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The RFP Process in 7 Steps | October 2011

“They had it wired.”

That’s what we say when another firm wins work we didn’t secure.

So what does “they had it wired” mean? To have a job wired means that the winning firm had nurtured the relationship with the client over time, had been of help, and had learned about the project before the RFP was issued and the “No Talk” rules came into effect.

To be the firm that "had it wired," here's how to get in front of the RFP process.

The RFP Process in 7 Steps | October 2011

Get in Front of the RFP Process in 7 Steps

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.

The RFP Process in 7 Steps | October 2011

Drill Deep into Market Sectors and Identify Clients

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.

The RFP Process in 7 Steps | October 2011

Learn the Process for How Architects Are Hired

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?

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The RFP Process in 7 Steps | October 2011

  • Get in Front of the RFP Process in 7 Steps
  • Drill Deep into Market Sectors and Identify Clients
  • Learn the Process for How Architects Are Hired

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
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