 percent of health care will be on Ben Riestra Renata Kobylinski We should embrace and accept it. How can I an outpatient basis. redesign my business to be better, faster, more effi cient, with better services and products? What human capital strategies do Kobylinski: Our chairman and CEO, you use to attract, develop and retain Richard Fain, says the pace of change today talent, develop effective leadership is the slowest as it will ever be. We are putting and employ the best people and a lot of effort in removing friction from the keep them? guest experience—making sure the guests re- Riestra: We have had an incredible ex- ally enjoy the vacation before they book it un- perience in building the Lennar Foundation til they disembark from our ships. There are a Medical Center. A lot of nurses and techni- lot of new things on our ships. A lot of mobile cians are millennials. Workers are spending applications. We try to anticipate needs and most time of their time in the health care en- technology is playing a big role in that. vironment, dealing with patients with bad di- The panelists Martin: The data we have is envied in the agnoses—sometimes, terminal. The concept • Nuno Fernandes, executive vice Nuno Fernandes market. We know your transactions—what is to create a destination for work. We don’t S. Marshall Martin president global operation and strategic alliances at Ilumno, which offers growth and technology services to universities in the Americas. Members of the audience applaud during South Florida Executive Roundtable’s presentation

• Renata Kobylinski, information technology director/director of hosting Expect an acceleration in and engineering services, for Royal Caribbean Cruises, the world’s second- largest cruise holding company.

• S. Marshall Martin, general counsel the pace of change for City National Bank of Florida, one of the largest Florida-based banks. PHOTOS BY CAMILLE VOGEL • Ben Riestra, chief administrative If you think the pace of change and inno- needs. The question, he says, is, “How do we ofﬁ cer of the Lennar Foundation vations is rapid now, just wait. The chairman structure and create jobs and connectivity?” Medical Center, part of UHealth Miller and CEO of one of the world’s largest cruise One key focus of the foundation is help- School of Medicine at the University companies is warning that the pace of change ing Miami’s innovation economy become a of Miami. now is as slow as it will ever be, compared magnet for capital and talent. “What we are to the future. seeing is really, really impressive,” he says. Much of the discussion in this month’s One example of success is seeing venture with $39.8 billion in revenue. South Florida Executive Roundtable was capital activity go from $130 million a year SFBW is the exclusive media partner for how to engage consumers and customers to consistently over $1 billion, including the roundtable, which was held at Monty’s better, usually with a major dose of tech- mega rounds for companies including Magic Raw Bar in Coconut Grove. The following nology and innovation. Leap and Park Jockey. Some VC funds have transcript has been edited for clarity and Opening speaker Raul Moas, Miami pro- opened ofﬁ ces in the region. brevity. gram director of the Knight Foundation, said The roundtable was moderated by Nikka his organization is seeking business solutions Copeland, senior VP of World Fuel Services, What in your industries are tech- for some of community’s most pressing one of South Florida’s top public companies nological and business changes

64 JUNE 2019 • www.sfbwmag.com SOUTH FLORIDA EXECUTIVE ROUNDTABLE

• Renata Kobylinski, information technology director/director of hosting and engineering services, for Royal

Expect an acceleration in Caribbean Cruises, the world’s second- www.GrowingAndExpanding.com largest cruise holding company.

• S. Marshall Martin, general counsel the pace of change for City National Bank of Florida, one of the largest Florida-based banks. PHOTOS BY CAMILLE VOGEL • Ben Riestra, chief administrative If you think the pace of change and inno- needs. The question, he says, is, “How do we ofﬁ cer of the Lennar Foundation vations is rapid now, just wait. The chairman structure and create jobs and connectivity?” Medical Center, part of UHealth Miller and CEO of one of the world’s largest cruise One key focus of the foundation is help- School of Medicine at the University companies is warning that the pace of change ing Miami’s innovation economy become a of Miami. Helping growth-minded companies execute on now is as slow as it will ever be, compared magnet for capital and talent. “What we are Business Development, Brand Amplification, to the future. seeing is really, really impressive,” he says. Much of the discussion in this month’s One example of success is seeing venture with $39.8 billion in revenue. Market Expansion, Exposure for Executives, South Florida Executive Roundtable was capital activity go from $130 million a year SFBW is the exclusive media partner for Talent Strategies & Training how to engage consumers and customers to consistently over $1 billion, including the roundtable, which was held at Monty’s better, usually with a major dose of tech- mega rounds for companies including Magic Raw Bar in Coconut Grove. The following nology and innovation. Leap and Park Jockey. Some VC funds have transcript has been edited for clarity and COI access… connecting Centers Of Influence™ Opening speaker Raul Moas, Miami pro- opened ofﬁ ces in the region. brevity. gram director of the Knight Foundation, said The roundtable was moderated by Nikka his organization is seeking business solutions Copeland, senior VP of World Fuel Services, What in your industries are tech- for some of community’s most pressing one of South Florida’s top public companies nological and business changes

