Business School Admissions Essay: Accomplishment Questions - Continued

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One of my most important accomplishments occurred during my association with a restaurant chain, for which I served as director of real estate. As a relatively new corporation, this business realized that it could only grow by opening more outlets. I played a key role in helping it achieve that critical objective. I was responsible for opening nine additional stores (there were six when I joined the company), which brought company sales from just under $10 million to $27 million by the time I left.

It was my assignment to find and lease appropriate sites for our new restaurants. This was a complicated process for a number of reasons. For one, due to construction restrictions and a brisk economy, there were very few buildings available in the Greater San Francisco Bay Area. This created a landlords' market, with high rents and conditions not generally conducive to restaurant expansion. In this environment, I had to be especially resourceful and aggressive in order to do my job. Then, once I found a location that met with top management's approval, I was in charge of negotiating the deal. Such deals are complex because one is negotiating not only with landlords and attorneys but also with space planners, contractors, the city, and the health department. In the case of spaces in regional malls, I often had to work with the in-house architect and construction supervisor, as well as with the owner's design review committee. It was necessary to understand and comply with the requirements of all these various entities, although negotiation was always very much a part of the process. In my earlier experience as a broker with a major real estate firm, I operated from a different position, representing a buyer or a seller. As real estate director for a corporation, I was suddenly an in-house principal, part of a corporate team, and it was essential that I take into account how the details of each deal would affect our business. The restaurant chain is a real estate-driven business, so my work and accomplishments were particularly vital to the company's success during this crucial phase of its development.