Architect Like a Star: Never let the recession beat you again - A self help guide for architects by Stephens Mark

Author:Stephens, Mark [Stephens, Mark]
Language: eng
Format: epub
Publisher: Unknown
Published: 2016-03-30T16:00:00+00:00

What I am proposing here isn’t unique to architects and designers; I am finding that other professionals such as accountants and solicitors work using this method; even trades such as electricians are asking for payment in advance consultation fees on quotations to prevent customers taking their work and obtaining alternative, competitive quotes using their specifications.

Inevitably there will be some clients who won’t want to work in this way. Blair Enns describes clients perfectly in ‘The Win Without Winning Manifesto’ where he outlines why we need to ‘diagnose first’ and then ‘Prescribe’; the principle he describes is exactly the same for why you need to get 100% upfront:

“The lesson is that the most successful clients, whether owners or executives, have achieved their success in part because of their ability to take control—their ability to rise above and orchestrate others. This is their strength; and even though it is not always in their best interest, it is in their nature…we are the guilty party when we let the client control the engagement”

This is what I am imploring you to do. Take control of your engagement and your client. This is why you need to ensure your client increases the amount of ‘skin in the game’ and at the same time reduces the risk on your side. Remember that the client needs something that a. you can do and b. you are good at. You should control the method in which you get paid.

And if the client doesn’t want to play ball then jump ahead to the section on Surfing and ‘Wave come. Wave go’.

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