Consumer Hospitality & Travel Hotel & Resort Operations

Resort Development

High-touch engagements where experience, trust, and multi-party logistics determine satisfaction.

Four Seasons Aman Resorts Ritz-Carlton (Marriott) Auberge Resorts
Inside this journey
  1. Executive Outcome Alignment

    Align on investment returns, timeline, decision-makers, key constraints (entitlement, financing windows), and success metrics for the resort project.

    Alignment Questions

    Start Here: The Opportunity in One Breath

    • What is the current legal/control status of the site? Options: Owned outright, Under option/option to purchase, Under contract, Controlling interest via JV, Masterplan or entitlement only, Other
    • What is the approximate total development budget you’re planning for (hard + soft costs)? Options: $50M–$100M, $100M–$200M, $200M–$350M, $350M–$500M, >$500M, Undetermined
    • What triggered this initiative now—what event or decision put this project on the table? Options: Site acquisition/option, Brand interest/requirement, Lender condition, Market window/opportunity, Partner request, Other
    • Who is the primary sponsor or lead owner we should be speaking with (name, role, email/phone)?
    • What immediate outcome would make this initial phase feel successful to you? Options: Feasibility confirmed, Term sheet from lender, Brand pre-approval, Entitlement path defined, Clear construction budget, Other

    Where the Project Really Lives Today — Tell Us the Whole Story

    • If you had to summarize why this project exists in one blunt sentence, what would you say?
    • Which of these stages have you completed or commissioned to date? Options: Preliminary site visit, Market study, Prelim. feasibility model, Concept masterplan, Geotech/soils, Environmental review, Zoning/entitlement applications, None of the above
    • How recent are the key analyses (market, cost, entitlement) we should review? Options: Within last 3 months, 3–6 months, 6–12 months, Over 12 months, None available
    • What specific warning signs or surprises have surfaced in your work so far (permits, community pushback, utilities, cost estimates)?
    • Who on your internal team owns day-to-day delivery and who is the escalation contact for approvals?
    • If you had to give today’s overall confidence level in the project moving forward, what would you choose? Options: Very confident, Somewhat confident, Neutral/uncertain, Concerned, Not moving forward

    What's Quietly Eating Your Returns?

    • What single cost, timeline, or market risk keeps you up at night about this deal?
    • Which of these risks do you consider the top three threats to projected returns? Options: Entitlement delays, Construction cost escalation, Weak market demand/RevPAR underperformance, Financing withdrawal or higher rates, Brand approval / program creep, Operational readiness failures, Other
    • How have you quantified those exposures so far—do you have sensitivity ranges, contingency assumptions, or stress-test scenarios? Options: Detailed sensitivity model, Basic downside scenarios, Rule-of-thumb contingencies, None yet
    • How long have these risks been present, and have they been getting materially worse or improving? Options: Weeks, Months, 1–2 years, Longer than 2 years, Not tracked
    • Tell us about a past project or example where a similar risk realized—what changed and what could have prevented it?
    • How emotionally urgent is mitigation—are you seeking reassurance, a tactical fix, or a full rework of the model? Options: Immediate mitigation required, Near-term tactical actions, Strategic review acceptable, Monitoring only

    Who Holds The Keys — Decision-Makers, Gatekeepers, and Influencers

    • If this deal were a play, who has the power to greenlight, delay, or kill it—and why?
    • Which of these stakeholders must sign-off on commercial terms or material changes? Options: Investment committee, Board/sovereign fund, Lender(s), Brand/Operator, Local government/authority, Major JV partner, Other
    • What is the preferred approval cadence and how quickly can each stakeholder respond (typical review times)? Options: <2 weeks, 2–4 weeks, 1–3 months, 3+ months, Varies widely
    • Are there non-technical stakeholders (community groups, political sponsors, environmental NGOs) whose support is essential? Options: Yes — critical, Yes — advisory, Not at this stage, Unknown
    • Who on the sponsor side will be our internal champion and who is most likely to resist changes?
    • What governance or reporting structure would make you feel comfortable moving forward (monthly steering, milestone approvals, third‑party oversight)? Options: Monthly steering committee, Quarterly board updates, Milestone-based approvals, Independent third-party oversight, Other

    If Everything Went Right — The Story We Want to Tell

    • Imagine opening-day headlines—what single metric or story would make you feel this project succeeded? Options: Stabilized RevPAR at target, Occupancy exceeding target, IRR / equity return achieved, EBITDA margins delivered, Exceeded community expectations, Exceptional guest satisfaction scores, Other
    • What are the numeric targets you need to hit (RevPAR, occupancy, IRR, EBITDA margin)? Please list figures and horizons.
    • By what year or operating milestone do you expect the project to stabilize against those targets? Options: Year 1, Year 2, Year 3, Year 4+, Not defined
    • Which operational metrics beyond RevPAR matter most to you (F&B capture, ancillary revenue per occupied room, ADR mix, average length of stay)? Options: F&B capture, Ancillary revenue per occupied room, ADR mix, Group vs transient mix, Length of stay, Other
    • How will you know we are off-track early—what early warning indicators should we watch together?
    • If the project outperforms expectations, what upside would you want preserved versus captured by others (upside sharing preferences)? Options: Full owner upside, Shared between partners, Allocated to development team, Reinvest into property, Other

    Constraints, Windows, and Deal-Breakers — Timing You Can’t Lose

    • What single constraint—timeline, permit, financing window, or contractual obligation—would stop the project if missed?
    • Which of these critical windows apply and do you have firm dates or soft ranges? Options: Environmental permit deadline, Financing commitment date, Franchise/brand approval cutoff, Construction start window, Tourism seasonality target, Other
    • Please provide specific deadline dates or quarters for each critical window you selected above.
    • If a critical window slips by one quarter, what is the likely material consequence (cost %, timeline impact, financing fallout)? Options: <5% cost/timing impact, 5–15% impact, 15–30% impact, >30% impact / deal jeopardized, Unknown
    • Do you already have contingency plans (alternative financing, phased entitlements, value-engineering packages)? If so, briefly describe.
    • What are the non-negotiable deal-breakers we must be aware of before building a recommended plan?

