Jean Leathers to Present Half-day Pre-convention Workshop at AIA National 2020 in LA

Cultivate Relationships that Lead to Work, presented with CEO Eric Roberts of Knit.

This event was cancelled due to Covid-19.

Cultivate Relationships that Lead to Work

“What are you going to do to bring in work?” Successful architects inevitably face this unnerving question as promotions shift focus from practicing architecture to the business of architecture. Whether project manager, principal, firm owner, or sole practitioner, if you’re responsible for generating revenue, this workshop will give you the knowledge, insights, skills, and confidence to succeed at client development. Please don’t sell architectural services; learn how to cultivate client relationships that lead to work.

This workshop is devoted to helping architects proactively cultivate relationships that lead to work. Participants receive workbooks containing information, examples and exercises.

First Half: Knowledge transfer through presentation and small group work. Topics include: 

1. Client Relationship Continuum—How to engage clients from pre- to post-engagement.
2. Selection Process : 4 Phases of Client Psychology—What to do at each stage.
3. Four Square—Key information needed to secure work.
4. Initial Client Development Meetings—Position through skillful questioning.