AIA Philadelphia Design on the Del., Nov 9-12, 2016 | Jean Leathers on Proactively Building Business

Build Business through the Company You Keep

This presentaiton is devoted to helping design professionals stop selling their services and start building business through the company they keep—becoming selective, proactive, and skillful at client development. We’ll cover four key topic areas:

1. We’ll examine how design professionals are selected by looking at the designer-client relationship across all stages of engagement. We’ll explore tactics for how to nurture trusting relationships at each stage.
2. We’ll explore 4 phases of client psychology in the selection process. You’ll learn effective approaches to clients at each stage to pre-position for work.
3. We’ll identify the 4 critical pieces of information needed to secure work.
4. You’ll learn how to conduct an initial client development meeting in 4 stages, including the purpose and engagement strategy for each. You’ll also learn how skillful questioning helps to build trust.