Business of Architecture Podcast 458: Growing a Pipeline of Prospects with Tyler Suomala
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Mar 27, 2023 Architectural firms often wait for work to appear, but building a steady prospect pipeline takes deliberate outreach, tracking, and stronger client relationships. Tyler Suomala discusses how to start those conversations, understand what clients really need, make proposals feel valuable, and negotiate fees with confidence. He also explores why architecture’s design culture can leave business skills overlooked.
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Building a Pipeline
- Define your sales pipeline as prospective work and establish criteria for project entry.
- Begin by understanding inbound versus outbound opportunities and choosing a tracking system.
Tracking Your Pipeline
- Track your pipeline with a system like a spreadsheet, Notion, or a CRM (e.g., HubSpot).
- Categorize leads (potential clients) and opportunities (expressed interest).
Turning Leads into Opportunities
- Don't overthink initial client calls; express interest in their work and ask a simple question.
- Focus on understanding their challenges and how they currently work with architects.