    Evidence & Conviction — What Would Make You Sleep Easier?

    • What piece of third-party evidence would most increase your confidence—what would make you say, ‘That settles it’? Options: Independent market study, Comparable resort case study with P&Ls, Third‑party construction estimate (QTO/GMP), Pre-commitments from brand/operator, Lender comfort/term sheet, Other
    • Which comparable resorts or projects do you view as the most relevant precedents? Please list and explain why.
    • Have you previously requested reference calls or visited comparable resorts—what did those conversations reveal? Options: Yes — very helpful, Yes — mixed signals, Attempted but inconclusive, No
    • What level of independent assurance do you want from us (peer review, full third‑party audit, periodic monitoring)? Options: Peer review only, Independent audit of key studies, Full third-party oversight, Ongoing monitoring during construction, Other
    • Is there an internal or external analyst/team whose endorsement will materially affect the outcome? If so, who?
    • What open questions or unknowns would you prioritize answering in the first 30 days together?

    What Would Make You Sign Today — Tradeoffs, Terms, and Next Steps

    • What single concession, risk allocation, or commercial term would get you to sign a letter of intent or engagement this week?
    • Which of these commercial structures best aligns with your current appetite? Options: Fixed-price construction, Guaranteed Maximum Price (GMP), Phased payments tied to milestones, Development fee + success fee, Equity co-investment by consultant, Revenue share model, Other
    • What contingency percentage (of hard construction cost) do you require in the budget today? Options: <5%, 5–10%, 10–15%, 15–20%, >20%, Not specified
    • What governance or decision triggers would accelerate your internal approval (monthly steering, milestone escrow, independent certifier)? Options: Monthly steering committee, Milestone escrow/payments, Independent certifier sign-off, Pre-agreed value-engineering triggers, Other
    • If we delivered a scoped proposal and a clear path to close, how soon could you bring a term sheet or approval to your investment committee? Options: Immediately, Within 2 weeks, 2–6 weeks, 6–12 weeks, Longer / unknown
    • What would you like our next tangible deliverable to be after this conversation (detailed scope, preliminary budget, site visit, workshop)? Options: Preliminary feasibility memo, Comparable case study pack, High-level cost estimate, On-site workshop, Introductory term sheet, Other
  2. Solution Experience

    Use the customer’s site, financial targets, and comparable resort case studies to show how a resort-first program mitigates entitlement, market, and cost risks and delivers target RevPAR and occupancy.

    Experience Meetings

    • Current State & Consequence Alignment
    • Comparable Resort Case Studies — Proof Mapping
    • Model Walkthrough — Target RevPAR & Risk Scenarios
    • Phased Delivery & Risk Mitigation Workshop
    • Site Walk / Virtual Experience & Final Validation
    • Draft and circulate the phased delivery schedule with owners, milestones, and acceptance criteria for formal sign-off.
    • Identify the top 3 scenarios that materially threaten returns and quantify how specific mitigations reduce that threat.
    • Agree on target RevPAR/occupancy ranges and contingency thresholds to include in the phased plan.
    • Revise the financial model to reflect agreed assumptions and circulate an executive summary of outcomes and sensitivities.
    • Produce a mitigation impact matrix showing which levers mitigate which risks and the expected numeric benefit.
    • Customer to confirm acceptable downside thresholds for go/no-go decision gates.
    • Present Proposed Phased Scope & Timeline
    • Agree to a phased delivery plan with named owners, milestone dates, and explicit acceptance criteria tied to success metrics.
    • Lock in the entitlement and procurement mitigation strategies that will be executed to protect timeline and cost targets.
    • Establish decision gates and the information required at each gate to enable go/no-go decisions.
    • Introductions & Meeting Objectives
    • Create a live risk register with triggers tied to decision gates and mitigation owners.
    • Prepare procurement and cost-control playbook outlining immediate next steps to lock pricing and contractors.
    • Pre-walk Objectives & Core Checks
    • Validate physical feasibility and ensure site realities are reconciled with the financial model and phased program.
    • Capture a list of immediate design or procurement changes that materially reduce cost or entitlement risk.
    • Secure customer confirmation to proceed to the Mutual Commit stage with the agreed mitigations and plan.
    • Produce a site visit report with annotated photos, redlines, constructability risks, and recommended mitigations.
    • Update the model, phased plan, and risk register based on site findings and circulate for sign-off.
    • Schedule Mutual Commit kickoff to finalize commercial terms and governance based on validated plan.
    • Produce and document one authoritative one-sentence current-state statement agreed by all stakeholders.
    • Quantify the financial and timeline consequences of the top 3 project risks to create urgency for mitigation.
    • Agree on target success metrics (RevPAR, occupancy, IRR, timeline) that the Solution Experience must demonstrate.
    • Confirm required site and financial data to enable the proof-phase modeling.
    • Deliver a one-line Current State & Consequence statement and circulate for sign-off.
    • Customer to provide site plans, latest budget, target returns, and any prior market/entitlement studies.
    • Prepare an initial risk-cost worksheet quantifying impact of entitlement delays, cost escalation, and demand shortfall.
    • Recap Agreed Current State & Future-State Metrics
    • Demonstrate concrete, real-world examples where resort-first programs protected returns and delivered target operating metrics.
    • Obtain customer agreement on which case-study mitigations are applicable and which require adaptation for their site.
    • Secure approval to use selected comparable approaches as inputs to the financial model and phased plan.
    • Deliver a case-study dossier with annotated parallels to the customer's site and highlight the top 5 transferable mitigations.
    • Customer to confirm which comparable(s) they view as closest and note any non-applicable elements.
    • Team to prepare inputs for the scenario model incorporating the chosen mitigation levers.
    • Assumptions Recap & Validation
    • Confirm model assumptions and obtain explicit customer validation for each material input.
    • Base Case Pro Forma Walkthrough
    • On-site / Virtual Walkthrough: Operational Flow & Constraints
    • One-Sentence Current State Confirmation
    • Governance, Owners & Decision Gates
    • Case Study Presentations (3 comparables)
    • Entitlement & Community Mitigation Plan
    • Consequence Quantification
    • Constructability & Cost Impact Notes
    • Stress Tests & Sensitivities
    • Map Case Study Actions to Customer Site
    • Cost Control, Procurement & Contingency Strategy
    • Mitigation Impact Runs
    • Site Constraints & Decision Windows
    • Operational & Revenue Outcomes
    • Validation: Tie Findings to Future-State Outcomes
    • Define Future-State Success Metrics
    • Validation Exercise: Does the Plan Eliminate the Consequences?
    • Validation Checkpoints
    • Pre-work & Data Request
  3. Development Scope

