Today we hear more than ever about rampant undercutting to win pursuits and gain market share. But it's a time honoured tradition, as this letter from 1897 shows General Electric complaining bitterly about being undercut by Westinghouse for the contract to supply AC generators for the new Niagara Power station in Niagara Falls. What is unusual here is that General Electric thought it appropriate to send a formal letter of complaint, going as far as accusing the client of being unfair… While it's wrenching to lose a bid for a project we were really hoping to win, specially when we think the loss was unfair, we'd never advice complaining to the client. A killer workout, a stiff scotch, or even a good punch to the wall are less damaging... Tell us: how have you dealt with a particularly bitter project loss?
The last year and a half, COVID-19 halted development of new projects and all networking activities. This has had a lasting impact on the way many architects find new work, as it has disturbed the flow of pursuits and referrals —the traditional sources of work for many architectural practices. And while these interruptions will pass, more change is on the horizon, as the AEC industry enters a period of economic disruption, driven by digital tools and the need for faster and cheaper means of construction. Now more than ever, having a deliberate, focused marketing and business development strategy is essential in helping maintain a resilient practice and sustain its growth.
We are delighted to be invited by the Toronto Society of Architects to lead a one hour webinar for their members, where we will discuss:
Why a “practice programme” is important for even the smallest of firms.
The principal elements of a marketing and business development plan.
How to distinguish your firm from competitors.
Tactics for enhancing awareness of your firm and generating leads for work from private [B2C], and for corporate and institutional clients [B2B].
An effective system for responding to pursuits, and for conducting Go/No-Go and Win/Loss assessments.
How to become more competitive and stay ahead of the game.
Attendance is free for TSA Members, and the program qualifies for CEU units.
We are thrilled to be presenting at Buildex Vancouver, and honoured to be the second session following the key note address on September 27th! Our presentation is timely and has been written to help firms manage and maintain a healthy practice, through market ups and downs, with specific strategies for dealing with COVID-19.
All programs are available online. To register visit: BUILDEX Amplified 2021 (informaengage.com)
Building and Maintaining a Resilient Practice
Session Code: M02
Monday, 27 September 2021 10:30am - 11:30am
PST/PDT (Pacific Daylight, GMT-7)
An agile, resilient practice is one that adapts, evolves and grows through long-term industry trends and changes and has the systems and flexibility to withstand sudden emergencies, business interruptions and economic downturns. Being able to target and proactively procure work is the foundation of an agile practice. In this session you will learn five strategies to strengthen your firm, and getting the work you want - through good times and bad.
Your brand: know who you are, what you are selling and to whom to better tailor your services and stand out from competitors.
The tools and systems you need to respond quickly to RFPs and new clients requests.
How to enhance your ability to compete and how to pivot if necessary
How to build a network to drive work
How to enhance your visibility to support BD activities