May 08, 2025

Roberta Liss- Leaving Cushman & Wakefield to Build the Data Center Future (#132)

2 hours 44 minutes

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 advisory

Positioned data centers as critical infrastructure underpinning the AI revolution and digital economy

Launched firm immediately after C&W departure, targeting high-growth sector with specialized expertise

Combines commercial real estate advisory with highest and best use evaluations and data center focus

Personal Foundation (9:45)

Atlantic City upbringing provided firsthand exposure to real estate valuation principles

Father's FAA Tech Center background fostered interest in technical systems and early computer modeling

Mother's artistic influence balanced technical perspective with creative problem-solving

Observed demolition of historic Marlborough-Blenheim Hotel, demonstrating highest/best use concepts

Atlantic City's casino redevelopment provided early lessons in market transformation dynamics

Technical Expertise (19:00)

Penn State Architectural Engineering provided technical foundation for complex asset evaluation

Initial interest in architecture evolved toward technical engineering applications

Early career at Kirlin focused on raised floor infrastructure for technology tenants

Worked on Bethesda Metro Center and Clark building for Wang Corporation computer equipment

Transitioned 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 companies

Leadership Progression (40:00)

Henry Long: Managed Martin Marietta's mission-critical infrastructure for FTS 2000 government contract

Experience coincided with early Northern Virginia telecom infrastructure development

Witnessed Route 28/Dulles corridor growth creating data center ecosystem foundations

Recruited 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 collaboration

Charles E. Smith (53:00): Leased properties in Upper Northwest DC and Bethesda

Secured significant NIH off-campus relocation through strategic relationship development

Advanced to regional leadership at Trammell Crow, balancing development and brokerage

She worked with notable people like Bruce Pascal

BECO Management: Strategic portfolio advisory under Jeff Cohen

C&W : Led regional integration and expansion across Northeast markets

Successfully rebuilt Boston market, significantly increasing revenue through life sciences focus

Data 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 experience

Views data centers as laboratories housing IT/cloud computing applications

Key market challenges: power constraints, infrastructure requirements, human capital, ESG considerations

Critical site selection factors: risk profile, permitting pathways, connectivity metrics, resource availability

Data centers require almost every engineering discipline with complex infrastructure needs

Investment Trends (1:50:00)

Shift toward campus-scale land assemblages (200-2000+ acres) for infrastructure efficiency

Public REITs and private equity driving investment strategies

Forward-positioned land acquisition strategies by hyperscalers securing future capacity

AWS transitioning from colocation to owned facilities for greater control

AI computing demands driving substantial facility redesign requirements

Opportunity: adaptive reuse of underperforming office assets for urban data centers

Fiscal 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 deal

Market Guidance (2:15:00)

Sector specialization essential in technically complex asset class

Economic driver analysis critical to site selection advantage

Strategic team building necessary for large-scale land assemblage

Understanding industrial development fundamentals (transportation, environmental, drainage)

Self-investment in education while maintaining professional practice

Leadership & Community Perspective (2:25:00)

Boys & Girls Club involvement supporting educational opportunity

Diversity of perspective enhances investment and development decision-making

Values collaborative approach between genders for stronger outcomes

Risk management philosophy: "next" - always have alternative opportunities ready

Leadership philosophy centers on service to clients, teams and colleagues

Final message : "Be kind" in judgment, giving, and community-building

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