    Define the phased scope (feasibility, concept, entitlement, design, construction management, pre-opening), responsibilities, deliverables, milestones, and measurable acceptance criteria.

    Scope Configuration

    • Deliver Conceptual Resort Design Package
    • Produce Architectural Schematic Drawings
    • Prepare Complete Construction Documents
    • Manage Entitlement and Permit Submissions
    • Coordinate Environmental Mitigation Implementation
    • Administer Contractor Procurement and Bidding
    • Provide Onsite Construction Management
    • Conduct Quality Control Inspections and Punchlists
    • Manage RFI and Change Order Administration
    • Control Construction Cost Reporting and Cashflow
    • Oversee FF&E Procurement and Installation
    • Recruit Hotel Executive Management Team
    • Execute Pre-Opening Training and SOP Implementation
    • Commission Building Systems and Turnover to Operator

    Scope Questions

    Deliver Conceptual Resort Design Package

    • What is the site context and primary constraints we should reflect in the concept package (e.g., topography, coastal setback, access)?
    • What is the target development program (approximate rooms, villas, residential units, F&B outlets, amenity types)? Options: Less than 100 rooms, 100-200 rooms, 200-350 rooms, 350+ rooms / mixed-use
    • Which guest segments and positioning should the concept prioritize? Options: Luxury resort, Upper-upscale / branded, Lifestyle / boutique, Family-resort, Wellness / spa-focused, Mixed guest segments
    • Which deliverables are required in the conceptual package? Options: Site massing and masterplan, Concept sketches and renderings, Preliminary unit mix and program schedule, High-level cost estimate and budget range, Precedent studies and case comparisons
    • Are there existing brand standards, franchise constraints, or operator criteria the concept must comply with? Options: Yes, No, Partial / to be determined
    • What is the targeted decision milestone for the concept package (date or project milestone)?

    Produce Architectural Schematic Drawings

    • Which schematic drawings are required for the project phase? Options: Site plan and circulation, Floor plans for all typical levels, Elevations and sections, Preliminary landscape layout, Furniture and FF&E layout for key areas
    • What level of detail do you expect from schematics (high-level massing, block plans, partial fit-out, full furniture layouts)? Options: Massing and blocking, Preliminary floor plans with adjacencies, Detailed schematic with furniture layouts, BIM-enabled schematic deliverable
    • Are existing site surveys, geotechnical reports, and utility maps available to support schematic development? Options: Full set available, Partial available, None available
    • Should schematics be coordinated with preliminary engineering disciplines (structural, MEP, civil) at delivery? Options: Yes, full coordination, Yes, high-level coordination only, No, architectural-only schematic
    • Which file formats and model standards are required for schematic deliverables? Options: 2D CAD (DWG), PDF only, BIM (Revit) model, Sketch-up/3D export
    • What acceptance criteria or milestone review approvals must schematics meet (owner sign-off, brand review, planning pre-application)?

    Prepare Complete Construction Documents

    • Which disciplines must be included in the complete construction documents package? Options: Architectural, Structural, MEP, Civil / drainage, Landscape, Kitchen and FF&E schedules
    • What level of BIM/LOD is required for construction documents? Options: LOD 200 (conceptual), LOD 300 (construction documentation), LOD 350 (coordination), LOD 400 (fabrication level)
    • Do you require separate permit and contractor bid sets or a single consolidated set? Options: Separate permit and bid sets, Single consolidated set, Permit set only initially
    • How many formal document review cycles should we budget for (owner, brand, authority reviews)? Options: 1, 2, 3, 3+
    • Are there specific product specifications, performance standards, or sustainability certifications to include (e.g., local code, LEED, WELL)?
    • Will you require as-built record drawings and O&M documentation as part of the construction document scope or as a separate phase? Options: Included in this phase, Separate phase during commissioning, Not required

