Real Estate Consultancy vs Client-Side: Should Valuers Make the Move?
Many valuers are tempted by client-side roles. Attracted by perceptions of better work-life balance, less external pressure, and more stable working environments. But while there are definite advantages, there are also trade-offs.
Below is a detailed breakdown of the pros and cons of moving from consultancy to client-side, especially for chartered surveyors in commercial real estate valuation.
What is the difference between a real estate consultancy and client-side?
Consultancy
Valuers working for firms that serve multiple external clients; may do fee-earning valuation work, reports, advisory, valuations for investment, development, lending, etc.
Client-side
Valuers employed by a single organisation or asset owner / fund / property company, etc., focusing internally (own portfolio, company needs, maybe fewer external clients) rather than pitching for and servicing many clients.
Pros of moving client-side
Potential for better work-life balance
Usually, less pressure to chase fees, bids, or constantly secure new work (less business development).
Fewer external deadlines from varied clients; more predictable workload.
More control over workflow, with internal planning and fewer surprises in scope or requests.
Greater stability & predictability
More stable income, fewer fluctuations tied to market conditions (though not immune).
Less travel, fewer external site inspections for remote clients perhaps; more consistency in location/home base. Likely more stable in terms of job security during downturns, depending on employer.
Ownership & influence over portfolio
You see the long-term performance of assets; you may get deeper involvement in strategies (maintenance, capex, sustainability, ESG) rather than just reports.
You can influence the internal decision-making (e.g. in capex, sustainability, life-cycle, renewal) and not just valuations in isolation.
Broader corporate exposure
Exposure to different disciplines (asset management, operations, property management), depending on the organisation.
Possibility to work cross-departmentally (finance, budgeting, sustainability, risk) that enriches your understanding beyond valuation.
Perceived lower pressure from sales / fee-earning targets
No need to constantly win new clients or compete for instructions.
Possibly less volatility in performance metrics tied to external perceptions and bidding.
Cons / risks of moving client-side
Less variety in work
You might work on the same asset types repeatedly. The diversity of projects, clients, locations that consultancy often gives can be missing. Some valuers may find the work becomes more routine.
The exposure to different geographies, types of properties, unusual instructions may decline.
Potential for slower career progression or less visibility
Internal structures may be flatter; fewer levels of seniority than consultancies. Titles can be more generic; may be harder to distinguish your CV externally.
Opportunities for promotion may depend on internal headcount; you might be limited by scale of organisation rather than by your ability.
APC / professional qualification support might be weaker
Some client-side roles may not prioritise or fund support for RICS APC or similar professional development to the same degree as consultancies.
Less mentoring from senior valuers or exposure to complex valuation problems that help develop competence for chartered status.
Pace can be slower / less dynamic
Less exposure to competitive stress and shorter deadlines can be good, but for some it feels like loss of dynamism.
Internal processes, bureaucracy, slower decision-making can affect satisfaction for those who enjoy variety and challenge.
Salary & benefits might not be always better
Though many believe client-side roles pay more, that isn’t always true. Salary may be similar, but differences often arise in bonus structure, performance-linked pay, exposure to fee-earning upside (which consultancies may offer).
Some client-side roles may not offer the same level of variable compensation or external client-driven bonuses.
The Reality of Limited Client-Side Roles
Another often-overlooked factor is simply availability. While consultancy firms hire at scale and across multiple offices, client-side valuation roles are relatively scarce. Large investors, funds, or property companies may only need a handful of in-house valuers to manage their portfolios. This means the number of genuine client-side opportunities is small compared to consultancy openings.
This creates a paradox. Many surveyors sit tight in consultancy, waiting for that “perfect” client-side opportunity to appear. But because there are so few, demand far outstrips supply. Jobs can attract dozens of applications, and competition is intense.
Ironically, this can lead to frustration. Surveyors who delay moving from their current consultancy role in hope of a client-side break may find themselves stuck, missing out on excellent consultancy opportunities in the meantime.
This scarcity also means client-side roles are not necessarily easier to secure or better compensated. Because so many valuers chase a limited number of positions, companies often don’t need to inflate salaries dramatically to fill them. The perception of higher pay client-side is, in many cases, a myth.
When client-side can be greener
Given the pros and cons, the grass might be greener, but only in certain circumstances. To make client-side a better move, you should look for:
An employer that values your professional growth. Look for companies that support APC, CPD, mentorship, and let you maintain or grow your technical skills.
Role variety. Even within a client-side role, if the employer has multiple asset types, geographies, or opportunities to influence strategy, the role is more likely to stay interesting.
Good package structure. Pay, bonuses, benefits, flexibility, and work environment need to be comparable to consultancy. Sometimes the consulting position’s “variable upside” can make up for base pay.
Culture & pace. If you thrive on challenge, you’ll want a client-side employer that doesn’t let things stagnate; someone with internal momentum, ambitious projects, maybe exposure to external consultant work.
The bottom line
While client-side roles are often seen as offering greater flexibility, autonomy, and benefits, these advantages can vary significantly depending on the specific client. In some cases, client-side salaries, even with benefits and seniority considered, may be comparable to those offered by consultancies.
Additionally, client-side teams tend to be smaller and might not offer the same level of support, variety, or defined career progression often found in consultancies.
For many valuers, the right move should depend less on “consultancy vs client-side” and focus more on which consultancy or which client (i.e., the specific employer, the role, the portfolio etc…) can offer support for the career development you need.
For any valuer contemplating the move, it’s worth mapping out the full package,not just assuming client-side is automatically better.
Your next move matters.
Overall, the market is in your favour. But making the right choice is about more than salary. At SONDR, we help valuation surveyors find roles that align with their ambitions, work-life balance, and long-term career growth.
Take control of your career.