When 'œYou're Too Expensive'

September 4, 2009 · by Ava J. Abramowitz

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 Note

Existing 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.

Need help?

DFC Members

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.

What's Your Role in the Interior Design Process?

Sep 15, 2014 · by Cameron Forte

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 »

Richard Tomlinson: Career Retrospective

Sep 3, 2014 · by Richard F. Tomlinson II

A partner from SOM shares lessons from a storied and prolific career Read full »

Global Market Share is Expanding for U.S.-Based Firms

Sep 3, 2014 · by James P. Cramer

U.S.-based multinational firms are thriving in a growing global market Read full »

Work on What You Love

Aug 21, 2014 · by Bruce Mau

Bruce Mau's Commencement Address: RISD, 2014 Read full »

Webcast: Future Ready

How Firms Succeed 5.0

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.

Topics

DI.net RSS Feeds

DI.net on Twitter

Research Support