Introduction
There are many factors that influence how buyers assess a commercial property. Understanding what purchasers are looking for — and preparing the relevant information in advance — can make the sales process more efficient and improve transaction certainty.
Whether you are selling an investment property, owner-occupier premises or development land, providing clear and accurate information allows buyers to evaluate the opportunity quickly and reduces delays once an offer has been agreed.
Preparing the Information for Commercial Property Buyers
As part of your marketing strategy, it is important to anticipate the information a prospective purchaser will request when considering the acquisition of a commercial property. The principal considerations for most buyers will include suitability, location, income profile (if applicable) and price. However, supporting documentation plays a critical role in enabling due diligence and progressing a transaction towards exchange.
The level of information required will depend on the nature of the asset. Development sites, for example, will usually require more technical documentation than an existing income-producing building. Where possible, assembling a comprehensive information pack before marketing begins is considered best practice.
Typical documentation buyers may request includes:
- Planning permissions, lawful use certificates and confirmation of use class
(see Planning Permission and Use Classes section) - Commercial Energy Performance Certificate (EPC)
(see EPC section) - Business rates information and any available relief details
- Local authority searches (where available)
(see Local Searches section) - Stamp Duty Land Tax (SDLT) considerations (buyer costs)
- Utility information and service capacity details
- Topographical surveys (particularly for land or development opportunities)
- Asbestos surveys or management reports
- Transport or traffic assessments (if relevant to development potential)
- Demolition estimates (where redevelopment is proposed)
- Ordnance Survey or title plans
- Architectural or site layout drawings
- Environmental reports and contamination assessments
- Ground investigation or geotechnical reports
- Completed CPSE (Commercial Property Standard Enquiries) forms
- Draft sale contract prepared by solicitors
Not all of these documents will be required in every transaction, and some may not exist depending on the property’s history. However, providing as much relevant information as possible at an early stage can significantly reduce legal enquiries later in the process.
A well-prepared information pack often leads to:
- Faster buyer decision-making
- Reduced legal costs caused by repeated information requests
- Greater confidence from lenders and advisers
- Improved likelihood of a smooth exchange and completion
- Stronger negotiating position for the seller
Ultimately, proactive preparation can shorten transaction timescales and improve cash flow by reducing avoidable delays once a purchaser has been identified.