Partnerships at auctions improve investors’ deals

The theme of the past couple of years has been caution. While ‘cautiously optimistic’ is the buzz phrase that has been thrown into virtually every conversation, it is much more the ‘cautiously’ than the ‘optimistic’ half of that has been the guide for investors in their business decisions.

And yet while the private treaty market resembles ripples in a pond, the world of auctions – while not quite a gushing river – is proving once again its liquidity with a steady stream of deals. Indeed, the combination of the slower private treaty market with its extended marketing periods due to investor caution and higher deal failure rates led to an increase in the number of commercial properties coming to the auction market and the average lot size increasing in 2024 by nearly 30% compared to 2023. 

This is a trend that we hope will continue. Auctions have amply demonstrated their capacity to handle larger lot sizes and sellers have seen evidence of the benefits of adopting a ‘hybrid sales’ approach, a way of working that we at Allsop pioneered where our private treaty and auction teams work side-by-side and has proven especially effective in today’s market where flexibility, speed and certainty are key.

But if a seller is to make the most of this new environment and achieve both the best price possible and a quick and confident sale, they need to carefully consider their strategy and ensure integrity and expertise are at the heart of it. 

They need a partnership approach more than ever.

Broadening your reach and adding depth to marketing

There are numerous ways in which adopting a collaborative partnership approach can benefit anyone considering selling a property through auction. The most obvious is that auctioneers who work closely with their specialist teams can identify more potential bidders by widening the marketing base. A good example of this in the past year was the sale of a building in Pall Mall for £10.8m, where we collaborated with our West End investment team.

With a focus on quality over quantity, our commercial auction team conducts fewer auctions than most residential auctioneers. However, by specialising exclusively in the commercial sector and supporting each sale with a targeted three-week marketing campaign, we deliver a truly proactive sales service - rather than simply offering a ‘listing’ service - fully dedicated to commercial property. Our deep sector knowledge enables us to secure the best possible prices, while the additional time allows us to leverage the expertise of other teams within our partnership, collaborate with local agents, and tap into our extensive network of past buyers and bidders built over many years.

This is a clear point of difference compared to the ‘hit and hope’ strategy of other auctioneers - where properties are listed repeatedly in catalogue after catalogue until they eventually sell or are withdrawn. Not only can this diminish a property's perceived value, but it also risks it becoming stigmatised. Instead, we focus on a smarter, more strategic method - one that’s proactive, targeted, and designed to deliver the best possible outcome from the outset.

Acting with integrity

Fundamentally, one of the most important elements in what will make a success of the auction route – particularly if done as part of a hybrid strategy – is for all advisors, either internal or external, to have a collegiate working relationship.

While very few auctions involve the rise and fall of a gavel on a physical podium in a moment of high tension, they are nevertheless intense affairs. From the point of instruction, to the exchange of our unconditional auction contract, can often be little more than three weeks.

For this to work, then, you need to trust your agent. You need to understand that they have your interests at heart, will be working day-and-night to achieve the best results for you with whomever they need to in order to secure that result, and that they are acting with the utmost integrity. If you can’t be confident of that, you can’t be confident that you are being advised most effectively. While we are, naturally, biased, it’s why we feel Allsop’s partnership model, and our partner led approach, makes our auction offering even stronger; we have skin in the game and a natural inclination to work across the business, collaboratively, on behalf of our clients to drive results.

Allsop is a 120-year-old partnership which has been running property auctions for over 60 years, and we continue to be entranced by how this sector of the market continues to evolve. It’s becoming a central consideration for any investor looking to secure the best price.  Nothing in life is ever guaranteed and there are risks and opportunities in everything. But by taking a collaborative approach, better outcomes are not only a possibility – they’re the probability.

This blog was first published on 7th November 2025 by Estates Gazette. You can see the full article on p34-p35 here.

Contact

Mark Gower is managing partner (commercial) at Allsop and in his role as commercial auction partner advises on all aspects of the commercial auction process.