www.sfbwmag.com • JUNE 2019 65 SOUTH FLORIDA EXECUTIVE ROUNDTABLE

work at the University of Miami—we work knows that from the fi rst day they come to last 18 years in a row, has gotten an out- on the University of Miami, and are trying to the company. I think we were able to keep standing rating in serving the needs of the make it better. the startup mentality without being a startup community. We have formed a foundation. Martin: At the end of the day, we follow company anymore. We promote success by The biggest issue in Miami is housing in- up with clients and resolve the needs of cli- celebrating failures. Companies say they ventory. When low- to moderate-income ents when they need it. You want to develop want innovation, but the fi rst thing that goes people are buying a home it’s a long pro- and let people do what they feel comfortable wrong, they fi re everybody. cess to wait on funding. When people want doing and good at. Millennials want a ping- to sell, they don’t want to dawdle. These pong table. We got them a pingpong table. What are some best practices in transactions take 90 to 100 days to close. That’s the way they work. That is the mental- corporate responsibility? We take inventory into the foundation and ity. We are going to have to start to readjust. Riestra: Corporate responsibility stems allow individuals greater time to close. Kobylinski: Offer fl exibility—young peo- the entire gamut from employees, student, We can wait longer. We don’t have a profi t ple want to be fl exible. Some companies are staff and community. We are the only ac- motive. very closed-minded. They don’t allow remote ademic medical center in the region. We Kobylinski: First, we’ll celebrate di- workers. In my case, working with technol- care for everyone, go above and beyond versity. We do a very good job with that ogy, we give a lot of fl exibility and develop safety, and do research in medicine. This is in our company. We employ any kind of our people. Millennials don’t want to work where you gain the true knowledge of how person. We offer some groups to develop Monday through Friday, 9 to 5. Millennials important it is to medicine. The Zofran an- minorities in the company. Also, in times are looking for things they can be part of. ti-nausea drug was a derivative. It wasn’t of crisis, like the hurricane last year, we Think about the environment of people and the original intent in trials. From our corpo- offered crews and ships to evacuate em- work at training. Give something to people rate social responsibility, we are doing a lot ployees. Part of the core of the organization instead of just taking. to improve health care of the community. A is that we take good care of crews. ♦ Fernandes: I believe the culture of our lot of caregivers have mental health issues. organization is probably the single most im- We are putting a big emphasis on that. SFBW is the exclusive media partner of portant thing for success. In our company, Martin: Banks serve the needs of the the South Florida Executive Roundtable. our goal is to be the No. 1 higher-educa- community, including those with low and For more information on SFER, visit tion company in the world, and everybody moderate income. City National, for the SFexecRoundtable.com.

ECONOMIC DEVELOPMENT Major tool company relocates to Fort Lauderdale BY KEVIN GALE

The Greater Fort Lauderdale Alliance at the Hong Kong Stock Exchange. The com- defense and technology, is adding 20 new its mid-year meeting announced specifics pany, which has an office at 450 E. Las Olas jobs, retaining 115 and making a capital in- on some of the 1,038 new jobs the economic Blvd., says it has 23,000 staff members and vestment of $9.9 million dollars at its new development partnership has helped foster $7 billion in sales for 2018. manufacturing facility in Coral Springs. during the first half of its fiscal year. Among other announcements: • DNA Labs International, a company Alliance President/CEO Bob Swindell • ICON International, a corporate providing forensic DNA analysis, is add- and Chairman Nelson Fernandez, executive barter company headquartered in Con- ing 10 jobs, retaining 33 jobs and making vice president and principal of ANF Group, necticut, has opened a new office in Fort a $7.5 million capital investment in Deer- reported more than $216 million in capital Lauderdale’s Cypress Creek area, adding field Beach. investment by companies assisted by the Al- 50 new jobs. ICON is a subsidiary of Om- • Wayman Aviation, which provides liance since Oct. 1, 2018. In addition to the nicom Group (NYSE: OMC), a $15 billion aviation career preparation and recently 1,038 new jobs, the Alliance told attendees at revenue global advertising and marketing celebrated the grand opening of its new Pier Sixty-Six Hotel and Marina that 409 jobs communications services company. ICON flight training facility, is adding 20 new had been retained. says clients come to the company because jobs and making a capital investment of The Alliance had a major score in its ongo- one or more of their assets have lost market $4.5 million in Pembroke Pines. ing efforts to recruit corporate headquarters. value. ICON acquires the assets, often pay- “Companies continue to choose Great- Techtronic Industries, a group of compa- ing substantially more than buyers in the er Fort Lauderdale’s highly competitive nies that includes Milwaukee, Ryobi, Hoover open market. In exchange, ICON’s clients business climate and unbeatable quality of and Dirt Devil, relocated its U.S. headquar- buy goods and/or services over time from life,” Swindell told attendees. ters from Baltimore to Fort Lauderdale, add- ICON at the rates they would normally pay. In a keynote address, Florida Gov. Ron ing 75 new jobs. • Decimal Engineering, which special- DeSantis talked about how Florida’s low tax Techtronic was founded in 1985 and is one izes in precision sheet metal fabrication environment, pro-business stance and quali- of the 50 stocks in the Hang Seng Index on for numerous industries including marine, ty of life continues to attract relocations. ¿

66 JUNE 2019 • www.sfbwmag.com JA INTERNS ARE READY TO WORK! How much would you invest to ensure a successful workforce for the future?

