Whether you’re a large architecture firm or a small, boutique design studio, everyone needs a plan for generating new business. The prospect of working on RFPs (Request For Proposals) and RFQs (Request For Qualifications) to win a place on the shortlist, however, is daunting and something very few people look forward to.
Fortunately, it’s not the only path to attracting new projects. In fact, the most effective business development strategies involve more time spent on proactive relationship-building (before the project is made public), and less time on responding to RFPs and RFQs, which are available to anyone.
Below are 9 strategies that can help you define a good business development approach to get you ahead of the competition and win more clients and projects:
1. Identify the ideal project, and then work backwards
What are the ideal projects for your firm? Who are the people who can lead you to them? Do some research into their social environments and find ways to meet them there. The best projects or partnerships occur through direct commissions via a personal contact. Make the personal connection by networking in the same places that your ideal client spends time in. If you haven’t already, start thinking of everyone in your rolodex as a potential client, collaborator, or lead to new information; it may just be that the person who may lead you to the next job is someone you already know.
(Read more) Via Archdaily
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