• 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

Bring in New Business | June 2011

Talented architects move quickly from project architect to project manager, director and then principal. That's the point at which senior management turns to you and asks, "What are you going to do to bring in work?" This question triggers the acute onset of Sudden Revenue Reponsibility Syndrome (SRRS). If answered honestly, most architects would simply utter, "Huh?!" The good news is there's a cure.

Bring in New Business | June 2011

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.

Bring in New Business | June 2011

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.

Bring in New Business | June 2011

Phase 1: Unaware

Understand and learn how to properly meet the psychology of the unaware to establish a relationship with a client to be.

Bring in New Business | June 2011

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.

Bring in New Business | June 2011

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.

Primary Sidebar

Bring in New Business | June 2011

  • How to Bring in New Architectural Business
  • Client Psychology in the Selection Cycle
  • Phase 1: Unaware
  • Phase 2: Aware
  • Phase 3: Intent

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