Meet the Expert with Catarina Botelho, Mercan Properties Lawyer in Hospitality

Catarina Botelho is the host of the month in "Meet the Expert". With a deep understanding of legal structure and in negotiating with global brands, Catarina identifies space for local adaptation and safeguards Mercan’s specific interests.

What is your role when Mercan acquires new properties or begins new developments?

I always aim to contribute with insights grounded in both my current legal framework and my accumulated experience, with a focus on excellence and rigor. During the acquisition of new properties or new developments, legal due diligence plays a key role in identifying and assessing contractual, legal, and operational risks.

My role is to make sure that the legal structure is not only compliant but also tailored to support the Mercan group’s business vision.

You work closely with international hotel brands such as Hilton, Marriott, IHG, Wyndham, Accor, and Hard Rock. How is the negotiation with these major brands?

Negotiating with these global brands means navigating highly detailed and standardized contracts, while identifying space for local adaptation and safeguarding Mercan’s specific interests. I’m directly involved in the full negotiation of franchise agreements, side letters, technical services contracts, and all the legal instruments that define our relationship with each brand for each project.

These processes demand assertiveness, legal precision, and a deep understanding of the brand’s and Mercan’s DNA, not just from a legal standpoint, but also from an operational and cultural perspective. My focus is always on finding the right balance: ensuring that we preserve legal clarity and local compliance, while meeting brand expectations.

Also, it’s important to note that this work is not just about negotiating clauses — it’s about anticipating the practical impact of each provision, aligning internally with our teams, and building long-term, collaborative relationships with the brands.

How do you ensure that Mercan’s projects comply with the specific requirements set by these hotel brands and with the local law?

Once a hotel is open, compliance is something we build and maintain on a daily basis. I work closely with general managers and the operational teams to make sure legal and brand requirements are part of every operational day and decision.

My approach is to involve the operation at every stage, making legal standards understandable, practical, and aligned with real-life hotel dynamics, involving the brands when needed. Beyond providing legal advice, I also conduct some specific training sessions and informal audits for risk reviews to catch small issues before they become problems.

I try to create a culture where the law is not seen as a barrier but as a support for a safe and compliant operation.

What skills or qualities do you consider essential for a lawyer working in hospitality development?

A lawyer in hospitality development needs much more than legal knowledge; needs business awareness, operational sensitivity, and a proactive mindset.

It’s essential to understand how hotel operations work, so that legal input can be truly relevant and adapted to each stage of the project. That means being present, asking the right questions, and translating legal requirements into clear solutions.

A lawyer in hospitality development also needs to anticipate risks, not only react to them. That requires curiosity, attention to detail, and a genuine passion for what you do.

Working at Mercan has allowed me to combine two of my greatest passions: law and hospitality. Over the years at Mercan, I’ve been privileged to support the group through different phases of its growth.

I’ve seen partnerships begin, evolve, and consolidate; I’ve worked with different group departments, operational teams, local and international partners… All of this, always surrounded by amazing people. Mercan is a dynamic and ambitious company, and being part of it has been a rewarding journey of continuous professional and personal development.