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.
A destabilization of older markets yields new zones of opportunity Read full »
Design firms that plan and implement successful leadership transition are well-positioned to build upon their legacies and achieve new levels of growth and success. Read full »
Tackling the ubiquitous, disruptive nature of exponentially increasing computing power 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
- Elaine Lustig Cohen, Accidental Graphic Designer - Core77 ow.ly/V1R2k8 hours ago by @dinet
- How Plastic Injection Works, And What's So Brilliant About LEGO's Design - Digg ow.ly/V1OLk11 hours ago by @dinet
- In Sweden, an Eco-Friendly House Wrapped Inside a Larger Glass House - Core77 ow.ly/V1OGJ14 hours ago by @dinet