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For more information, contact Ken Urquhart at (954) 979-7106, email [email protected] or visit JASouthFlorida.org/Internships www.sfbwmag.com • JUNE 2019 67 HUMAN RESOURCES

Kristin Searle, Jesse Forero, Manuela Gavilan Vicente and Elisabeth Stark The panelists The panelists were: tions, letting people know we are hiring • Alan Berger, vice president of HR and what makes Kelly Kronenberg different. We are engaging the entire organiza- Arlene K. Klined of Akerman, Kristen Searle of SBA Communications, Jess Forero of SunTrust, search, of sponsor StevenDouglas. Manuela Gavilan Vicente of Baptist Health South Florida, Elisabeth Stark of Stark HR Solutions, Alan • Sally Cornet, vice president and HR tion, not only with referral bonuses, but Berger of StevenDouglas, Julie Seydlitz of MSC Cruises, Tammy Davidson of Right Management team leader, of Sentry Data Systems. working as brand ambassadors. We have Florida/Caribbean, Barbara Repandis of Kelley Kronenberg, Amy Kropp of Keter, Dominique Cultrera seen some positive outcomes. of Veriato, Sally Cornet of Sentry Data Systems and Jackie Gallego of Bilzin Sumberg • Dominique Cultrera, vice president of HR, of Veriato. We are planning to utilize our new head- • Tammy Davidson, senior VP quarters as a showcase for candidates to client services, of Right Management come in and entice them with our new cut- Florida/Caribbean (representing ting-edge environment. We are planning to lifetime honorees Maureen and Tom open at the end of June and it has a rooftop Shea). bar, so it looks gorgeous. • Jess Forero, senior VP and teammate Vicente: We are utilizing a lot of social relations manager, of SunTrust. media. Some of you may have seen that we • Jackie Gallego, chief HR offi cer, of have a lot of our positions posted on Linke- Tips on recruiting & Bilzin Sumberg. dIn and Facebook, utilizing some of the • Arlene K. Kline, partner for labor intelligence behind it to serve the opportu- Joyce Lopez of sponsor Celebrity Cruises and employment law, of Akerman. nities to the right people. We’ve done a lot • Amy Kropp, vice president of HR of videos of our own employees talking. retaining employees Gallego: We expanded what we offer for North America, of Keter. • Barbara Repandis, chief HR offi cer, employees as an inviting and great place to PHOTOS BY EVELYN SUAREZ of Kelley Kronenberg. work. We have a comprehensive wellness • Kristen Searle, director of HR, of program, and we offer employees the abil- SFBW invited honorees from its Ex- The labor market is super tight. SBA Communications Corp. ity to take yoga, at work. We have a fi tness cellence in Human Resource Awards to What extra steps are you taking to • Elisabeth Stark, principal, of Stark facility. We have a health coach. participate in a panel discussion on HR attract and retain talent? HR Solutions. As far as recruiting goes, I am a huge issues. One of the key questions was how Repandis: We have tried to put in some • Julie Seydlitz, director of HR, of supporter of our vendors; i.e., the recruit- to recruit and retain employees in a tight new initiatives where we are training our MSC Cruises. ers. I love them because they make my life labor market, while relocation was another leaders to work as advocates and promoters • Manuela Gavilan Vicente, easier. Sometimes in this tough market, hot topic. for our open positions. We have engaged corporate director for recruitment, of people aren’t looking. And, so, yes, you The panel was moderated by SFBW Edi- our marketing department to create some Baptist Health South Florida. can post on LinkedIn or you can post in a tor-in-Chief Kevin Gale. The following tran- very aesthetically pleasing fl iers that they • Ward Young, vice president of HR, million different places, but sometimes you script has been edited for clarity and brevity. share now through their LinkedIn connec- of Valley Forge Fabrics. need a recruiter to go out. Rich Ducharme of sponsor Brown & Brown

68 JUNE 2019 • www.sfbwmag.com HUMAN RESOURCES

www.sfbwmag.com • JUNE 2019 69 HUMAN RESOURCES

Tammy Davidson, Barbara Repandis and Amy Kropp Kristin Searle, Elisabeth Stark, Juliza Kramer, Dominique Cultrera and Sally Cornet

Cornet: Being in the tech space, it’s just should be unemployed. you lead virtually? Are there certain types of jobs that a thousand times more diffi cult. I was just We really have expanded our virtual em- Cultrera: One of our challenges when you fi nd diffi cult to fi ll with people talking earlier about the fact that in tech, ployee base. Last week, I was talking to I’d come on board 6½ years ago, is the old already living in South Florida How we’re probably, if there is such a concept, one of our programmers who lives in rural leadership believed in hiring people more easy or diffi cult is it to persuade in negative unemployment. Everybody’s Montana. He sent me a picture of the view senior because they didn’t want to babysit. people to move here? getting a job and you know, some probably from his desk and it’s fantastic, because we I was [thinking,] “OK, well, we need to Sedlitz: So far, I haven’t found that can mine talent in rural Montana. We had teach our leaders to do grassroots succes- a guy that has an RV and he and his wife sion planning—whether in development drive around the country. or sales—to have multiple layers to have a In order to support them, there’s a lot of career plan instead of just bringing them in work on how you get them to be productive and after two years they would leave.” So, and effective at their job. There’s a lot of we work with local universities and build a leadership training on how to engage and track for them. They do an internship pro- we really invested a lot in the tools that gram and we hire them once they graduate, enable them to interact. which we found to be very successful in Davidson: What we’re seeing in our the sales and the technology side. client base is one, they are attacking glass- Forero: We are using Career Path Ear. door.com with a vengeance I’ve never seen It’s a tool that allows us to mine our inter- before. They are answering GlassDoor and nal teammates in a way that we typically engaging, making sure their brand is up- do for our external populations—who we held. The second thing ism they’re making have, what their skills are, what languages sure it’s red carpet in and red carpet out. they speak, in a way that we haven’t in the past. We ought to know as much about the Several companies I know have people we already employ and where we virtual leadership training—how do could move them and help them grow.

