Business of Architecture Podcast

458: Growing a Pipeline of Prospects with Tyler Suomala

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Mar 27, 2023
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Tyler Suomala
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INSIGHT

Reactive vs. Proactive Firms

  • Many architecture firms operate reactively, addressing issues like budget overruns or overtime after they occur.
  • This reactive approach hinders learning and growth, as firms often lack the time or data to analyze the root causes of problems.
ADVICE

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.
ADVICE

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).
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