The Entitlement Procurement Thesis

The Entitlement Procurement Thesis:

​

By: Brian Barbuto

​

The path to successfully securing entitlements for any project begins with a comprehensive Initial Project Evaluation. While it might seem tempting to rely solely on a land use attorney for legal counsel on entitlements, this approach is akin to seeking farming advice from someone without agricultural experience and expecting successful crop cultivation. Similarly, depending entirely on political consultants to engage with public official’s risks overlooking the intricate dynamics of navigating the approval process, including potential ethical considerations

​

In reality, obtaining entitlements requires leadership that understands and respects the process while exercising discernment in selecting which battles to engage in and which to avoid. The best approach emphasizes a respect for the planners input while retaining the autonomy to make well-informed business decisions. This may involve strategic negotiation to ensure alignment with the governing body responsible for endorsing the project, without creating unnecessary conflict.

​

Setting the right tone starts from the initial inquiry—it's not just about the questions posed, but also about how they are presented. It's not merely about forging connections, but about leaving a lasting positive impression on those connections. It's not about outsmarting planners, city officials, county representatives, or elected officials; rather, it's about fostering collaborative relationships with each of these stakeholders. It's about building trust and ensuring that they feel invested in and supportive of the goals being pursued.

​

Undoubtedly, there are numerous additional factors to consider beyond what has been outlined here. However, the foundational principles addressed are crucial in shaping an approach that ultimately yields the most favorable outcomes.

​

Just as with any successful sports team, assembling the right entitlement team is paramount. Each team member should be motivated by a desire to succeed and perceive their role as contributing to minimizing costs and time expended as victories. They must possess at least one strong relationship within the administrative agency or another influential position. Furthermore, team members should exhibit a strong belief in the project, to the extent that they are willing to defer immediate profits in favor of equity—a move they see as advantageous. It is important to emphasize to the team that failure carries consequences, but success brings rewards. This approach ensures team members remain fully committed to achieving the desired outcome and expediting the project's approval process.