Arlene Kline and Kristin Searle Sally Cornet and Jackie Gallego

70 JUNE 2019 • www.sfbwmag.com HUMAN RESOURCES

Tammy Davidson, Barbara Repandis and Amy Kropp Kristin Searle, Elisabeth Stark, Juliza Kramer, Dominique Cultrera and Sally Cornet

Arlene Kline and Kristin Searle Sally Cornet and Jackie Gallego

www.sfbwmag.com • JUNE 2019 71 HUMAN RESOURCES

outplacement. Gallego: When looking at candidates, we try to fi nd a South Florida connection— family or they were originally here. Whenever we try to recruit people, from, say, Idaho, coming to Miami is such a culture shock. Big cities, like New York, Chicago and Bos- ton are a good match for us. Kline: As a national law firm, we don’t necessarily have problems with recruiting and getting talent. We’re recruiting from the big schools and recruiting from major cit- Alan Berger, Amy Cropp and Amanda Rassi ies. It’s harder to retain good talent because of those con- there’s really any diffi culty in fi lling the Searle: The positions that are diffi cult nections, or maybe they miss positions that we have, at least for our are trilingual. We operate in Central and home or things of that nature. shore-side positions. What I do have diffi - South America. Brazil is Portugese-speak- So, we actually have what’s called a lat- culty with in our market is transportation. ing, and we have a support offi ce in Boca eral integration team. The focus is obvious- A lot of times, for lower-paid employees, Raton. We are struggling with fi nding qual- ly something that we use when someone transportation is an issue where they don’t ity candidates with technical knowledge comes aboard, but we also use it to sell the have a car or have to share a car. The lack and who are able to communicate verbally fi rm. We espouse the fact that we’re very of buses and train stops does create an is- and in writing. We haven’t had any issue committed to the lateral experience, the in- sue even if you try to strategically locate with relocating and maybe it’s because of tegration experience to make the transition your offi ce. where our offi ces located—because we’re as seamless as possible to make sure they Relocations are diffi cult. People don’t in Boca, almost at the Delray Beach line. have all the support systems in place. really view the South Florida market as an A lot of our individuals that we bring on They not only remember, but use it to appealing place to come if you are going to board relocate further north to the Jupiter tell others, “Well, this is a great place to raise a family. If you grow up here, you are area. We have ambassadors. We have Real- work. They’ve done nothing but help me comfortable with South Florida. If you’re tors on our staff just given the nature of our and really made me feel a part of it, from moving in here, people have a diffi cult time business, and they will take them around. day one hitting the ground.” trying to fi gure out the school systems, the We just recently relocated individuals from Repandis: We implemented a two-day cost of private schools. New York, Chicago and New Jersey. intensive orientation and training to make Kropp: In my former life, when we Vicente: You have to look at relocating sure we have seamless integration of lat- were trying to get a lot of people to relo- people as a family package. Look at the erals and staff. We’re also trying to put to- cate, they were very shocked at the cost possibility of the partner fi nding a posi- gether continuous training and professional of what it takes to live here. They used to tion. I’ve had it where someone said their development. think of South Florida as inexpensive, and spouse has really not found a position and We bring people from out of state, but when they look around, they are shocked. they’re not happy. the licensing is something that we kind of Stark: Years ago, it used to be easy to Davidson: We’ve seen a dramatic had an issue with—passing the [Florida] send a picture from the beach in January increase when you think of spouse out- Bar. We have now started considering hir- and say, “This could be you.” The last few placement—helping a spouse being relo- ing people who just graduated law school storm seasons have taken hold for car in- cated fi nd a position. Alan Berger fi nds his from other states in an almost internship surance and housing insurance. That even trophy candidate and the spouse says, “I program, waiting for them to pass the Bar trickles down to pet insurance. won’t come.” We get a call to help with and then bringing them on board. ♦

