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.
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.
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?
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.
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.
Get In Front of the RFP Process
Strategic Business Development for Architects These days clients are receiving 60-75 proposals when they used to receive 20-25. More firms are throwing their hats in the ring because of fewer opportunities. If the first exposure the client has to your firm is receiving your proposal, keep reading. This Practice Clarity Newsletter covers how to get […]