A project needs the right operator.
DIH defines the operator profile, structures market outreach and supports selection and negotiation.
Hospitality Real Estate Advisory
Structure hospitality projects clearly and decide with confidence.
DIH Solutions supports owners, developers and investors with operator selection, lease structuring, investment review and exit preparation for hotels and serviced apartments.
From the early project stage to a specific negotiation or transaction.
Mandate situations
When DIH Solutions is typically mandated.
Most mandates begin at a specific decision point. DIH can review one defined question or lead a full operator or transaction process.
An operator offer or LOI needs economic review.
DIH assesses rent, ramp-up, security package and economic risks for the decision.
Rent and contract parameters need structuring.
DIH develops the commercial target framework and comments on the parameters alongside the appointed legal advisers.
A conversion or mixed-use development needs a hospitality concept.
DIH connects use, floorplates, operator viability and economics into a development direction.
An existing operator or contract structure needs to be reset.
DIH assesses options, marketability and the implications for financing and value.
An asset needs preparation for financing, buyer review or exit.
DIH prepares the operator, lease and risk logic for banks, committees and potential buyers.
Service areas
What DIH takes responsibility for in a mandate.
Each service area starts with a specific situation. Scope and expected output are agreed before the mandate begins.
01Mandate leadership
Owner & Deal Advisory
Situation
Several interdependent operator, contract and investment decisions need to be coordinated from the owner perspective.
DIH responsibilities
- Clarify owner objectives and the decision required
- Prioritise documents, assumptions and risks
- Lead the mandate and negotiation strategy
- Prepare decisions for owners or committees
Typical outcome
A clearly defined mandate framework with prioritised decisions, responsibilities and next steps.
02Operator process
Operator Strategy and Selection
Situation
Before market outreach or selection, the operator profile must fit the location, product and owner objectives.
DIH responsibilities
- Develop the project and operator brief
- Structure longlist, shortlist and market outreach
- Assess covenant, track record and concept fit
- Compare offers and support negotiations
Typical outcome
A documented operator selection with a comparable offer set and a negotiable preferred option.
03Commercial framework
Lease and Contract Architecture
Situation
Rent model, security package and term must match operating capacity, financing and exit logic.
DIH responsibilities
- Compare fixed, turnover, management and hybrid models
- Structure ramp-up, indexation, securities and incentives
- Assess capex, FF&E, option and term logic
- Comment commercially on LOI and contract parameters
Typical outcome
A clear target framework for rent, securities and risk allocation as the basis for legal drafting.
04Investment
Investment Positioning and Underwriting
Situation
The operator offer and contract need translating into cashflow, risk, financing and buyer requirements.
DIH responsibilities
- Assess cashflow and sustainable rent
- Review lease cover and sensitivities
- Prepare operator and contract risks for banks and buyers
- Define buyer profile, investment thesis and exit relevance
Typical outcome
A reasoned investment thesis with transparent assumptions, risks and structuring requirements.
05Acquisition and sale
Transactions and Exit Preparation
Situation
A hospitality asset needs preparation for acquisition, sale, due diligence or market outreach.
DIH responsibilities
- Prioritise hospitality-specific due-diligence issues
- Prepare operator, lease and risk information for the data room
- Structure buyer or operator outreach
- Support the process and commercial negotiation
Typical outcome
A decision- and process-ready position for buyer review, negotiation and the next binding transaction step.
06Development
Conversion and Development
Situation
For an existing asset or development, the viable hospitality use remains open.
DIH responsibilities
- Assess use concept and operator viability
- Connect floorplate, product and economic logic
- Define interfaces with planning and technical teams
- Consider financing, capital-market and exit perspectives
Typical outcome
A viable development direction for use, product and operator outreach with clear prerequisites.
Mandate process
From an open question to a decision-ready basis.
- 01
Definition
Clarify the project, owner objective and decision required. Review existing documents and assumptions.
- 02
Analysis and structuring
Develop the operator, market, lease and investment logic. Define the target and negotiation framework.
- 03
Market outreach or negotiation
Approach operators, buyers or relevant parties as required. Compare offers and support negotiations.
- 04
Decision and implementation
Prepare decision-ready results and support the preferred structure or party through the next binding step.
Scope and process depend on the starting point and mandate. DIH undertakes both clearly defined reviews and full operator or transaction processes.
Concrete work products
What the client receives.
The package depends on the mandate and is prepared so owners, financing partners and internal committees can continue working with it.
01
Operator decision
- Project and operator brief
- Operator longlist and shortlist
- Operator and concept comparison
02
Offer and rent review
- Offer and LOI matrix
- P&L and rent underwriting
- Lease-cover and sensitivity analysis
03
Negotiation and contract
- Risk and security matrix
- Target rent and contract parameters
- Negotiation strategy and decision memo
04
Investment and process
- Investment and exit-readiness assessment
- Materials for management, financing or investment committee
- Process and negotiation documentation
Clear mandate role
A clear distinction between advisory, placement and transaction support.
DIH works in a role defined in advance. Scope, interests and compensation are agreed transparently before the mandate begins.
Strategic and commercial advisory
DIH analyses operator, lease and investment questions, develops target structures and prepares decisions and negotiations.
Operator outreach and placement
Where mandated, DIH structures market outreach, brings operators into the process and supports selection and commercial negotiation.
Hospitality transaction support
For selected acquisition or sale mandates, DIH coordinates hospitality-specific review, outreach and commercial process management.
Legal, tax and technical matters are handled by the respective appointed specialist advisers. DIH coordinates the hospitality-specific commercial interfaces.
Experience and focus
Personal mandate leadership backed by hospitality transaction experience.
Daniel Derilov leads DIH Solutions mandates personally and remains the direct point of contact.
- €537m+
- project and transaction volume advised
- > 11 years
- hospitality investment and transaction experience
- Hotels / Serviced Apartments
- specialist real-estate focus
Mandate entry points
Start with the specific project question.
Structure an operator process
Define operator profile, outreach, offer comparison and negotiation for a specific project.
Discuss the situation confidentiallyReview a rent offer or LOI
Assess commercial terms, sustainable rent and negotiation points before the next step.
Discuss the situation confidentiallyPrepare a project for financing or exit
Align operator, lease and risk structure with the requirements of banks, committees and buyers.
Discuss the situation confidentiallyConfidential first discussion
The mandate scope that makes sense for your project.
Not every project requires a full operator or transaction process. A confidential first discussion can clarify which review, structuring work or support is actually required.