72 JUNE 2019 • www.sfbwmag.com HUMAN RESOURCES

Some tragedies never end. Neither Should outplacement. Gallego: When looking at candidates, we try to fi nd a Our Support. South Florida connection— Parkland Cares funds immediate and long-term mental family or they were originally health counseling for the Marjory Stoneman Douglas High here. Whenever we try to recruit people, from, say, Idaho, School survivors, their families, and the community-at-large. coming to Miami is such a We offer a central resource to help anyone coping with culture shock. Big cities, like tragedy. Get connected to counselors, intervention services, New York, Chicago and Bos- and trauma therapy at no cost. Learn more by calling ton are a good match for us. Kline: As a national law 954.740.MSD1 (6731) or visit: firm, we don’t necessarily have problems with recruiting and getting talent. We’re recruiting from the big schools and recruiting from major cit- Alan Berger, Amy Cropp and Amanda Rassi ies. It’s harder to retain good talent because of those con- there’s really any diffi culty in fi lling the Searle: The positions that are diffi cult nections, or maybe they miss positions that we have, at least for our are trilingual. We operate in Central and home or things of that nature. shore-side positions. What I do have diffi - South America. Brazil is Portugese-speak- So, we actually have what’s called a lat- culty with in our market is transportation. ing, and we have a support offi ce in Boca eral integration team. The focus is obvious- A lot of times, for lower-paid employees, Raton. We are struggling with fi nding qual- ly something that we use when someone transportation is an issue where they don’t ity candidates with technical knowledge comes aboard, but we also use it to sell the have a car or have to share a car. The lack and who are able to communicate verbally fi rm. We espouse the fact that we’re very of buses and train stops does create an is- and in writing. We haven’t had any issue committed to the lateral experience, the in- sue even if you try to strategically locate with relocating and maybe it’s because of tegration experience to make the transition your offi ce. where our offi ces located—because we’re as seamless as possible to make sure they Relocations are diffi cult. People don’t in Boca, almost at the Delray Beach line. have all the support systems in place. really view the South Florida market as an A lot of our individuals that we bring on They not only remember, but use it to appealing place to come if you are going to board relocate further north to the Jupiter tell others, “Well, this is a great place to raise a family. If you grow up here, you are area. We have ambassadors. We have Real- work. They’ve done nothing but help me comfortable with South Florida. If you’re tors on our staff just given the nature of our and really made me feel a part of it, from moving in here, people have a diffi cult time business, and they will take them around. day one hitting the ground.” trying to fi gure out the school systems, the We just recently relocated individuals from Repandis: We implemented a two-day cost of private schools. New York, Chicago and New Jersey. intensive orientation and training to make Kropp: In my former life, when we Vicente: You have to look at relocating sure we have seamless integration of lat- were trying to get a lot of people to relo- people as a family package. Look at the erals and staff. We’re also trying to put to- cate, they were very shocked at the cost possibility of the partner fi nding a posi- gether continuous training and professional of what it takes to live here. They used to tion. I’ve had it where someone said their development. think of South Florida as inexpensive, and spouse has really not found a position and We bring people from out of state, but when they look around, they are shocked. they’re not happy. the licensing is something that we kind of Stark: Years ago, it used to be easy to Davidson: We’ve seen a dramatic had an issue with—passing the [Florida] send a picture from the beach in January increase when you think of spouse out- Bar. We have now started considering hir- and say, “This could be you.” The last few placement—helping a spouse being relo- ing people who just graduated law school storm seasons have taken hold for car in- cated fi nd a position. Alan Berger fi nds his from other states in an almost internship surance and housing insurance. That even trophy candidate and the spouse says, “I program, waiting for them to pass the Bar trickles down to pet insurance. won’t come.” We get a call to help with and then bringing them on board. ♦

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www.sfbwmag.com • JUNE 2019 75 CEO CONNECT

You’ve been the president now for a little over 3½ years. What’s the experience been like? The experience has been great. That initial impression of an institution that’s driven by a desire to be better and to take intelligent calculated risks, as it seeks to innovate, has been confirmed. While many colleges are experiencing declining applications, we have had double-digit increases in the number of applications. That means we can be much more selective. The caliber of the Tanishal Harris, Alexander Freund and Christine Redmond SFBW Editor-in-Chief Kevin Gale and Gene students that are coming is increasing year Prescott after year. I have seen that we are growing our portfolio of funding from federal grants and industry grants in research. Our academic health system, UHealth, is expanding at a time when that particular sector of the economy is facing a lot of disruptive change. We are leading in some of the innovations. It’s a great job when every morning, you go to work, and the people who you interact with are, first of all, incredibly smart students or faculty and staff, and also incredibly motivated. This is a mission-driven

UM President Dr. Julio Frenk is interviewed by SFBW Associate Publisher Clayton Idle university that’s really, really poised to be wonderful, a great success story in the U.S. and globally.

