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.
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Since its nascence, the practice of architecture’s success centered on the individual and collective talents of those who comprised the design studio. Read full »
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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.
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