Is Your Firm Telling a Meaningful Story?
In my experience serving as a client representative, I have found that architects and interior designers are generally horrible storytellers when it comes to selling their services.
Growing Firm Capital Through Investors
The entire pool of potential investors is not just comprised of venture capitalists. It includes really any individual with an interest in making an investment. Considering that, a firm has a tremendous opportunity to raise capital.
Productizing Practice: Growing Revenue Without Growing Staff
Productizing—the act of modifying a concept or tool internal to an organization to make it suitable as a commercial product—is one way that firms can get around this conundrum to create alternate revenue streams.
Championing the Client Interview, With Full Firm Involvement
Knowing that the interview is an open invitation for the firm to present itself and pitch its expertise and capabilities to a potential client, this can be a missed opportunity.
Why You Should Never Lower Fees
I often hear the complaint that many clients do not understand the monetary value of the services that designers offer. But, in order for clients to understand, we all need to consistently charge the full cost of our services.
Building an Equitable Practice
As someone who is in firm leadership but not an owner, and who is interested in building an equitable practice as a female minority, I often wonder what my true ability is to drive change. While it is true that we have a long way to go, it is important to remember that it takes many small steps to steer the biggest of ships in the right direction.
Building Existing Client Relationships
I believe that firms and designers do not commit enough resources to growing these types of relationships. As a result, we spin our wheels and expend time and effort on new client acquisition.
Five Steps Toward Knowledge Leadership
How does your firm differentiate itself from all of the other specialized offerings? Try positioning your firm or individuals as knowledge experts.
Strategic Services as a Tide to Lift All Boats
Here are some answers to the most common questions and the subsequent myths, about the applicability of having a strategic group or studio within a firm.
Rethinking Practice Through Business Model Innovation
Consider the firm’s willingness to explore these three areas of innovation: adding service lines, varying revenue sources, and changing operations.