    Manage Entitlement and Permit Submissions

    • What entitlement approvals are known to be required (zoning change, coastal permit, environmental review, conditional use, variances)? Options: Zoning/rezoning, Coastal / shoreline permits, Environmental Impact Assessment, Conditional use / variances, Utility and ROW approvals
    • Are baseline studies available to support entitlement (traffic, noise, arborist, cultural heritage, environmental studies)? Options: All available, Some available, None available
    • Do you anticipate major community or stakeholder opposition that will require engagement and public hearing support? Options: Yes, high likelihood, Possible / moderate, No significant opposition expected
    • What is the target permitting timeline or critical financing/entitlement window we must meet?
    • Which deliverables should we prepare for submissions (plans, technical reports, community presentation materials)? Options: Full technical appendix, Summary reports and graphics, Community engagement materials, All of the above
    • Do you require ongoing permit tracking and agency correspondence management until certificate of occupancy? Options: Yes, full management, Yes, on request, No, owner will manage

    Coordinate Environmental Mitigation Implementation

    • Which types of environmental mitigation are expected or required? Options: Habitat restoration, Stormwater management / retention, Erosion control, Wetland mitigation, Noise or visual screening
    • Who will be the responsible party for implementing mitigation (owner, environmental consultant, contractor, our firm)? Options: Owner/Developer, Environmental Consultant, General Contractor, Our firm, Not yet defined
    • Is a long-term monitoring and maintenance program required for any mitigation measures? Options: Yes, monitoring required, Yes, maintenance only, No long-term monitoring required, Unknown
    • Are there permit-linked performance milestones tied to mitigation (e.g., habitat establishment over multiple years)? Options: Yes, No, Unsure
    • What budget or allowance has been set aside for mitigation implementation? Options: Under $250k, $250k-$1M, $1M-$5M, Over $5M, Not set
    • Do mitigation measures require specialist contractors or seasonal windows for implementation? Options: Yes, specialist and seasonal constraints, Yes, specialist only, No

    Administer Contractor Procurement and Bidding

    • Which procurement method do you prefer for main construction contracts? Options: Competitive lump-sum bid, Negotiated contract, Construction Manager at Risk (CMAR), Design-Build, Prime contractors by trade
    • Will bidders be prequalified or is an open tender required? Options: Prequalification required, Open tender, Combination (prequal for GC only)
    • What contract form will be used or preferred (AIA, FIDIC, bespoke owner contract)? Options: AIA, FIDIC, Owner bespoke, JCT, Other
    • Do you require bid-phase services such as addendum management, bidder Q&A, bid tabulation and recommendation? Options: Full bid administration, Limited support (Q&A only), No, owner will manage
    • Are there local market constraints we should consider for procurement (limited contractors, import lead times, preferred local partners)?
    • Do you want procurement staged (early packages for long-lead items) or single-package bidding? Options: Early packages for long-lead, Single package bidding, Hybrid approach

    Provide Onsite Construction Management

    • What level of onsite construction management is required? Options: Full-time onsite CM, Part-time/periodic site visits, Remote management with weekly onsite presence
    • What authority should the onsite CM hold regarding contractor oversight and approvals? Options: Observation and reporting only, Contract administration and change order recommendation, Authority to approve certain changes within threshold
    • Are there mandatory safety, security or community protocols the CM must enforce on site? Options: Yes, detailed safety/security protocols, Standard safety requirements, No special protocols
    • What reporting cadence and format do you require from onsite CM (daily logs, weekly progress, monthly dashboards)? Options: Daily logs and photos, Weekly progress reports, Monthly executive dashboard, All of the above
    • Do you require our team to coordinate subcontractor scheduling, coordination meetings, and brand inspections? Options: Yes, full coordination, Partial coordination, No
    • Will the CM be responsible for safety compliance documentation and toolbox talks? Options: Yes, No, Owner provides safety oversight

    Conduct Quality Control Inspections and Punchlists

    • What inspection frequency is required during critical phases (foundations, MEP rough-in, finishes)? Options: Weekly, Bi-weekly, Milestone-based, Daily during critical periods
    • Do you require third-party QC or testing (materials testing, concrete breaks, independent QA/QC)? Options: Yes, third-party testing required, No, contractor testing only, On-demand testing
    • What acceptance criteria should be used for punchlist sign-off (snag-free percentage, rework timeline)?
    • Should punchlist management include photo-annotated reports and tracking to closure in a project platform? Options: Yes, platform tracking required, Yes, PDF reports only, No formal tracking required
    • Will warranty inspections and post-handover snag rounds be required at 3, 6, 12 months? Options: Yes, 3/6/12 months planned, Yes, select intervals, No
    • Are brand or operator sign-offs required at final inspection and punchlist completion? Options: Yes, operator and brand required, Operator only, Owner only / no brand sign-off

    Manage RFI and Change Order Administration

    • What is the desired turnaround time for RFI responses? Options: 2-3 business days, 5-7 business days, 10+ business days
    • Who has approval authority for change orders and at what thresholds? Options: Owner only, Owner + brand, Design team delegated thresholds, Our firm with delegated financial limits
    • What format and tracking method should be used for RFIs and COs (project platform, email, contractor system)? Options: Project management platform (e.g., Procore), Email with standardized template, Contractor-submitted system
    • Do you want a cost impact estimate and schedule impact analysis included with every proposed change order? Options: Yes, cost and schedule analysis required, Cost only, Schedule only, No, summary approval only
    • What is the anticipated volume of RFIs/COs based on project complexity (estimate)? Options: Low (<100), Medium (100-500), High (500+), Unknown
    • Should contingency drawdown and change order reporting be included in monthly executive cost reports? Options: Yes, No, Only on request

