March 31, 2011
Today we had guests Kara Phillips and Theresa Mirk with Phillips PA who spoke with us about their journey from students to their positions in their current firm.Guests today
Securing a project requires securing a client
Need someone that is actually going to pay for the project
How do you and potential clients find each other?
Networking
Walk-in clients
Request for qualifications/proposals
Design competitions
How do you find RFGs + RFPs?
Networking
Professional associations
Agency websites
Dodge reports
They find you
How do you put together a proposal in response to this RFG?
1. Appropriate expertise
2. Past performances
3. Proposed design team
4. Current workload
5. Proposed design approach
6. Recent experience with project costs and schedules
7. Proximity to familiarity with project area
8. Successfully completed projects
9. Other appropriate factors
What happens with proposals?
What’s next?
Selection without short-list
Short-list of 3-4 firms
Interviews
Charrette/competition
Reference-checks
Possible building tours, visits
Phone calls, sizing up the competition
SELLING
What happens in a marketing interview?
What skills are required for pulling together proposals plus marketing interview graphics?
Programming = listening to the client
Client interviews
User surveys
Natural observation
Research
Benchmarking
Case studies
Documentation – dwgs, photos, videos
Schematic design = talking to the client
Skills required for schematic design?
Models
Renderings
Sketches
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