Ten years ago when I was working on development pro formas (here in Toronto), we used to assume that we would launch condominium pre-sales, and then start working drawings once we hit somewhere around 50% sold. And for our hard costs, we would carry a modest inflation rate of say 2-3% per year.

The thinking at the time was that construction documents are expensive, let's not spend the money until we know that we have a good amount of sales under our belt. In Toronto, you can also use purchaser deposits toward project costs, so this is an equity efficient way of managing your cash flow.

But then this go-to-market strategy started becoming too risky, probably around 2017-2018. Sales were happening faster and costs started increasing a lot faster, and so now everyone wanted to minimize the lag between their pre-sales (your revenue) and when they procured construction (your costs).

So as an ideal and totally risk-averse approach, the objective was to be ready to start construction and to know what your hard costs would be before you even started selling condominiums. It didn't matter that you were going to spend a bunch of money on technical drawings, because it was still going to be many multiples less than your cost escalation exposure if you didn't do it. There was also a high degree of confidence that you would get the pre-sales once you did launch.

This is how things mostly worked during the pandemic. But strategies once again changed in the second half of 2022. Pre-sales slowed and people started wondering, "wait a minute, could hard costs actually come down?" The answer turned out to be yes and, this year, most people in the industry expect them to come down even further.

This is a good example of how quickly and dramatically things can change in development. In 2021, it was "we need lock in construction costs immediately or we might get hit with a 40% increase on glass." Now it is, "let's wait as long as possible because we're in a deflationary cost environment and I'm sure it'll be cheaper later."

To some extent, you can look to leading indicators like architecture billings and home pre-sales to determine what the future might look like. But it's far from perfect. I don't know anyone that accurately predicted what we just went through over the last number of years.

So as a developer, you just have to do your best to stay ahead of what's coming and manage your downside risk as best you can. In all cases, you're going to need to be creative and nimble. Because clearly a lot can change in the span of even a single development project.

Photo by Ben Allan on Unsplash