• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar
Practice Clarity

Practice Clarity

  • Book
  • About
    • Consultancy
    • Jean Leathers
    • Testimonials
    • FAQ
  • Services
    • Business Consulting
    • Practice Clarification
    • Position Statement
    • Build Business Plan
    • Business Development
    • Presentation Improvement
    • Speaking
    • Workshops
  • Blog
    • January 2016
    • April 2015
    • May 2014
    • August 2013
    • May 2012
    • October 2011
    • September 2012
    • June 2011
    • January 2010
  • News
  • Gallery
  • Contact

Build Trusting Relationships | April 2015

Practice an Attitude of Service In Delivering Architectural Services

Practice an attitude of service

When I suggest to clients that they meet with a potential or former client when there isn’t a specific project to pursue, they often express discomfort. They feel like merchants presenting wares, thinking the meeting should sound like this: “We’re a full-service firm and we specialize in this-and-that and here are some projects we’ve done for others.”

This approach is self-, or practice-centric instead of client focused. By shifting to a perspective of being of service, initial meetings take on a very different feeling. Twenty percent of the meeting is spent asking questions, and eighty percent listening. What challenge is the client facing? What changes in the industry are impacting business? How are challenges and changes affecting facilities? Can they comment on something specific you’ve discovered in their strategic or master plan? Can they explain a line item in their capital budget?

In architecture, people often think of buildings as the product. Actually, buildings are the byproduct of relationships, the most successful of which are trust-based and enduring. Cultivating trusting relationship is the foundation for creating a meaningful, growing practice.

Reader Interactions

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

Primary Sidebar

Build Trusting Relationships | April 2015

  • Build Trusting Relationships To Sustain Your Architectural Practice
  • How to Become Your Client’s Trusted Advisor
  • Practice an Attitude of Service In Delivering Architectural Services

Browse More Newsletters for Architects

  • My Enduring Wish for Architects | January 2016
  • Build Trusting Relationships | April 2015
  • 4 Types of Management Statements | May 2014
  • Question Skillfully | August 2013
  • 4 P’s of Marketing, Part 2 of 2 | September 2012
  • 4 P’s of Marketing, Part 1 of 2 | May 2012
  • The RFP Process in 7 Steps | October 2011
  • Bring in New Business | June 2011
  • The RFP Process | January 2010
  • Cultivate Relationships That Lead to Work: For Architects & Designers
Practice Clarity
Helping Architects Build Business