What are your main initiatives and Mike Mueller, Hadley Williams and Francisco Sibauste UM president outlines strategies for success strategies for change? Well, the university is going to turn 100 Our third priority has to do with health PHOTOS BY EVELYN SUAREZ in 2025. We have developed a strategic plan care. We call it a building a preeminent called “Roadmap to Our New Century.” It economical system, meaning a system that Dr. Julio Frenk became the sixth presi- the University of Michigan. He has received clear to me that the University of Miami has five very focused strategic priorities. that’s creating everything, and addresses dent of the University of Miami in August honorary degrees from seven universities. was really in an upward trajectory. There The first one we call mission-driven re- problems that are global. People travel to 2015. He also is a professor of public health He has written more than 160 articles in was a palpable feeling of constant im- search. As a research university, we produce come to here, and we already have some of sciences at the Leonard M. Miller School academic journals, as well as many books. provement. And that’s very exciting for me, incredible research in the life sciences. We those in the Miami Project to Cure Paralysis of Medicine and a professor of health sec- He has written three best-selling novels when you join an organization that’s on an are an institution that believes that our duty and the Sylvester Comprehensive Cancer tor management and policy at the School of for children explaining the human body. upward momentum. to society doesn’t end when we publish a Center. People will travel here because they Business Administration. He received the Clinton Global Citizen The second reason was, I had become ex- paper. We want to address problems through know this is where we have the top experts. SFBW Miami-Dade Market Manager Dan Saucier takes a He previously was the dean of the Har- Award for changing the way practitioners tremely interested in the role of universities, interdisciplinary approaches to tackle large The fourth priority, which we call hemi- selﬁ e with SFBW Associate Publisher Clayton Idle and vard T.H. Chan School of Public Health. and policymakers around the world think which is very complicated and challeng- complex problems like spinal cord issues, spheric leadership, is really taking advan- Dr. Julio Frenk, president of the University of Miami. Frenk served as Mexico’s minister of about health and Yale University’s Bouchet ing—the idea of what can universities do like the challenge of cancer, social mobili- tage of our location, this cosmopolitan city. health and introduced comprehensive uni- Medal for outstanding leadership. through research and education, to confront ty or migration—big, big problems that we We’re building a consortium of universities versal coverage. He was the founding di- Frenk was interviewed by SFBW Associ- those challenges. So, I was contemplating need to tackle. from throughout the Americas in very inter- rector-general of the National Institute of ate Publisher Clayton Idle at UM’s Newman the idea that after serving as dean in my field Our second priority we call Education for esting ways. And then we’re working with Public Health in Mexico. He also served as Alumni Center. These interview highlights of specialty, serving in a larger perspective Life. No longer can we think of education local authorities to make Miami an innova- executive director in charge of evidence and were edited for brevity and clarity. at a university would be a logical next step. as something that happens during a specified tion hub, partnering with eMerge Americas. information for policy at the World Health And then the third thing was the cos- period of your life. Our students are graduat- Our fifth and last priority is what we call Organization and as senior fellow at the Bill What convinced you to leave Har- mopolitan character of this city—it is ing to the most dynamic labor market in his- the Platform for Success. We’re the sec- & Melinda Gates Foundation. vard to come to the University of the crossroads of the Americas. Trust- tory. And as they evolve in their careers, they ond-largest nonprofit employer in Miami Frenk holds a medical degree from the Miami? ees of the university had a very clear need to be able to come back continuously to Dade. To be able to support everything we National University of Mexico and a master Three things, very specifically. I had idea that this was a strategic advantage the university. We’re trying to create an open do, we need ourselves to be an example of public health and a joint Ph.D. in medi- been dean of the School of Public Health for the university and to become real- system where people come in and out of the and extend the concept of excellence to all cal care organization and in sociology from at Harvard for six years at that point. It was ly a global and hemispheric institution. university at multiple stages of their life. our operations, our financial sustainability, Stony Stonebreaker and Ray Lainez

76 JUNE 2019 • www.sfbwmag.com CEO CONNECT

UM President Dr. Julio Frenk is interviewed by SFBW Associate Publisher Clayton Idle university that’s really, really poised to be wonderful, a great success story in the U.S. and globally.

Business Administration. He received the Clinton Global Citizen The second reason was, I had become ex- paper. We want to address problems through know this is where we have the top experts. SFBW Miami-Dade Market Manager Dan Saucier takes a He previously was the dean of the Har- Award for changing the way practitioners tremely interested in the role of universities, interdisciplinary approaches to tackle large The fourth priority, which we call hemi- selﬁ e with SFBW Associate Publisher Clayton Idle and vard T.H. Chan School of Public Health. and policymakers around the world think which is very complicated and challeng- complex problems like spinal cord issues, spheric leadership, is really taking advan- Dr. Julio Frenk, president of the University of Miami. Frenk served as Mexico’s minister of about health and Yale University’s Bouchet ing—the idea of what can universities do like the challenge of cancer, social mobili- tage of our location, this cosmopolitan city. health and introduced comprehensive uni- Medal for outstanding leadership. through research and education, to confront ty or migration—big, big problems that we We’re building a consortium of universities versal coverage. He was the founding di- Frenk was interviewed by SFBW Associ- those challenges. So, I was contemplating need to tackle. from throughout the Americas in very inter- rector-general of the National Institute of ate Publisher Clayton Idle at UM’s Newman the idea that after serving as dean in my field Our second priority we call Education for esting ways. And then we’re working with Public Health in Mexico. He also served as Alumni Center. These interview highlights of specialty, serving in a larger perspective Life. No longer can we think of education local authorities to make Miami an innova- executive director in charge of evidence and were edited for brevity and clarity. at a university would be a logical next step. as something that happens during a specified tion hub, partnering with eMerge Americas. information for policy at the World Health And then the third thing was the cos- period of your life. Our students are graduat- Our fifth and last priority is what we call Organization and as senior fellow at the Bill What convinced you to leave Har- mopolitan character of this city—it is ing to the most dynamic labor market in his- the Platform for Success. We’re the sec- & Melinda Gates Foundation. vard to come to the University of the crossroads of the Americas. Trust- tory. And as they evolve in their careers, they ond-largest nonprofit employer in Miami Frenk holds a medical degree from the Miami? ees of the university had a very clear need to be able to come back continuously to Dade. To be able to support everything we National University of Mexico and a master Three things, very specifically. I had idea that this was a strategic advantage the university. We’re trying to create an open do, we need ourselves to be an example of public health and a joint Ph.D. in medi- been dean of the School of Public Health for the university and to become real- system where people come in and out of the and extend the concept of excellence to all cal care organization and in sociology from at Harvard for six years at that point. It was ly a global and hemispheric institution. university at multiple stages of their life. our operations, our financial sustainability, Stony Stonebreaker and Ray Lainez

