Providers on InterFace panel explain what it takes to become a trusted advisor
By John B. Mugford
The provider panel during the recent InterFace HRE Carolinas conference in Charlotte, N.C., featured (from left to right): Bennett Thompson, VP, real estate operations, Advocate Health; moderator Bryan Johnson, America’s healthcare leader, CBRE; Bruce Marshman, director of property development and construction, Charlotte Eye Ear Nose & Throat Associates PA; and Matt Stiene, SVP, construction and facility services, Novant Health. (Photo courtesy of InterFace Conference Group)
As nearly every healthcare real estate (HRE) professional is keenly aware, long-term success largely depends on whether a firm can become a trusted advisor and preferred service provider to the sector’s health systems and larger physician groups.
As Bryan Johnson, Americas healthcare leader of advisory & transaction services with CBRE Group Inc. (NYSE: CBRE), said, professionals with third-party HRE firms want to understand “just the baseline of working with healthcare operators.”
In order to understand how to better succeed in this regard, Mr. Johnson, while serving as the moderator of a panel at the InterFace Healthcare Real Estate Carolinas 2026 conference last month in Charlotte, opened the discussion by asking the health system and physician group real estate executives on the panel the following:
“It would be great to hear from each one of you (on the panel) to help us in this room understand, ‘How do we really recognize who, inside of your organization, is the real customer for real estate decisions? And, what do vendors most often misunderstand about how decisions get made inside your organization?”
Matt Stiene, senior VP of construction and facility services with Wiston-Salem, N.C.-based Novant Health, which operates 19 hospitals and more than 850 outpatients in North and South Carolina, was the first to answer.
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