Inside Leasing: Jo Windybank, Colliers

In this exclusive Q&A, we speak with Jo Windybank – a dynamic force in Sydney’s retail leasing landscape, known for bringing innovative brands and bold precinct ideas to life.

SHOPPING CENTRE NEWS: How did you get started in retail leasing?

Jo Windybank: I actually didn’t set out to build a career in retail leasing, I fell into it by chance. While completing my Bachelor of Commerce/PR & Media at UNSW, I applied for work experience at Colliers and was placed with the retail leasing team as a data analyst. Over time, and with the guidance of my two mentors, Michael Bate and Michael Tuck, I found myself drawn to the work and the impact it had. The opportunity to learn from them day to day and the confidence they have in me to work alongside them on major Sydney CBD projects has taken my skillset to another level.

What I love about retail is the relationships. I get the chance to connect with brands, business owners, landlords, and the energy that comes from helping shape retail experiences. That combination sparked my passion for retail!

SCN: Do you have any career highlights – proudest moments, favourite projects, most memorable deal?

JW: My favourite project to date would be the Sydney Metro Martin Place precinct, working with the landlords on a strategy that gave us real creative licence to introduce new and innovative brands. Securing innovative and first-to-market concepts like Lune and Sneaker Laundry made it especially rewarding. The scale of this project also allowed us to collaborate with some of our favourite Sydney operators, such as Brooklyn Bridge Deli, which we’ve supported in its rapid Sydney expansion, and Etymon Projects, which is bringing another Loulou concept to life.

As for the most memorable deal, I’d have to say the wellness brand RCVRI at 17 Castlereagh Street. The site was unconventional for that type of use, but we were able to transform it into a wellness hub in the heart of the CBD within an office tower. It was a challenging brief that turned into a great success, and the bonus is I now have my own go-to spot to switch off after work – saunas and all!

Another milestone deal was working alongside the Lucas Group team to secure its historic digs concept, Grill Americano, in Sydney. Securing the ground-floor space in the historic Qantas House offered an iconic location with visual impact that will no doubt become a CBD institution with the well-known tiramisu being served up there later this year.

SCN: What do you love about leasing?

JW: I love the hustle. No two days are ever the same. One moment you’re negotiating a deal, the next you’re exploring a new brand concept or uncovering a growth opportunity. I also enjoy meeting business owners and hearing their stories. Every retailer has a unique journey and being part of helping them bring their vision to life is one of the most rewarding parts of the job.

SCN: What do you think are the key elements of a successful retail business?

JW: I think success in retail comes down to a few key elements. Firstly, being ahead of the trend. The most successful retailers are constantly looking forward, identifying what’s next, and staying one step ahead of shifting customer expectations. Secondly, having a clear niche or point of difference is critical – we are always looking for the newest, best thing!

Execution is also key. Successful retailers bring product, fit out, marketing and brand identity together in one cohesive experience. Consistency across every touchpoint – from the product itself to the in-store environment and the way the brand is communicated – is what creates trust and builds loyal long-term customers. A great example of this is powerhouse coffee brand Batch Espresso, which we placed in Parkline Place and 85 Castlereagh Street late last year. Batch’s loyal customer base is a testament to the consistency and care it brings to every aspect of the brand across all seven Sydney CBD locations.

Finally, I believe relationships play a huge role. Knowing the right people and building strong networks helps retailers unlock new opportunities, whether that’s securing prime sites, forming brand partnerships, or simply having the right advocates to help broadcast and grow your business.

SCN: What major consumer or retailer trends are currently shaping your leasing strategies?

JW: Wellness and longevity are major trends influencing both retailers and landlords. Consumers are increasingly prioritising health, balance and lifestyle, and landlords are responding by curating assets that reflect this shift. Whether it’s incorporating fitness, medical, beauty or healthy dining concepts, there’s a strong focus on creating destinations that support overall wellbeing. The strength of groups such as Saint Haven, TH7 and even the inclusion of wellness into co-workspaces such as The Commons, shows this trend is not a luxury, but a must-have for office workers.

This is shaping leasing strategies by driving demand for wellness-oriented tenants and encouraging a broader mix that enhances not only retail experiences, but office and mixed-use environments as well.

SCN: Which, in your opinion, is the best example of a good shopping centre, retail precinct or place?

JW: I love when centres create a true destination anchored in a considered tenant mix, where each retailer contributes their own story and identity to the overall experience. It’s this layered approach that gives a precinct authenticity and makes it memorable.

As leasing agents, we have a role to play in this, it’s more than just filling shops. A great retail precinct is embedded in the tenant mix, the experiences curated, and the partnerships fostered.

Take James Street in Brisbane, for example. Beyond its curated mix of fashion and food operators, it invests in activations like the James St Festival, which brings its retailers together in an organic, community-focused way. Food-and-beverage brands sit alongside fashion houses, creating a cultural moment that feels bigger than the sum of its parts.

I’ve had the pleasure of working on Grosvenor Place, Sydney to create a diverse retail mix that emulates this holistic approach. Home to the Colliers office, it gave me the unique opportunity to shape what feels like the ideal office precinct. Securing well-known institution The Malaya as an anchor and boutique brands including Banksia Bakehouse and Kokoro ramen only add to the playful atmosphere and energy that makes the site a social hub at its core.

That’s the kind of retail environment I get excited about leasing into, because it gives tenants more than just space, it gives them a stage.

SCN: Your favourite retailer and why?

JW: One of my favourite retailers would have to be the locally owned sandwich powerhouse S’WICH. With only two stores in Sydney’s East, this brand for me epitomises the creative energy and passion behind good food created by duo [Jordan Abram and Jay Fink], who unconventionally fell into the hospitality world. They have rewritten the script on salads and sandwiches and have done so with flare and uniqueness. The team is constantly evolving the menu, which also includes natural wines and a ‘sips’ element. It showcases the adaptability of the team to deliver what Sydneysiders love.

DISSH is another brand I love. The story behind it – having been homegrown in the Gold Coast and now becoming a global powerhouse through the vision of CEO Lucy – is a true testament to Australian fashion and women. I admire the way DISSH has evolved its aesthetic and strengthened its digital presence. Its timeless, elegant pieces that are constantly being reinvented reflect the modern Australian girl. Finally, the brand’s retail fitouts are pure class, driving an effortless look that will stand the test of time.

SCN: What advice would you give to someone starting a career in retail leasing? What qualities are key to success?

JW: Say yes to every opportunity that comes your way. The more exposure you get early on, the faster you’ll learn. Be hungry, lean into the hustle, and don’t shy away from the hard work, it pays off.

I also think it’s important to find a mentor or someone in the industry you admire and respect. Having that guidance helps you build confidence, sharpen your skills, and gain insights you won’t find in a textbook. For me that mentor is Michael Tuck. Ultimately, curiosity, resilience, and a strong work ethic are the qualities that set people apart in retail leasing. And finally, in this fast-paced industry, it’s important to remember to stop, reset, have a break, and fit in those moments that refill your cup.