www.sfbwmag.com • JUNE 2019 77 CEO CONNECT

our stewardship, all of the environmental shape the outlook of your family human body? 100 days, which included our students, resources that we operate, and our internal and yourself? When I was a medical student, I fell in staff, faculty, chambers of commerce, organizational culture. So, my father’s side had to escape. love with physiology, the science that ex- county and city governments and civic When you belong to a family of refu- plains how the body functions and the nor- leaders. Consistently, the No. 1 topic that How is technology continuing to gees, people who were forced out of their mal human body. I had taken some cours- appeared as the biggest challenge was cli- change the education process? country, because of their political beliefs, es in elementary school and high school, mate change. This is an example of what As a research university, we are the gen- or their religious beliefs, or any other cir- but I hadn’t really understood until I was I was calling mission-driven research. Our erators of a lot of the innovation. If you cumstance, you do take a very different a first-year medical student. I said, “That goal is to translate that research and pro- look at almost every single, technological outlook. that can’t be right.” So, I decided to write vide solutions to climate change. It is one development after World War II, whether One of the things it has done to me is for a younger audience. And I created this of the absolute top priorities. It mobilizes it’s the internet or most drugs that have to appreciate what I call the generosity story of a group of amino acids. Proteins every part of the Rosenstiel School—not come to greatly improve the length and the of strangers. My family would have been are a form of amino acids. They’re eaten only the climate scientists, but our school quality of life, it originated in research that killed if they stayed in Germany. My in an egg by a farmer. The amino acids go of architecture, talking about urban resil- was carried out most of the time in the uni- grandfather was a physician, and they had throughout the body and have all of these ience, our school of engineering, arts and versity. So, we create the science that leads two young children. adventures. They encounter bacteria and science. Some of the humanities are trying Keven Pimental and Georgette Evans to technological innovation. We help our A country that was much poorer than fight the bacteria. The cells talk to them, to understand how you interpret that kind researchers commercialize their discover- Germany in the 1930s, Mexico, opened they interact. And I created a hero and of catastrophic risks in a human communi- ies. their arms to them and allow them to there is a female hero and they have a little ty. So, it is one of the focal points. for our Second, we ourselves are the subjects come and build a family. It provided them romance going on. interdisciplinary research. of innovation, through innovation in edu- with a great opportunity. So, what it has I wrote it mostly for my own satisfac- It’s also research that we apply to our- cation. developed is this idea of the generosity of tion on weekends. I put it in a drawer, and selves, because we—as an institution, And then the third is we educate the fu- strangers. It’s relatively easy to be gener- three years later, my girlfriend at that time, because of where we are located—are at ture innovators. ous with your family, or your friends, the says, “Why don’t you take it to a publish- risk. I would say it’s our top research pri- Notwithstanding some famous dropouts, people you know. It is hard to be generous er?” And to my surprise, it got published. ority at this point.♦ like Bill Gates and Steve Jobs, the vast ma- with people you do not know. So, I caught It has been in print since 1978. It has sold jority of innovators actually went to uni- up with the idea of the duty to give back literally hundreds of thousands of copies. versities and completed degrees. And that’s when you receive such a gift. We had a second volume, where the trip where, if we can stimulate their curiosity is within one cell. So, readers understand About CEO and allow them—as we’re doing, for ex- You wrote an article for the Wash- DNA and how cells divide and cellular Connect ample, in our College of Engineering with ington Post in 2018, to talk about metabolism. SFBW’s CEO Connect series is an maker spaces and with immersive learn- an academic consortium involving And then there’s one just to talk about exclusive, invitation-only monthly ing—we are educating the next generation 10 leading universities in the West- sexual and reproductive health. If you event that brings together South of innovators. ern Hemisphere. Would you please can tell that story in a respectful, loving Florida’s top business leaders to meet Mike Wolfson, Joan Sturge, Frank Fernandez, Bruce Sherman, Annelien Plessers and Nicholas Mau We are developing something that we talk about the effort? way, parents just love it. Instead of talking and mingle. call the Platform for Excellence in Teach- That’s one of the priorities I mentioned. about the birds and the bees, they read a The gold level sponsors are Celebrity ing. And that is to take advantage of huge We call it hemispheric leadership. And one book to their kids. I think we got balance, Cruises, CenterState Bank, C3, opportunities in new technologies for of the main issues has been this consor- explaining the biology but also the human Broward Health & 2Ton. education. For example, high-quality in- tium, which is now 15 universities from element of sexuality, and the risks of un- The evening begins with a cocktail teractive online, which is running along Canada all the way to the southern tip of protected sex. reception for about 100 guests with executive education or a simulation. South America, including the Caribbean. followed by the highlight of the event, Our nursing program now has a full sim- The idea is to is to improve student mobil- What is the Rosenstiel School of a live interview conducted by Gary ulation hospital. Simulation allows people ity, create opportunities for joint learning, Marine and Atmospheric Science Press, SFBW Chairman and CEO or to learn from a very powerful source of joint courses, using some of the technolo- contributing to the research on Clayton Idle, Associate Publisher and learning, which is to make a mistake. Our gy to overcome some of the barriers. It in- climate change? a well-known C-level executive who provides insight into their personal students in nursing and in medicine and cludes enhanced, mixed reality, where you The Rosenstiel School started as a lab lives, careers and views on issues other health professions, learn to manage can use virtual, digital and physical reali- and has grown into one of the jewels in affecting the business community. complex situations with high-end manne- ty to actually recreate global classrooms. the crown of the university. It is one of the quins that are highly automated, almost We’re using it both for research collabora- top climate research groups. We have a Partnering with SFBW on this exclusive event provides an like robots that interact. tion and for student mobility, then also for hurricane simulator. When we have a hur- opportunity to network with the area’s I want this university to be cutting-edge. technological innovation. ricane, a lot of the science that we see on business elite, generate new business We’re seriously investing in innovation. TV, etc. is drawn from research carried out opportunities, and increase brand What can you tell us about the at the Rosenstiel School. awareness. For information about Your family fled Germany in the novels you’ve written for children Climate change was a major topic when event sponsorship opportunities, email 1930s to go to Mexico. How did that to understand the functions of the I arrived. I did a listening exercise my first Clayton Idle at [email protected]. Attendees enjoy networking at UM’s Newman Alumni Center

