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
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.
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.