Creating Value in the Real Estate Development Process

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June 17, 2019 @ 8:00 am
June 19, 2019 @ 3:00 pm
ULI Headquarters
2001 L Street
Suite 200, DC 20036 United States
ULI Learning


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Building on a fundamental understanding of the development process, this course focuses on the skills and practices required to create value at each stage of a development project from conception through to implementation.  The course describes and demonstrates how to spot opportunities and then, to create value.  It is structured on the principle that learning to make good decisions requires more than instruction; it requires interaction and practice.

The course engages participants in challenging case studies and interaction with other class members.  Participants work in teams on realistic case studies representing different stages of a real estate development project. The program addresses acquisition, design, market dynamics, entitlement, capital structure, pro-forma modeling and development management, providing practical experience at each stage, and inspiring creative solutions to complex development problems. For each case study, participants receive real-world data from which they produce a viable strategy to create value.

Prominent guest lecturers from the fields of finance, market analysis, entitlement, construction, architecture, public sector, and entrepreneurial development discuss the development process from their own perspectives in an interactive and collegial setting.

Through this hands-on approach, participants are introduced to higher-level concepts and real-life complexities of the development process. They will view issues through multiple perspectives designed to help develop innovative and practical solutions that create project value.

Participants receive computer models, case descriptions, course outlines, and handouts through a download or on a flash drive.

Registration includes course materials, continental breakfast, lunch, and a networking reception.

Participants are expected to bring a laptop computer with Microsoft Excel to the course.

Principal Instructor

Charles A. LongCharles Long
Principal, Charles A. Long Properties, LLC
Principal, Junction Properties, LLC
Oakland, CA

Charles A. Long is a developer specializing in mixed-use infill projects, including acquisition, entitlement and public private partnerships.  He is currently developing two multi-family projects in Oakland, CA, one at 78 units, the other at 97 units.

He served for eight years as city manager in Fairfield, California.  Since 1996, he has worked as a consultant to public and private clients on development and management.  He has held interim positions for several cities in finance, redevelopment and management, including Interim Town Manager of Mammoth Lakes and Interim City Manager of Pinole and Hercules, California.   His assignments have been diverse including negotiating development agreements, writing redevelopment plans, pro-forma analyses, strategic planning, economic development, organizational development, capital and financial planning, budget reform, base reuse and alternative energy development. He has overseen over $600 million of public financing in his career.

Mr. Long is a full member of the Urban Land Institute and, within ULI, a member of the Public Private Partnership Council. He is a faculty member of the ULI Real Estate School, teaching both in the US and internationally.  He has served on eighteen ULI Advisory Panels, chairing panels in Salem, OR, Boise, ID, Dallas, TX, Buffalo, NY Pasco County, FL and San Bernardino, CA.  He received the 2012 Robert M. O’Donnell Award for distinguished service in the advisory program.  He is the former co-chair of the Sustainability Committee for the San Francisco District Council and, in that capacity, initiated several reports including recommendations for streamlining California’s environmental review process, a directory of financing sources for building efficiency and a survey of resiliency best practices in the Bay Area.   He is the author of the book, Finance for Real Estate Development, published by ULI in April 2011 and winner of the 2012 National Association of Real Estate Editors Silver Award.

Mr. Long has a BA in economics from Brown University and a Masters of Public Policy from U. C. Berkeley.  He served in the U.S. Army as an infantry platoon sergeant.

Guest Speakers

A.J. Jackson
EVP, Social Impact Investing
JBG Smith Properties
Chevy Chase, MD

Chris Jewell
Project Manager
Falls Church, VA

Brian T. Kenner
Deputy Mayor
Washington DC
Washington, DC

Kelly Mangold
Vice President
Washington, DC

Bill Prutting
Senior Managing Director
Jones Lang Lasalle
Washington, DC

Mark Sharer
Market Executive
Bank of America Merrill Lynch
McLean, VA

Jared Stoffan
Senior Associate
Falls Church, VA

Adam Weers
Trammell Crow Company
Washington, DC

Robert Wolcheski
Acquisitions & Development
Roadside Development
Washington, DC

Meeting Location

ULI Global Headquarters
2001 L Street
Suite 200
Washington, DC 20036

Nearby Accommodations

Hyatt Place Washington DC
2121 M Street, NW
Washington, DC 20037
(202) 838 2222
(.4 miles)

Hilton Garden Inn
2201 M Street, NW
Washington, DC 20037
(202) 974-6010
(.4 miles)



ULI member: $1,095
Non-member: $1,460
Government and nonprofit ULI members: $950
Government and nonprofit ULI non-members: $1,265

Registration fee includes tuition, course materials, luncheons, and refreshments. There is an additional $100 charge for on-site registrations.

Cancellations, which must be made in writing or email to ULI’s Customer Service Department, will be subject to a $100 administrative fee. Cancellations must be received at least seven days prior to the start of the workshop to be eligible for a refund. No refunds will be granted thereafter. You may, however, transfer your registration, without penalty, to another member of your organization.


Program Highlights

  • Market Dynamics—Recognizing opportunities within contemporary market forces
  • Finance—Bringing the capital to fund value creation.
  • Joint venture creation and returns—Creating the development entity and structuring the distribution of return.
  • Entitlement—Managing the process to achieve community ownership and approval.
  • Management—Areas of focus, management principals and creating a team of diverse skills that networks ideas and capacities.
  • Partnerships—Crafting partnerships with the community to achieve mutual goals.