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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A moment of potential transformation for the A/E/C industry Read full »
As design firms cope with the aftermath of the recession, the shape of professional practice is beginning to look quite different. Read full »
There are two kinds of trends: those that affect the firm from the outside and those that are created from within. 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.
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