Jean Leathers presented “Cultivate Relationships That Lead to Revenue” to a full-house at the AIA National Conference on Architecture in June
Cultivate Relationships That Lead to Revenue
Successful designers and architects inevitably grow through promotion to become responsible for bringing in revenue. Yet the training, mentoring, and guidance needed to be comfortable and skillful at doing so is often lacking. The #A22Con attendees gained a deeper understanding of how to cultivate relationships that are authentic with new and existing clients, that will allow them to practice architecture at the top of their game, garner fees they deserve, and enjoy respectful working relationships with their clients.
The relationship continuum with clients was introduced and explained to expand when nurturing client development can actually occur–well beyond the RFP stage. Jean presented examples of successes and explained how to present process-framed case studies to clients and prospects to create assurance so that these concepts can be implemented back at the office.
In addition, the selection process, four phases of client psychology (and what to do at each stage), and positioning initial client development meetings through skillful questioning were discussed.
Jean presented alongside her client, Eric Roberts FAIA of Knit, a CEO of a mid-sized architectural firm, who shared how his firm shifted from reactive, RFP-chasing business development, to proactive client development by sharing skills acquired, knowledge gained, and successful outcomes.
Attendees came away with enhanced knowledge about how to nurture and cultivate meaningful, trust-based relationships.
What’s more, they also came away with new, cultivated relationships that will lead to work (and revenue)!