Opening up the future through internal and external networks - the reality of development sales challenging the forefront of spatial planning

Mizuki Ogura joined NOMURA Co.,Ltd. in 2018 as a development sales professional. He is currently working as a manager, planning domestic mixed-use developments. In his previous job at a trust bank, Ogura was responsible for managing domestic securities assets for institutional investors. In this article, he talks about the background to his career change after encountering spatial design, and the fulfillment he has found in his new environment.

Working closely with customers from the planning stage and building trust through information editing capabilities

Mizuki Ogura is a member of the Yokohama Sales Office, Development Division 1, First General Department, Business Production Headquarters. As a business producer, she is involved in the development of various businesses.

Ogura: "My department supports domestic developers in planning and examining mixed-use developments in urban areas and new facility developments. We mainly consult on conceptual work, including the most upstream stages of a project, such as land acquisition and business decision-making."

Among other things, Ogura is in charge of building networks with developers, mainly in the Yokohama area, and developing new business.

Ogura: "I'm involved in a wide variety of development projects, including commercial facilities, offices, entertainment facilities, hot spring facilities, and parks. Sometimes I'm consulted at the planning stage with vague ideas like, 'What use and scale would be best for this location? We're not sure what we should do,' but sometimes I'm asked for my professional opinion after a certain amount of consideration."

In response to such requests, a team is formed with the planning staff at the core of the company, who analyze the area and location. They then determine a direction based on the needs of the local area and the wishes of the customer. In this type of work, the most important thing is the ability to edit information.

Ogura: "Because we don't know what angle a consultation will come from, we try to gather information on a wide range of topics. We exchange information with customers on a daily basis, picking up on the characteristics of their business and things that they might be interested in, so that we can be prepared to respond immediately when they come to us for consultation. Sometimes, bringing up a topic ourselves can lead to new work.

As part of our information gathering, we actively participate in seminars and cross-industry networking events. When we see keywords that are currently trending, such as "sustainable" or "agriculture and food," we visit those events and build networks with people who our customers may not have had contact with. We meet mutual acquaintances in unexpected places and make connections with unexpected connections.
I then compile the knowledge and information I have gained and discuss it with the customer, searching for the key to resolving their problem."

NOMURA Co.,Ltd. says its strength lies in the fact that it has employees with diverse know-how and specialized knowledge, and is able to assign the right personnel to meet customer needs.

Ogura: "We have a wide range of talent and can create the right team, so we can provide peace of mind and comprehensive strength. If originality or industry-specific expertise is required, we can also form a team by utilizing external networks.
NOMURA Co.,Ltd. is in charge of overall direction and project management, allowing us to create the optimal team by utilizing our internal and external networks."

The need for contrast in the workplace paved the way for spatial concept design

Ogura was previously employed in asset management at a trust bank. He felt the need for a space where he could refresh himself in a workplace that required concentration and precision, so around 2015 he began studying spatial concept design at a concept design school for working professionals.

After leaving the bank in 2017, he interned at concept design and architectural firms.

Ogura: "Through my experiences at concept design school and as an intern, I realized the significant psychological effect that changes in space can have on changing people's moods. I also learned about the power of concept design and wanted to meet the needs of this industry."

Realizing that he could utilize the skills he had gained from his previous job through project management work, Ogura aimed to work in sales for a company related to spatial creation, and in 2018 he came across NOMURA Co.,Ltd.

Ogura: "The job posting was for 'development sales,' and I was attracted to the idea of being involved in the upstream processes of a wide range of conceptual projects, such as finding new customers and developing new business models. In my previous job, I was relatively focused on work carried out by a set group of people and according to set rules, but I felt a desire to team up with more diverse people and take on the challenge of work from a new perspective."

For Ogura, who thus began his new career, the first symbolic project in his career as a salesperson was the project for the Sumitomo Life "Vitality" Plaza.

Ogura: "Around the summer of 2018, we met them at displays where they were promoting health promotion insurance, and we met to exchange information, which is how our relationship began. As we talked, we realized that rather than simply selling a new product, they wanted to work with the local community and provide health support that was tailored to each individual's lifestyle.

At the time, NOMURA Co.,Ltd. had a history of focusing on community revitalization, so we continued to communicate with them from that perspective. Then, they mentioned that they wanted to have a real base to realize their philosophy, which led to them consulting us."

After about a year of communication, they were awarded the business model development contract, and instead of a store selling insurance, they opened the first store in 2019 as an information dissemination hub for experiencing and supporting health promotion activities, followed by the second and third stores, and then the flagship store in Ginza in 2021. From this experience, Ogura gained an important realization.