    Control Construction Cost Reporting and Cashflow

    • How frequently do you require formal cost reporting and forecasting? Options: Weekly, Bi-weekly, Monthly, Milestone-based
    • Which reporting views are required (SOV progress, committed cost, forecast at completion, variance analysis)? Options: SOV / draw schedule, Committed cost register, Forecast at completion (FAC), Variance and trend analysis
    • Are there lender or investor draw schedule requirements and documentation formats to comply with? Options: Yes, lender-specific requirements, Investor reporting only, No external draw constraints
    • What retainage and payment terms are planned that the cashflow model must reflect? Options: Standard retainage (5-10%), No retainage, Milestone payments with retainage, Custom terms
    • Do you require earned value management, cost-to-complete forecasting, or a simpler cashflow projection? Options: Earned value management, Cost-to-complete forecasting, Simple cashflow projection
    • Should the cost reporting include change order logs and contingency vs allowance tracking? Options: Yes, include CO and contingency tracking, Include CO only, Exclude detailed CO tracking
  4. Mutual Commit

    Finalize commercial terms, governance, milestone payments, contingencies, and risk allocation to confirm readiness to proceed.

    Agreement Modules

    • Statement of Work (SOW)
    • Master Services Agreement (MSA)
    • Commercial Terms & Pricing Schedule
    • Payment & Milestone Schedule
    • Governance & Decision Rights
    • Risk Allocation & Contingency Plan
    • Change Order & Variation Procedure
    • Permits, Financing & Lender Conditions
    • Procurement & Third-Party Appointment Plan
    • Insurance, Bonds & Indemnity Schedule
    • Performance Guarantees & Acceptance Criteria
    • Escrow, Holdback & Security Mechanisms
    • Termination, Suspension & Exit Rights
    • Execution Confirmation / Letter of Intent
    • Data Sharing & Reporting Requirements
  5. Deployment

    Operationalize rollout with readiness checks, enablement, and outcome validation.

    1. Pre-Deployment Readiness

      Confirm permits, financing conditions, procurement plans, construction team appointments, and risk controls are in place before breaking ground.

      Readiness Questions

      Tell Us the One‑Line Story Behind This Project

      • In one sentence, what is this resort project trying to accomplish (investment goal + brief site picture)?
      • Which of these best describes where you are today with the site? Options: Just optioned / letter of intent, Under exclusive negotiation, Site owned, Site subject to contingent acquisition, Other
      • What is your target date for breaking ground? Options: Within 3 months, 3–6 months, 6–12 months, 12–24 months, More than 24 months, No target yet
      • What is the current high‑level budget envelope (hard and soft) you are using to test feasibility? Options: <$50M, $50–100M, $100–250M, $250–500M, >$500M, Undisclosed/Not yet set
      • What keeps you up at night about this project—say it like you’re explaining it to a colleague at 2 a.m.

      Are We Optimistic — Or Just Hopeful About Demand?

      • What specific evidence makes you believe the market will support the RevPAR and occupancy targets you’re using?
      • Which of these demand drivers do you expect will be strongest for this resort? Options: Leisure drive market, International inbound, Group & meetings, Local second‑home market, Golf/spa/specialty amenity draw, Seasonal destination, Other
      • Do you have comparable resort projects or comp sets you trust? If yes, please list the top 2–3 by name and why they’re relevant.
      • What is your current target stabilized RevPAR and occupancy (or range)? Options: RevPAR < $100, RevPAR $100–200, RevPAR $200–350, RevPAR > $350, Occupancy < 50%, Occupancy 50–65%, Occupancy 65–80%, Occupancy > 80%
      • How confident are you in the market assumptions (evidence-backed vs. directional)? Options: High — strong third‑party support, Moderate — some primary research, Low — directional or anecdotal, Unsure

      What’s the Single Biggest Obstacle No One Talks About?

      • If you had to name one internal or external risk that would sink the deal faster than anything else, what would it be?
      • Have you experienced entitlement delays, permit rejections, or political pushback on past projects? Tell us what happened and the impact.
      • Which construction risk worries you most for this site? Options: Remote logistics / mobilization, Specialized trades or materials, Labor availability, Unidentified subsurface conditions, Scope creep / owner changes, Other
      • What level of cost escalation would force you to revisit or pause the project (select a range)? Options: <5%, 5–10%, 10–20%, >20%, No clear threshold
      • How long of a schedule delay would likely cause you to lose a financing window or strategic timing? Options: <3 months, 3–6 months, 6–12 months, >12 months, No constraint

      Who Really Makes the Call — and What Will They Insist On?

      • Who are the three people or groups whose approval is required to commit capital or proceed to ground (names/titles)?
      • What does each key decision‑maker prioritize most (rank or list brief priorities)? Options: Return / IRR, Timeline / speed to market, Brand reputation / compliance, Capital preservation / downside protection, Legacy / political considerations, Other
      • Are there known governance processes or committees that could slow approval (investment committee cadence, sovereign approvals, board reviews)? If yes, describe.
      • What is the approval threshold that triggers board or investor review (select one)? Options: Any new equity, Any leverage > X, Budget > a set amount, Change to concept/scope, No formal threshold / ad hoc
      • How do decision‑makers prefer to receive updates and make decisions (weekly calls, written memos, in‑person reviews, dashboards)? Options: Weekly calls, Biweekly meetings, Monthly steering committee, As‑needed memos, Real‑time dashboard, Other

      If This Project Was a Business, What Would ‘Success’ Look Like?

