Business of Architecture Podcast

617: Winning Clients Without Lowering Your Fees: How to Make Your Firm Stand Out with Enoch Sears & Rion Willard

26 snips
Feb 21, 2025
Explore innovative strategies for architectural firms to stand out in a competitive market. Discover how consumer psychology affects pricing and client perceptions. Learn why charging higher fees might attract more clients and the importance of an unforgettable client experience. Delve into powerful lessons from luxury hotels and unconventional industries. Understand the value of building trust through knowledge of clients' business needs and the significance of effective marketing beyond aesthetics.
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INSIGHT

The Need for Differentiation

  • Architects struggle to differentiate themselves in a mature market.
  • Clients often can't distinguish between firms, leading to price-based decisions.
ANECDOTE

Architect Selection Committee Experience

  • Enoch Sears recalls serving on a school's architect selection committee.
  • He found it challenging to differentiate between firms, highlighting the client's perspective.
ADVICE

Avoid Competing on Price

  • Lowering fees is a dangerous differentiation strategy.
  • It sets a bad precedent and limits resources for improvements.
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