The BIG Problem with BIM Randall Stevens is an AEC (Architecture, Engineering & Construction) industry veteran with 30 years of software development, sales, and management experience. Randall founded ArchVision in 1991, a software development firm specializing in 3D graphics and content management technology for the design industry. Randall offers a unique combination of expertise in […]
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Architecture Is Human: Part VI – Methods of Making
This model is smaller than my fist. Today, models like these are mostly done in two dimensions, on screens, after some scribbles, some hard-lining (on a screen) of those scribbles. Creation results. It really does not matter how you vision, revision, or make before finding what is to be made, the important reality is to […]
EA438: Toby Witte – How to Brand a Modern Residential Architecture Firm
How to Brand a Modern Residential Architecture Firm A quarter century of experience in the world of design and construction comes to bear on Toby Witte’s work. German by heritage and upbringing, born in Peru, Toby has had the privilege to study architecture, building science, drafting, and construction in Germany and in the USA. Between […]
EA427: Melissa Harstine – Why Client Interviews Are the Missing Link in Your Marketing
Why Client Interviews Are the Missing Link in Your Marketing Melissa Harstine helps service providers improve their sales and marketing with research-backed copy and case studies. As a trained journalist, she leverages customer interviews to craft words that inspire people to take action. Melissa lives in Kansas with her husband, Nate, and a backyard full […]
What Is Your Favorite “F” Word
Yes, you read that correctly. As a Sandler Trainer, my favorite F word is FUDWACA. Yes, FUDWACA, but more on that later. We have all heard the term 30-second commercial or elevator pitch. We all most likely have a few different versions, depending on our audience. The 30-second commercial is not a new technique. It has been […]
Leadership – Is it Common Sense?
by Greg Burke, FAIA, NCARB Is there such a thing as common sense leadership. Quoting Sen. John Kennedy of Louisiana, “…the short answer is yes! The long answer is Hell Yes!” In previous articles we have looked at traits and styles of leadership. The main question about leadership is can anyone do it? The answer […]
Taking A Different Path
This post was originally published on the newsletter “A Better Built Environment.” You can check out other posts and subscribe for free here: https://blog.lucasgraydesign.com There is no right way to pursue a career in architecture. There are a myriad ways each of us can impact the profession, serve clients and the public, and design a […]
EA388: Liston Witherill – Serve Don’t Sell
Serve Don’t Sell Liston Witherill is the founder of Serve Don’t Sell and creator of the Serve Don’t Sell Method. He works with expert service providers like designers, accountants, consultants, and coaches who are great at delivering their service but need help selling it. Liston is on a mission to change the way 100 million […]
Who’s Referring You and Why It Matters
Paying attention to where your business – or clients – come from helps you make decisions on where you should be spending your time and resources. When your client is still a prospect, do they find you through networking, advertising, speaking engagements, direct mail, or being referred to you?
The Real Definition of a Referral
Most of us think we know what a referral is since referrals have been around forever as the holy grail of how to grow your business in the easiest way possible. But most don’t understand what makes a referral a referral which leads to lower closing ratios, mislabeled leads, and incorrect assumptions about how your […]
Contract Documents
for Small Firm Architects
You may have built your brand, perfected your marketing, developed a strong reputation, executed a flawless sales process, and have received your prospective client’s eager authorization to proceed with a new project. You’ve done everything right up to this point, but to make this new relationship official, you need to complete one final important step. […]
Is It Ethical to Sell in These Times?
The following is a guest post written by Blair Enns, founder and CEO of Win Without Pitching. The content for this article, published here with permission, was first published on April 6, 2020, on the Win Without Pitching blog here. Learn more about Blair Enns, his fantastic books, The Win Without Pitching Manifesto and Pricing […]
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