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
“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.
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.
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?