      • What are the top three measurable success metrics you will judge this project by (be specific: IRR, net cash yield, RevPAR, occupancy, NOI margin, EBITDA)?
      • What target IRR, equity multiple, or cash‑on‑cash return are you using for underwriting? Options: IRR < 12%, IRR 12–18%, IRR 18–25%, IRR > 25%, Equity multiple < 1.5x, 1.5–2.5x, >2.5x, Undisclosed
      • How quickly do you expect the asset to reach stabilized performance (select one)? Options: Year 1, By Year 2, By Year 3, Longer than 3 years, Unsure
      • Is there an intended hold/exit strategy tied to these metrics (hold, refinance, sell at stabilization)? Please explain.
      • Which operational KPIs are deal‑makers most sensitive to post‑opening (choose up to three)? Options: RevPAR, Occupancy, ADR, F&B capture, Group conversion, Guest satisfaction / NPS, Cost per occupied room

      What Would Make You Pause Before Breaking Ground?

      • Before you give notice to proceed, which conditional items must be resolved (pick all that apply)? Options: Permits and approvals, Firm construction financing, Fixed‑price GMP / contract, Key contractor appointed, Procurement plan in place, Insurance/owner protections, Other
      • What is the current status of permits and entitlements for the project? Options: Fully permitted, Major permits approved, minor pending, In active entitlement process, Not started, Other
      • What level of lender or investor conditions still need to be satisfied (select all that apply)? Options: Full loan commitment, Preliminary term sheet only, Escrow/interest reserve established, Environmental/GEOTECH closed, No lender involvement yet
      • Do you have a preferred contracting model for the build (single‑contractor/GMP, CMAR, design‑build, traditional bid)? Options: Fixed‑price / GMP, CMAR, Design‑build, Design‑bid‑build, Other / undecided
      • If a critical permit or financing condition slips, what is your default decision rule (pause and re‑underwrite, proceed with contingency, reduce scope, walk away)? Options: Pause and re‑underwrite, Proceed with contingency, Reduce scope, Walk away, Undecided

      Who Will Run This Project — and How Will They Be Held Accountable?

      • Do you have a named development or construction lead already? If yes, please provide name, firm, and role.
      • Which project governance model do you prefer for delivering this resort? Options: Owner-led PM with specialist consultants, Developer hires CM/GC (CMAR), Brand takes development lead, Joint venture with developer/operator, Other
      • How would you like project performance to be reported (select all that apply)? Options: Weekly cost reports, Schedule heat‑maps, Monthly steering committee, Real‑time dashboard, Quarterly board update
      • Which construction and pre‑opening KPIs will trigger escalation or governance intervention (e.g., cost > x, critical path slip > y days)? Please be specific.
      • What dispute resolution and change‑order approval process do you prefer? Options: Defined thresholds with owner sign‑off, Independent third‑party adjudication, Executive steering committee decision, Other / custom

      What Do You Want Guests to Remember on Day One—and What’s Stopping That?

      • Describe, in a sentence, the guest experience or brand moment you want at opening.
      • Are you aligned with a brand or exploring independent/resort‑branded options? Options: Signed brand agreement, Negotiations underway, Considering multiple brands, Independent/owner‑brand, Undecided
      • Does a pre‑opening operations plan and staffing/training program exist today? Options: Comprehensive plan in place, High‑level plan only, Not started, We expect the operator to build it
      • What commissioning, brand approval, and training milestones must be complete before turnover (list top 3)?
      • What post‑opening support do you expect from the development partner (stabilization management, marketing launch, ops advisory)? Options: Full stabilization management, Limited advisory support, Marketing & PR launch only, No post‑opening support

      Quick Checks: Documents, Contacts, and Next Steps

      • Please indicate the availability status of these core documents: feasibility study, market study, geotech, environmental report, title, and preliminary budget. Options: All available, Most available, Some available, None available, Not applicable / not prepared
      • Which critical documents are available to share right now? (select all that apply) Options: Feasibility/Financial model, Market/comps study, Geotech report, Environmental assessment (ESA), Preliminary site plan/concept, Procurement plan, None
      • Who should we contact as the primary project representative (name, role, email, phone)?
      • Are you willing to provide references from prior development partners or lenders for validation? Options: Yes — please request, Yes — will share on next step, Maybe — need approval, No
      • When would you like to schedule a focused 90‑minute workshop to review market, risk, and the initial solution approach? Options: This week, Next week, Within 2–4 weeks, In 1–2 months, Undecided
    2. Construction & Pre-Opening Execution

      Manage construction oversight, cost-control protocols, brand compliance, and pre-opening operations execution with clear sequencing and owners.

    3. Validation & Handover Checklist

      Verify milestone deliverables, brand approvals, commissioning, training, and operational readiness prior to turnover and opening.

      Validation Questions

      Why this moment? Tell us the backstory

      • What prompted you to consider developing a resort on this site right now?
      • Which of these triggered the initiative? (select all that apply) Options: Acquisition/optioned land, Investment committee mandate, Brand requirement, Lender condition, Market window/opportunity, Other
      • How time-sensitive is the decision to move forward (e.g., financing windows, entitlement timelines, option expirations)? Options: Immediate (weeks), Near-term (1–3 months), Quarterly (3–6 months), Longer-term (6–12+ months), Unsure
      • What prior work exists today for this opportunity (feasibility, concept sketches, market study, site assessments)? Please list and attach if available.
      • Who internally first raised this idea, and what personal or strategic objective are they trying to achieve?

