Naming your process makes it proprietary, makes it unique to your firm, and helps your firm to see how what you do can be more clearly communicated at each phase from everyone in your firm to everyone on the team and within your client’s organization.
Blog
Practice Clarity is dedicated to helping architects grow their businesses. One way we do this is by publishing content-rich newsletters and blog articles. We share our best thinking about what it takes to build an architectural practice so that the broadest audience can benefit from our help. If there's a topic you'd like us to address, send us a suggestion.
Get in Front of the RFP Process in 7 Steps
In order to get in front of the architectural RFP process, architects must create a sound strategic business development plan that supports those responsible for bringing in revenue in proactively building relationships that lead to work.
Drill Deep into Market Sectors and Identify Clients
To identify target clients, architects must first commit to a manageable number of market sectors. Once that decision is made, the specific market is more deeply segmented to identify specific clients who might hire architects through the RFP process.
Learn the Process for How Architects Are Hired
There’s the RFP process, then there’s proactive marketing, where you take the time and the initiative to meet with a target client when no work is on the table, asking questions about their selection process. So what do you need to know?
How to Bring in New Architectural Business
There are three steps to moving through your potential clients that helps your firm to systematically approach the marketplace: current clients, dormant clients and then prospective clients.
Client Psychology in the Selection Cycle
Architects need to understand what the client is thinking throughout the selection cycle in order to meet the client with the right posture to meet the prospective client’s concerns.