78 JUNE 2019 • www.sfbwmag.com

Clayton Idle, Juliza Kramer and Ken Kennerly CEO CONNECT

www.sfbwmag.com • JUNE 2019 79

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BY MATTHEW LETO HALL, LAMB, HALL & LETO P.A. PARTNERSHIP SPLITS: IF DONE RIGHT, BREAKING UP DOESN’T HAVE TO BE A HARD THING TO DO

The legal industry had a lucrative 2018 with record-breaking No matter how difficult the situation, or the factors influencing revenues and highs in profits per partner, and 2019 is shaping up the break-up, this is your reputation at stake and handling to be another financial success. Similar to a domestic marriage, the manner discreetly, if possible, is of utmost importance in the economy can serve as a driving force to a healthy or unhappy maintaining a positive image in your community, in front of your business relationship, depending on your current financial industry peers and clients. standing. While research is split around divorces between couples during a strong economy vs. recession, one thing in law is clear: It’s time-consuming attorneys feel more confident in dissolving a partnership when the A partnership divorce is seldom easy, inexpensive, or fast, and cash is flowing in. as if you’re not busy enough, you must be ready to dedicate a Whether a small law firm is not for you, a partner isn’t bringing signification portion of time to ensure a smooth split. What may in enough business, or you’re unhappy with how cases are being start off as an amicable separation may soon turn into a long, handled, you may consider practicing on your own or heading back contentious battle. Now is the time to learn from those who have to big law. When law partnerships end, though, these divorces can gone through similar splits. It’s important to find a lawyer who either be cordial or problematic. Before moving forward with what has experience in handling contract disputes and streamlined could surely be a long, expensive road, there are factors one must partnership dissolutions so you can continue focusing on your consider to ultimately determine if it’s worth the split. clients and your business plan once the partnership dissolution is complete. Your contract may not allow an easy dissolution Just as many organizations have set rules in place on everything Despite strong relationships with clients, don’t assume they’ll from talent management to billing tools to social media protocol, remain loyal a written partnership agreement that thoroughly explains what While your instinct may be to sway your clients into staying happens if one partner decides to exit the practice is essential. with you, and your clients do deserve to know your plans to depart, Depending on the language in the contract, and the willingness never put them in the middle of having to choose between you or and understanding of your current partners, you could be in for a partner. a grueling legal battle especially if the decision to terminate the Make the case for why they should keep you as their counsel. relationship requires mutual consent. If they don’t go with you, remain professional, be transparent and Although most attorneys enter partnerships with the goal of ensure their matters are top of mind throughout your own potential working together for the long-haul, discussing the potential for a dispute. Reiterate that you have their best interest in mind. law firm divorce at its inception is essential in order to understand Bottom line, dissolving a partnership doesn’t have to be painful; your obligations and rights if it occurs. It will also ensure that your and go into it as you would into any other relationship: with caution law partners can be confident about the future of the operation, and well-equipped to handle unforeseen circumstances. Don’t lose which will allow the firm to focus on providing top-notch counsel sight of the end goal and that is to dissolve the partnership. Advise to clients. yourself as you would your own clients; salvage what you can, bring in mediators to help, and realize that sometimes jumping ship Consider the future means spending money whether you are right or wrong, especially If there is ever a time to put egos at the curb, it’s now. You are a while the economy is still stable and you’re able to take more risk. lawyer and know how to litigate, but the last thing anyone wants is the dissolution of your partnership to be the hottest topic at the Matthew Leto is a partner of Hall Lamb Hall and Leto, P.A. He courthouse. In most cases, after a split, you are going to not only is a commercial litigator and focuses his practice on business, real be practicing in the same region, but the same area of law, and estate, personal injury and appellate cases. perhaps even on the same case. 82 JUNE 2019 • www.sfbwmag.com They Need You to Be a Healthy You

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