Based on the "Avoiding common pitfalls when retrofitting assets at scale" panel at PropTech Connect 2025. Featuring:
- Aleksandra Przydrozna, Global Retrofit Lead at Mace Group
- Anca Stefanescu, VP Europe at Alasco
- Bram Harding, Head of Development at Ping Properties
- Vijai Sodiwala, European Lead at Wireless Infrastructure Group
---
The moment Kauricab's CFO realized their €1.2 million retrofit investment was completely unnecessary, everything clicked. The German residential developer had been planning extensive carbon upgrades when their integrated financial analysis revealed something nobody expected: the property was already CO₂-neutral. An 80% CapEx saving discovered through one simple shift—treating sustainability as a financial question, not just an ESG checkbox.
"It's about ensuring organizations think in longer cycles," explains Aleksandra Przydrozna, Global Retrofit Lead at Mace Group.
"You can model the trajectory of your building until 2050. Show the baseline if you do nothing. Show the interventions and their financial implications. Once financial teams see this, they suddenly become carbon fluent."
This is the retrofit revolution. While the industry obsesses over heat pumps and insulation specs, the real transformation is happening in finance departments. CFOs are learning to speak carbon. And that changes everything.
The €1.2 Million Wake-Up Call
Here's what nobody tells you about retrofits: the biggest obstacle isn't finding the right contractor or navigating building regulations. It's convincing your CFOs and investors that sustainability investments make financial sense.
Most retrofit projects start in sustainability teams—passionate, well-intentioned people armed with carbon calculators and ESG mandates. They develop beautiful plans, complete with emission reduction targets and regulatory compliance timelines. Then they march into the CFO's office asking for millions in CapEx, and the conversation lingers off.
Why? Because sustainability teams speak one language (carbon, compliance, climate goals) while CFOs speak another (ROI, cash flow, risk mitigation). The gap between these languages is where retrofit projects go to die.
But when you flip the script—when retrofits start as financial strategy rather than sustainability compliance—something remarkable happens. CFOs don't just approve the budget. They become your strongest advocates.
"It's always useful to speak the CFO's language," notes Anca Stefanescu, VP Europe at Alasco, who has watched this dynamic play out across hundreds of projects. "When you present retrofit investments with CFO metrics—CapEx, OpEx, risk scenarios—the conversation changes completely."
The conversation changes because suddenly, sustainability isn't an expense line. It's a business strategy.
The Three Traps That Kill Retrofit Projects
After analyzing retrofit failures across Europe, three patterns emerge:
The ESG Afterthought Trap: Retrofits get treated as feel-good upgrades—something extra to bolt onto the main capital expenditure plan. "We see retrofits positioned outside of typical CapEx planning, and that creates a lot of budget surprises later down the road," Anca explains. When sustainability investments aren't embedded in your financial baseline from day one, you're not planning a retrofit. You're planning a cost overrun.
The Data Fragmentation Trap: Walk into most development companies and you'll find sustainability consultants working in Excel, finance teams using different Excel files, and operations managing projects in yet another system. "Data is fragmented all over the place, which means there isn't really a baseline to start from," Anca adds. "You don't really know where your carbon is at the moment, and you can't set a reliable plan." It's like trying to navigate without knowing your starting point.
The Unknown Unknowns Trap: This is the killer. Unlike new builds, where every beam and wire is planned from scratch, retrofits mean surgery on living buildings. "You retrofit something that is existing," explains Bram Harding, Head of Development at Ping Properties. "There's already a structure, there are installations, but you don't know for sure what's in there. That uncertainty makes business planning harder—and financial management even more critical."
Traditional project management approaches crumble when faced with retrofit uncertainty. You need financial tools built for ambiguity, not spreadsheets designed for predictability.
When the Market Forces Your Hand
Sometimes the best business case isn't opportunity—it's existential threat.
Harding discovered this firsthand in the Netherlands, where banks now refuse to refinance buildings that don't meet sustainability criteria. "Our end buyers are going to change. They'll only buy assets that are Paris-proof. Once we realized that, our commercial team quickly got in line."
The market isn't waiting for your sustainability strategy. It's already pricing in the cost of inaction. Institutional buyers demand climate-resilient assets. Tenants expect energy-efficient buildings. Lenders require ESG compliance for refinancing.
When your CFO realizes that doing nothing isn't free—it's expensive—the retrofit conversation shifts from "Should we?" to "How fast can we move?"
This is pattern recognition in action. Forward-thinking developers see what others miss: retrofits aren't regulatory compliance. They're competitive necessity.
Technology That Actually Scales
The gap between pilot projects and portfolio transformation isn't technical—it's operational. As Anca puts it:
"Technology is the difference between scaling three retrofits versus scaling 300."
But here's where most companies get it wrong. They think they need better dashboards, more data visualization, fancier analytics. What they actually need is decision-ready intelligence that connects financial and sustainability metrics in real-time.
"Data itself, without proper insight, is worthless. We don't need more static data; we need data that's clearly interlinked with insights. That's when we can create archetypes, benchmarks, and truly scale solutions."
warns Aleksandra from Mace.
The difference is profound. Static data tells you what happened. Decision-ready intelligence tells you what to do next.
That's the multiplier effect of the right technology: it doesn't just make your current process faster. It makes better processes possible.
The Tenant-Landlord Chess Match
Even when you solve the financial modeling challenge, retrofits face another hurdle: the split incentive problem. Landlords pay for upgrades. Tenants reap the energy savings. It's a classic misalignment that kills deals before they start.
Unless you get creative with the financial structuring.
Smart developers are experimenting with rent adjustments, tenant incentives for accepting construction disruption, and lease terms tied directly to ESG performance. The key is transparency—showing all stakeholders exactly how costs, risks, and savings distribute across the building's lifecycle.
This requires scenario modeling sophisticated enough to convince skeptical tenants and conservative lenders. But when you can demonstrate win-win outcomes with hard numbers, the previously impossible becomes inevitable.
Beyond Compliance: Retrofits as Value Creation
Here's the insight that separates leading developers from the rest: regulation sets the floor, not the ceiling.
"Policy sets the floor, but it doesn't set the ceiling," Anca observes. "It does not guarantee a great outcome of your retrofit just because you're meeting regulatory requirements."
Minimum compliance is a cost center. Strategic retrofitting is value creation—higher tenant satisfaction, stronger investor demand, future-proof portfolios.
The developers getting this right treat retrofits as financial transformation projects that happen to involve sustainability upgrades, not the other way around. They're building competitive moats while others chase regulatory checkboxes.
The Finance-First Revolution
Vijai Sodiwala, European Lead at Wireless Infrastructure Group, captured the fundamental challenge: "With retrofits, there's always a degree of the unknown. New builds are easier because you have a standard template. Retrofit doesn't have that."
But what if that uncertainty is actually an advantage? What if the unpredictability forces better financial discipline, stronger risk management, more sophisticated decision-making?
The developers thriving in retrofit markets don't eliminate uncertainty. They embrace it with financial tools designed for ambiguity. They make uncertainty manageable through real-time visibility, scenario planning, and integrated decision support.
80% of Europe's buildings will still be standing in 2050. That's not just a sustainability challenge—it's the largest value creation opportunity in real estate history.
The question isn't whether retrofits will scale. It's whether your financial management can keep up.
Ready to turn retrofits from regulatory burden to strategic advantage? Alasco helps developers integrate ESG and financial planning on one platform, delivering projects on time, on budget, and with lower risk.