Ogura: "Rather than proposing store construction and other methods from the start, I focused on understanding the client's vision and mission, and by engaging in repeated discussions as an advisor, I learned that this ultimately builds a relationship of trust, which leads to success."

New product development and anniversary projects: the "value of networks" shared across different challenges

▲Yokohama Landmark Plaza "Yokobaru"

Starting in 2021, we have been involved in the development project for the product"(tentative name) WOOD FLOOR UNIT 3.2," which utilizes domestic wood, as a challenge in a new field.

Ogura: "An existing client approached us with a consultation about developing a new product for their group company, which operates a comprehensive forestry business. What was unique about it was that we aimed to create a product that could be sold in large quantities as a ready-made product, rather than a custom-made item. We started by holding an internal idea exchange meeting to gather knowledge from each department. We also reached out to external companies, such as a general metal building materials manufacturer and a wax manufacturer, and ultimately formed a development team with the participation of six companies, including Mitsubishi Estate and MEC Industry, and were able to release the product.

We aimed to develop a product that could be adopted on a mass scale, while also considering the revitalization of forestry and the circulation of forests. Various verifications were required, such as the balance between price and strength, and achieving the load-bearing level of a general floor.
This was my first attempt at product development, but I worked with experienced members of the company, as well as the legal and public relations departments, and completed the project in two and a half years. Currently, with the rise in environmental awareness, we are receiving inquiries about large-scale projects, such as "We would like to use this product in an entire building."

Another project that we have been working on since 2021 is to mark the 30th anniversary of Yokohama Landmark Plaza.

Ogura: "As a facility that represents Yokohama, we have been discussing with our clients for several years how we can continue to lead the city into the future.

What was distinctive about this project was that we interviewed experts in multiple fields and incorporated external perspectives in an unbiased manner. Usually, we decide on the direction of the project and then hold interviews to verify the project, but for this project, we decided only on the broad framework and adopted an approach of listening to opinions without preconceptions."

As a result, creating a place that would promote the appeal of the region and its food was selected as the first theme, and Yokobaru opened on May 29, 2025.

Ogura: "The reason why the client chose 'food' from among the many themes was because it was a topic that visitors would find familiar. Also, we were able to ask Yokohama-based artist Ryohei Yamashita to create the mural thanks to an introduction from someone who was in the management of the school I was attending when I was in concept design school.

Through this project, I realized that regular contact with people from various fields leads to new approaches to business and new proposals, which was a great learning experience for me."

Pick up on what the customer has to say and look for clues to resolve the issue based on information from both inside and outside the company.

Ogura had this to say about the joy of development sales:

Ogura: "The real joy is being able to move forward with a client's 'ambitious projects.' It's interesting to work together with the client to rack our brains and move things forward, and although there can be pressure at times, it's also rewarding."

When building relationships of trust, Ogura focuses on having a deep understanding of the business and being flexible in his approach.

Ogura: "It's important to delve deeply into the client's business and fully understand their concerns and needs. Even if a project comes up in casual conversation, we don't say 'we can't do it,' but first explore how it can be implemented. Even when there is no right answer, I believe the mission of development sales is to make the best decisions based on the client's needs and information gathered both inside and outside the company."

Regarding future prospects, he says he would like to advance business development along two axes.

Ogura: "First, we want to propose spaces and projects that incorporate the themes of 'sustainable society' and 'coexisting with the Earth' into people's daily lives and lifestyles, rather than just promoting them. Second, we want to incorporate extraordinary elements, such as entertainment, into the everyday. We feel that these elements are what people want when considering how to attract customers. Ultimately, we want to combine these two axes to create a new space.
I hope to continue to take on new challenges, involving everyone, regardless of genre."

Ogura had this to say about the appeal of NOMURA Co.,Ltd.

Ogura: "I feel that there are many people who work by making the most of their individuality. Rather than having uniform knowledge and skills, there are a great many people who have specialized skills in their own areas of interest and expertise.

Especially in development sales, the team changes for each project, so you are constantly required to build new teams with new members. I think this is a good environment for people who want to meet different people, incorporate diverse ideas, and update their own way of working."

Ogura himself has a clear vision of what he wants to achieve within the organization.

Ogura: "I want to be someone that people think, 'If I just talk to Ogura, I'm sure he'll be able to put together a great team,' 'I'm sure he'll give me some ideas,' or 'If I ask him, I'm sure he'll give me some useful information.' I personally think that my uniqueness lies in my brimming curiosity and my interest in everything. I want to be able to express my individuality by continuing to have an interest in a wide range of fields."

*The information provided is current as of May 2025.