AIA National 2016 Preconvention Workshop: Cultivate Relationships that Lead to Work

Build Business through the Company You Keep

“What are you going to do to bring in work?”

Successful architects inevitably face this unnerving question as promotions shift focus from architecture to the business of architecture.

Whether project manager, principal, firm owner, or sole practitioner, if you’re responsible for generating revenue, this workshop will give you the knowledge, insights, skills, and confidence to succeed at client development.

Please don’t sell architectural services. Join collegues in this highly interactive session and learn how to cultivate trusting client relationships to build business.

About the workshop

This workshop is devoted to helping architects cultivate trusting relationships that lead to work. Each participant receives a workbook containing information, examples, and exercises designed to engage them in four key topic areas:

First, we’ll examine how architects are selected by looking at the architect-client relationship—established and prospective—from pre-engaged, to engaged, and post-engaged and how to nurture trusting relationships throughout.

Second, we’ll explore three phases of client psychology in the selection process: unaware, aware, and intent. Architects will learn effective approaches to clients at each stage to pre-position for work.

Third, we’ll identify the four critical pieces of information we need to secure work.

Fourth, you’ll learn how to conduct an initial client development meeting in four stages, including the purpose and engagement strategy for each. You’ll learn how skillful questioning helps to build trust and establish expertise by practicing seven different kinds of questions using more than 100 examples.

You will receive a workbook with information, examples and exercises. The room set-up will be small tables so you can easily work in small groups to share knowledge and work through exercises and brainstorming activities that will make content relevant to you and your firm.

Everyone will be encouraged to exchange contact information to keep in touch post convention to continue working on cultivating client relationships together.