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.
Newsletters
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.
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.
Phase 1: Unaware
Understand and learn how to properly meet the psychology of the unaware to establish a relationship with a client to be.
Phase 2: Aware
Once a client to be views your firm as a helpful resource, where the balance of the relationship is 50-50, learn how to inspire them to take action.
Phase 3: Intent
“Psychology of the Intent” is the phase that architects tend to make the biggest mistake in nurturing the relationship with a client-to-be. Learn how to handle this potential relationship with assurance.
Get In Front of the RFP Process
Strategic Business Development for Architects These days clients are receiving 60-75 proposals when they used to receive 20-25. More firms are throwing their hats in the ring because of fewer opportunities. If the first exposure the client has to your firm is receiving your proposal, keep reading. This Practice Clarity Newsletter covers how to get […]