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.
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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.
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.
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?
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.
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.