A 1-1 with VirginLand's New Land Director, Paul Osborne

We are excited to introduce Paul Osborne, our new Land Director at VirginLand. With over two decades of experience in land development, Paul brings a wealth of knowledge and a fresh perspective to our team. In this exclusive interview, Paul shares his journey in the industry, his vision for VirginLand, his thoughts on the current market, and more.

Background in the Industry

Welcome to VirginLand, Paul! Can you start by telling us about your background and what led you to join VirginLand?

Paul Osborne: Thank you! My journey into land acquisition was somewhat unplanned. After initially working in banking, I moved into estate agency in Bournemouth, where I was soon offered a role in their land department. This was my first foray into land development, and I quickly realised I had found my niche. Over the years, I've had the privilege to work with several major housebuilders, honing my skills in land acquisition and development across various regions.

Can you walk us through your career journey leading up to VirginLand?

Paul Osborne: My career has been quite varied. After starting an estate agency, I moved on to work with a number of housebuilders, including Crest Nicholson, Barratt Developments, and Persimmon. Each role presented its own unique challenges and learning opportunities. For instance, during my time at Linden Homes, I handled a particularly complex acquisition in Thanet, East Kent, which involved multiple stakeholders and a lot of negotiations. It’s these experiences that have shaped my approach to land acquisition today.

What are some of your proudest achievements in your career so far?

Paul Osborne: One deal that stands out is the acquisition of this 820-unit site in Thanet, East Kent. It was a very protracted and complex deal, involving a strategic partnership with multiple parties, one of whom went into administration just days before we were supposed to close. Despite these challenges, we managed to structure the deal to minimise risks and maximise returns. It’s a deal that required a lot of persistence and strategic thinking, and I’m very proud of how it turned out.

Joining VirginLand

What attracted you to the opportunity here at VirginLand?

Paul Osborne: There were two main reasons. Firstly, I was looking for a new challenge, and secondly, the job at VirginLand really excited me because of its innovative and groundbreaking nature. What you guys are doing—what I’m now doing with you—is something quite different from the traditional approaches I’ve seen. It’s an opportunity to apply my existing skills while also learning new things and being part of something that’s truly cutting-edge.

What are your short-term and long-term goals at VirginLand?

Paul Osborne: In the short term, I want to make an impact by helping the team progress some of the deals they’re working on. It’s about understanding the full process and helping everyone see the bigger picture. Medium to long term, I’m looking to get more involved in placing sites, particularly in house building, where I have the most experience. I’m also keen to foster a strong team culture here, as I believe that teamwork is crucial to success.

Industry Insights

What is your outlook on the current property market?

Paul Osborne: The property market is definitely picking up, with many developers returning to full activity. However, the planning system remains a significant challenge, and I expect it will continue to be a bottleneck for the industry. Another concern is the potential shortage of skilled trades and materials, which could drive up costs and slow down progress. Despite these challenges, I believe the market is set to become more competitive, especially as smaller developers re-enter the fray, encouraged by recent government initiatives.

If you could change one thing about the property industry, what would it be and why?

Paul Osborne: One of the biggest things that niggles me is stamp duty and VAT. When you buy a parcel of land, you pay VAT , although reclaimable the SDLT you pay is based on the gross sum which means you’re essentially being taxed twice on the same purchase. I’ve always found that to be inherently wrong. Beyond that, I think the real issue that needs addressing is the planning system. It needs to be far more streamlined and accessible than it currently is.

Quickfire Questions

What motivates you in your work, and what keeps you passionate about the industry?

Paul Osborne: I love getting a deal across the line, whether it’s a quick win or something that takes 18 months to finalise. I’ve always been highly self-motivated and driven by the challenge of making things happen. In recent years, I’ve also found great satisfaction in mentoring others and helping them grow in their careers. Seeing people I’ve worked with go on to achieve great things is incredibly rewarding.

How many units do you think you’ve acquired over your career?

Paul Osborne: It’s difficult to put an exact number on it, but I’d estimate I’ve been involved in the acquisition of around 7,000 to 8,000 plots over the course of my career. It’s been a long journey, but each deal has added to my experience and understanding of the market.

What do you think is the biggest challenge facing the property industry right now?

Paul Osborne: Aside from the planning challenges, I think the biggest issue we’re facing is a potential shortage of skilled trades. We need to build more houses, and the government is doing everything it can to support that, but if we don’t have the workforce to deliver these projects, costs will rise and timelines will stretch out. It’s something we need to address as an industry.

Who is your football team?

Paul Osborne: Chelsea. I’ve followed them for years, and although their strategy can be baffling at times, I still support them.