If you’ve spent any time with Roger, you’ll know — he’s straight-talking, down to earth, and always up for a yarn.

It’s also exactly what makes him so effective in the early stages of a project.

As one of the first points of contact at PALM, Roger spends his time in the market — building relationships, having conversations, and helping clients navigate decisions that can often feel unclear or overwhelming.

We sat down with Roger for a quick 2 minutes to get his take on what he’s seeing, where clients get stuck, and what actually makes a workplace project work.

In a sentence — what do you focus on at PALM?

Roger: Building relationships with existing and new clients. At the end of the day, that’s what it’s all about.

What do you enjoy most about the early stages of a project?

Roger: Building trust.

It’s making sure the client feels comfortable working with us — that they know we’ve got it covered and they’re in good hands.

What are you seeing in the market right now?

Roger: Quiet rooms and breakout spaces come up in pretty much every conversation. People want places to focus, but also spaces where teams can come together. It’s about getting that balance right.

What’s changed most in recent years?

Roger: A lot of companies are downsizing. You might have had a 1,000sqm office before — now they’re looking at 500sqm. With more people working from home, it’s less about how much space you have, and more about how well it works.

What’s the biggest challenge clients face early on?

Roger: Understanding what they actually want to achieve. A lot of the time, people know something needs to change — but they’re not clear on what that looks like yet.

Where do projects tend to get stuck?

Roger: When there are too many people involved in decision making. You get different opinions, different priorities — and it slows things down.

That said, this is something we can help clients navigate. Whether it’s streamlining the decision-making process, aligning key stakeholders early, or building additional time into the programme for approvals — it comes down to having clear structure from the outset.

Transparent, early conversations make a big difference. When everyone understands the brief, the priorities, and how decisions will be made, the process becomes a lot smoother.

What do clients underestimate at the start?

Roger: The approvals process. It almost always takes longer than people expect — and if it’s not factored in early, it can impact timelines pretty quickly. It comes back to planning. Building that time into the programme upfront, and being clear on what’s required, helps avoid pressure later in the process.

From your perspective — what makes a project commercially successful?

Roger: Making the office feel like home. It needs to be comfortable. If people don’t want to be there, it’s not going to work — no matter how good it looks.

How do you help clients balance ambition with budget?

Roger: Just being upfront and honest from the start. Set expectations early, keep it clear, and work through it together.

How would you describe PALM’s approach?

Roger: We make clients feel comfortable from the beginning. Trust the process, and the people in it — that’s a big part of it.

What does a good first conversation look like?

Roger: It’s the vibe. You can tell pretty quickly if both sides are engaged and on the same page. That’s when you know it’s going to work.

What do you enjoy most about the role?

Roger: Networking and building relationships with people. That’s the best part.

What might surprise people about business development?

Roger: It’s a 24/7 gig. The early bird gets the worm... and so does the early morning Blue Mountains train!

Quick Fire

Coffee order? Regular latte.

Best time for a client conversation? 8–9am — get in early before the day gets away from you.

Phone call or email? Always phone first. If you can’t get through, send an email — then call again after.

Final word — where should clients start?

Understand what you actually need from your workplace.

Whether you’re:

• Downsizing

• Growing

• Needing more quiet rooms

• Wanting better breakout spaces

• Or building a stronger team environment

  
  

Start there (and with me!) — everything else comes from that.

The #PALMPerspective

What Roger brings to the table is simple — clarity. Early conversations set the tone for everything that follows. And when those conversations are honest, practical, and grounded in real experience — projects move faster, decisions get easier, and outcomes improve.

That’s the PALM difference.