Bio:
Roberta Liss has launched LNSS Advisors, a commercial real estate consultancy focused on data centers and highest and best use advisory. This new firm is motivated by her vision for her professional "last chapter" and the significant economic impact of AI and technology.
Liss draws on over 42 years of experience, including a decade as President of the Southeast and Mid-Atlantic regions at Cushman & Wakefield. Her career spans key roles at Trammel Crow, CBRE, and BECO Management, executing over 30 million square feet in transactions.
Crucially, she has an early technical background in data center precursors from mechanical contracting, raised floors, and network operating centers. At LNSS Advisors, her expertise covers critical data center aspects like land assemblage, zoning, securing power, and adaptive reuse.
Her foundation includes a B.S. in Architectural Engineering from Penn State University (1978-1983) and data center infrastructure education from IDCA.
Show Notes
Strategic Transition (6:00)
Pivoted from Cushman and Wakefield regional presidency to found LNSS Advisors focusing on data center advisoryPositioned data centers as critical infrastructure underpinning the AI revolution and digital economyLaunched firm immediately after C&W departure, targeting high-growth sector with specialized expertiseCombines commercial real estate advisory with highest and best use evaluations and data center focusPersonal Foundation (9:45)
Atlantic City upbringing provided firsthand exposure to real estate valuation principlesFather's FAA Tech Center background fostered interest in technical systems and early computer modelingMother's artistic influence balanced technical perspective with creative problem-solvingObserved demolition of historic Marlborough-Blenheim Hotel, demonstrating highest/best use conceptsAtlantic City's casino redevelopment provided early lessons in market transformation dynamicsTechnical Expertise (19:00)
Penn State Architectural Engineering provided technical foundation for complex asset evaluationInitial interest in architecture evolved toward technical engineering applicationsEarly career at Kirlin focused on raised floor infrastructure for technology tenantsWorked on Bethesda Metro Center and Clark building for Wang Corporation computer equipmentTransitioned to construction management to build credibility in development process (22:00)On-site experience at Franklin Property (BF Saul) handling tenant build-outs for early tech companiesLeadership Progression (40:00)
Henry Long: Managed Martin Marietta's mission-critical infrastructure for FTS 2000 government contractExperience coincided with early Northern Virginia telecom infrastructure developmentWitnessed Route 28/Dulles corridor growth creating data center ecosystem foundationsRecruited by Bob Cohen, Roberta joined Barnes Morris and Pardoe, entering brokerage during a difficult period (45:00)Developed capital markets expertise through Principal Financial Group collaborationCharles E. Smith (53:00): Leased properties in Upper Northwest DC and BethesdaSecured significant NIH off-campus relocation through strategic relationship developmentAdvanced to regional leadership at Trammell Crow, balancing development and brokerageShe worked with notable people like Bruce PascalBECO Management: Strategic portfolio advisory under Jeff CohenC&W : Led regional integration and expansion across Northeast marketsSuccessfully rebuilt Boston market, significantly increasing revenue through life sciences focusData Center Strategy (1:35:00)
Decision to focus on economic drivers, disruptors and growth sectors for "final chapter"Leveraged architectural engineering background and early technology experienceViews data centers as laboratories housing IT/cloud computing applicationsKey market challenges: power constraints, infrastructure requirements, human capital, ESG considerationsCritical site selection factors: risk profile, permitting pathways, connectivity metrics, resource availabilityData centers require almost every engineering discipline with complex infrastructure needsInvestment Trends (1:50:00)
Shift toward campus-scale land assemblages (200-2000+ acres) for infrastructure efficiencyPublic REITs and private equity driving investment strategiesForward-positioned land acquisition strategies by hyperscalers securing future capacityAWS transitioning from colocation to owned facilities for greater controlAI computing demands driving substantial facility redesign requirementsOpportunity: adaptive reuse of underperforming office assets for urban data centersFiscal impact for jurisdictions exceeding $1B in Loudoun County (45% of tax rate)Compares data center boom to "1849 California Gold Rush - high-tech version"Alternative energy solutions advancing with Microsoft's Constellation/Three Mile Island dealMarket Guidance (2:15:00)
Sector specialization essential in technically complex asset classEconomic driver analysis critical to site selection advantageStrategic team building necessary for large-scale land assemblageUnderstanding industrial development fundamentals (transportation, environmental, drainage)Self-investment in education while maintaining professional practiceLeadership & Community Perspective (2:25:00)
Boys & Girls Club involvement supporting educational opportunityDiversity of perspective enhances investment and development decision-making Values collaborative approach between genders for stronger outcomesRisk management philosophy: "next" - always have alternative opportunities readyLeadership philosophy centers on service to clients, teams and colleaguesFinal message : "Be kind" in judgment, giving, and community-building
