Your client isn’t necessarily saying your services cost too much. Maybe you’re being told that you haven’t fully communicated the value you intend to deliver.
This article is for subscribers only.
Please NoteExisting members: if you have not logged in since August 21, 2012 please reset your password before logging in as we have transitioned to a new system that requires a new password.
If you are already a Design Futures Council member or DesignIntelligence yearly subscriber, and don't have an account, please contact us and we will set it up for you.
Whether you are developing a new office building or simply redoing your current one, a proper interior design process is crucial to the success of the project. Read full »
A partner from SOM shares lessons from a storied and prolific career Read full »
U.S.-based multinational firms are thriving in a growing global market Read full »
More on the Buyer's Cycle
For more information on the "buyer’s cycle” and the concerns clients bring to the table, read Major Account Sales Strategy by Neil Rackham. Though not dedicated to professional sales, the book’s insights have compelling implications for architecture practice.
DI.net RSS Feeds
DI.net on Twitter
- Ten Top Designers Get the Products of Their Dreams With “The Wish List” | ArchDaily ow.ly/BHjFn
- 5 Key Themes Emerging From the 'New Science of Cities' - CityLab ow.ly/BGQkV
- How to Get a Job in an Architect's Office | Life of an Architect ow.ly/BHrEj