      What keeps you awake at 2 AM about this project?

      • If everything that could go wrong happened, what single outcome would be the most damaging to you? Options: Construction cost overrun, Entitlement delay/loss, Market underperformance, Brand non-compliance, Loss of financing, Other
      • How would that outcome affect your investment returns or decision to proceed (percentage impact, timeline slip, or strategic consequence)?
      • Which of the following past project experiences best describes your fear level for this one? Options: We've done this successfully before, We had moderate issues that were resolved, We had a major problem that hurt returns, This is our first resort-scale project
      • Emotionally, how do these risks feel—manageable, worrying, or existential—and why? Options: Manageable, Worrying, Existential / deal-threatening
      • What mitigation measures have you already considered or put in place?

      Who really holds the keys?

      • If this deal stopped today, which individual or group would you say is most likely to walk away—and why?
      • Which stakeholders will have final approval at each stage? (select all that apply and name key contacts in the next question) Options: Development principal(s), Investment committee, Sovereign wealth / fund board, Brand/management company, Lender(s), Local government/permit authority, Community groups
      • Please list the names, roles, and preferred decision timeline for the top 3 approvers we should engage.
      • How aligned are those stakeholders today on the target returns, timeline, and acceptable trade-offs? Options: Fully aligned, Mostly aligned with some concerns, Significant misalignment, Unknown / needs assessment
      • What internal politics or prior commitments could influence their willingness to accept our recommendations?

      Which number will break the deal?

      • Which single pro forma assumption, if proven wrong, would make you walk away from the project? Options: RevPAR, Occupancy rate, Construction cost per key, Financing rate/terms, Stabilized NOI, Other
      • Please provide the target and downside value for that assumption (e.g., target RevPAR $X / downside $Y).
      • How much contingency is currently included in the budget and where is it allocated? Options: None, Small (<=5%), Moderate (6–12%), Conservative (>12%), Unsure
      • How comfortable are you with transferring vs. retaining cost and schedule risk (e.g., fixed-price GC, GMP, owner contingency)? Options: Prefer transfer to contractor, Share risk via contingencies, Retain risk to protect schedule, Open to hybrid approaches
      • Have lenders or equity partners set specific covenants or thresholds we must meet before each milestone? If yes, summarize.

      How does the market fall in love (or not)?

      • What would need to be true about demand and the competitive set for this resort to meet or exceed your RevPAR/occupancy targets?
      • Which demand generators are most important for this site? (select all that apply) Options: Leisure drive market, International air arrivals, Meeting/conference demand, Destination weddings & groups, Golf/amenity draw, Wellness/spa travelers, Seasonal events
      • How reliable are the comps you intend to use—do they share similar seasonality, price positioning, and service proposition? Options: Very reliable, Reasonably similar, Some similarities but important differences, Not reliable / poor comps
      • Where do you expect demand to come from in year 1 versus year 5? Please provide segments and approximate mix.
      • What current market signals (airlift, new attractions, pricing trends) make you optimistic or skeptical?

      Design vs. Dollars: What won't budge?

      • Which brand or design requirement is absolutely non-negotiable for you, even if it increases cost? Options: Guestroom size/footprint, Number of F&B outlets, Spa/wellness facilities, Owner unit mix/OOI, Sustainability/certification standard, Other
      • Which elements would you be willing to reconfigure or phase to protect budget and schedule? Options: Public areas, F&B outlets, Spa/amenities, Room product/fit-out, Back-of-house scope, Phasing construct
      • How do you prioritize guest experience versus cost containment on a scale from 1 (cost first) to 5 (experience first)? Options: 1, 2, 3, 4, 5
      • Have you identified potential value-engineering areas or local design alternatives we should evaluate? If so, list them.
      • Would you accept a phased opening or soft-branding to protect returns and accelerate cash flow? Options: Yes, phased opening acceptable, Yes, soft-branding acceptable, Prefer full branded launch, Unsure—need more guidance

      Deadlines, windows, and the one date you can't miss

      • If you had to guarantee just one date, which would it be—construction start, opening, or stabilized cash flow—and why? Options: Construction start, Opening, Stabilized cash flow, None—flexible
      • What external windows are critical (e.g., entitlement approval periods, tax/incentive deadlines, tourist season timing)?
      • Which milestone delays would you tolerate and which would trigger contract breaches or a pause in funding?
      • How do you currently track schedule risk and which party is accountable for on-time delivery? Options: Owner team, Development manager, GC/CM, Brand, Third-party overseer
      • What accelerated approaches (e.g., phased enabling works, prefabrication, parallel permitting) would you consider to protect the critical date?

      Opening day: what success actually looks like

      • Imagine opening day—name the three measurable things that would make you say: ‘We nailed it.’
      • Which KPIs are non-negotiable in the first 24 months (select up to 4) Options: Occupancy %, Average Daily Rate (ADR), RevPAR, Guest satisfaction (NPS), F&B capture rate, Group conversion rate, Operational cost per occupied room
      • How important is brand consistency versus local authenticity for guest perception and long-term returns? Options: Brand consistency is paramount, Prefer a local adaptation of brand standards, Balanced—depends on guest mix, Undecided
      • What pre-opening readiness items worry you most (hiring, systems, supplier contracts, brand approvals)?
      • Do you expect us to lead pre-opening training and commissioning, or to advise an existing operations partner? Options: Lead pre-opening delivery, Advise existing operations partner, Joint delivery model, Undecided

      Risk — what are you willing to own?

      • Which category of risk are you least willing to accept personally (construction, entitlement, market, brand, financial)? Options: Construction, Entitlement/regulatory, Market/demand, Brand/operational, Financial/financing
      • What risk transfer mechanisms do you prefer—fixed-price contracts, performance guarantees, milestone-based payments, or shared contingencies? Options: Fixed-price / GMP, Performance guarantees, Milestone payments, Shared contingency pool, Insurance/bonds
      • Have you used third-party oversight or owner's rep services on prior projects? What worked or failed?
      • If we were to propose a risk-allocation table, which items must be assigned to the developer and which could credibly be delegated to contractors or brand partners?
      • Are there specific contractual terms or commercial red lines we should be aware of before drafting proposals?

      Quick alignment: what would make you invite us in?

      • What would success from our initial engagement (first 60–90 days) look like to you?
      • Which deliverables would you prioritise in that window? (select up to 4) Options: Site feasibility memo, Preliminary pro forma sensitivity, High-level concept massing, Entitlement risk map, Procurement strategy, Capital stack overview
      • How do you prefer to make decisions during discovery—weekly steering calls, biweekly executive updates, or milestone workshops? Options: Weekly calls, Biweekly updates, Milestone workshops only, Ad-hoc as needed
      • What budget range and approval process would you consider for an initial feasibility and concept phase? Options: <$100k, $100k–$250k, $250k–$500k, >$500k, Undecided
      • What are the top three questions you'd like answered by the end of discovery that would make you comfortable moving to the next stage?
  6. Success

    Review performance against feasibility and success metrics, capture lessons learned, and maintain a shared channel for issues and enhancements.

    Success Reviews

    • Success Review Kickoff
    • Performance vs Feasibility Deep Dive
    • Lessons Learned Workshop
    • Continuous Improvement & Enhancements Planning
    • Shared Channel, Reporting & Ongoing Governance Setup

    Issues & Enhancements

    • Establish governance and reporting mechanisms to track adoption and impact of enhancements.
    • Share consolidated performance data request list and deadlines with owners.
    • Distribute the template for the performance pack (metrics, data fields, and definitions).
    • Schedule the Performance vs Feasibility Deep Dive session and assign facilitators.
    • Workshop Framing & Rules
    • Capture a comprehensive set of lessons across all project phases with clear context and evidence.
    • Prioritize lessons into quick wins and strategic changes to inform process and contractual updates.
    • Assign accountable owners and timelines to convert lessons into actionable changes.
    • Create a Lessons Learned dossier with context, evidence, recommended change, and owner for each prioritized lesson.
    • Update the standard playbook sections (entitlement, procurement, cost control, pre-opening) with approved changes.
    • Schedule knowledge-transfer sessions for the delivery and development teams to institutionalize best practices.
    • Review Prioritized Lessons & Problem Statements
    • Convert lessons into a prioritized, time-bound enhancement backlog with owners and success metrics.
    • Define at least one pilot initiative with clear scope, metrics, and resourcing to trial improvements.
    • Opening & Metric Definitions
    • Publish the prioritized enhancement backlog to the shared channel with owners and due dates.
    • Draft pilot charters for top 1–3 initiatives and secure sponsor approval.
    • Allocate required budget or internal resources for approved pilots and updates.
    • Stakeholder Roles & Audience
    • Put a shared, auditable channel in place for tracking issues and enhancements with clear ownership and SLAs.
    • Agree on reporting cadence and template so stakeholders receive consistent, actionable updates.
    • Ensure all relevant stakeholders are onboarded and know how to use the channel and submit items.
    • Create the shared channel/workspace and invite the defined stakeholder list with appropriate permissions.
    • Publish issue submission and SLA guidelines and the initial reporting templates to the channel.
    • Populate the channel with the initial backlog items and schedule the recurring reporting meetings.
    • Identify and quantify the largest variances between feasibility and actual performance.
    • Agree on the preliminary root causes for material variances and assign owners for deeper analysis.
    • Determine whether performance deviations are acceptable, remediable, or require contract/governance actions.
    • Produce a variance register with quantified financial impact and assigned RCA owners.
    • Task finance team to model IRR/P&L impacts for top 3 variance scenarios.
    • Collect missing validation documents (commissioning logs, vendor claims, entitlement correspondence).
    • Welcome & Objectives
    • Ensure all stakeholders share a single, explicit set of feasibility assumptions and success metrics.
    • Confirm data sources, owners and validation steps to enable reliable performance comparison.
    • Agree on review timeline, deliverables, and responsibilities.
    • Revenue & Demand Performance
    • Project Timeline Retrospective
    • Agreed Feasibility & Success Metrics Recap
    • Channel Structure & Tools
    • Propose Improvement Initiatives
    • Issue/Enhancement Lifecycle & SLAs
    • Breakout 1 — Entitlement & Market Risks
    • Define Pilot Scope & Success Criteria
    • Proposed Review Scope & Methodology
    • Cost, Schedule & Capex Variance
    • Reporting Templates & Cadence
    • Prioritization & Resourcing
    • Data Ownership & Validation Plan
    • Operational KPIs & Guest Experience
    • Breakout 2 — Construction & Cost Controls
    • Timeline, Outputs & Roles
    • Risk Events & Root-Cause Summary
    • Breakout 3 — Brand & Operational Readiness
    • Onboarding, Access & Next Steps
    • Roadmap, Governance & Reporting
    • Quantify Financial Impact & Sensitivity
    • Synthesis & Prioritization
    • Assign Owners & Next Steps
    • Confirm Open Questions & Next Steps
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