Duration: 1 hour

Course Description:

Although many believe that we make financial decisions based on rational financial criteria, this is seldom the case. This session introduces 5 key concepts from the field of Behavioral Finance to demonstrate why your clients make the financial decisions they do and the crucial role that emotions play in the Fee Proposal and Negotiation process.

Learning Outcomes

1. Participants will learn the foundation of Behavioral Finance and it’s relevance to the Fee Proposal and Negotiation process.

2. Participants will recognize the importance of Presentation in the clear conveyance of ideas and the importance of clear communication in the Fee Proposal process.

3. Participants will learn how the concept of Anchoring influences Client behavior and how this influences the Fee Proposal process.

4. Participants will learn how the concept of Mental Accounting affects Client behavior and how this behavior needs to be addressed in the Fee Proposal process.

Duration: 1 hour

Course Description:
When negotiating design fees many believe that reducing the fee is the only way to win new work and resolve conflict. During this session we demonstrate a better way to negotiate by showing participants how to respond to the 5 most common ‘tactics and tricks’ used against Design Professionals to force fee reductions during the fee proposal and negotiation process.

Learning Outcomes

1. Participants will learn how to identify the most common negotiation ‘tactics and tricks’ used on Design Professionals to achieve fee reductions and/or scope creep.

2. Participants will learn how to respond professionally and proactively to these common negotiation scenarios.

3. Participants will learn how to avoid relying on fee reduction to resolve negotiation disputes.

4. Participants will learn the framework of Principled Negotiation, and how to apply it effectively and ethically to common industry-specific scenarios.

Duration: 1 hour

Course Description:
Knowing how much to charge for your service is one of the biggest challenges of the Fee Proposal, however, it doesn’t need to be. The traditional approach to proposing fees fails to demonstrate the value inherent in the services that Design Professionals provide, often leaving them in a very vulnerable position at the negotiation table, and during service delivery. This session details how other service providers have overcome this problem by adopting different Pricing Strategies referred to by economists as 2nd & 3rd Degree Price Discrimination.

Learning Outcomes

1. Participants will learn what Price Discrimination is, and how it’s currently practiced in the Design Industry.

2. Participants will learn alternative applications of Price Discrimination that improve the Fee Proposal process for Design Professionals and their Clients.

3. Participants will be able to identify the benefits and necessary precautions of applying 2nd degree Price Discrimination in the Fee Proposal document, using 3 examples.

4. Participants will be able to identify the benefits and necessary precautions of applying 3rd degree Price Discrimination in the Fee Proposal document, using 2 examples.

Duration: 1.5 hours

Course Description:
Fee scales are a thing of the past, however many Architects and Design Professionals struggle to write proposals that address the challenges and rewards offered by this new era. During this session we draw from a series of studies conducted by researchers from the field of human behavior to demonstrate the 6 fundamental principles behind a successful fee proposal strategy and the factors that cause clients to say ‘yes’.

Learning Outcomes

1. Participants will be able to recognize the behavioral tendency of ‘Consistency’, how it influences the appointment process, and how to address this tendency more effectively in their Fee Proposal process.

2. Participants will learn how ‘Reciprocity’ is often used in the design industry, how it hinders the appointment process, and how to implement Reciprocity more effectively in the Fee Proposal – for the benefit of both parties (Design Professional & Client).

3. Participants will understand the importance of achieving ‘Simplicity’ in the Fee Proposal process and how to make their documentation easier for the Client to understand.

4. Participants will recognize how introducing choice into the Fee Proposal process helps achieve a better outcome for both parties – Client & Design Professional.

5. Participants will learn how to first discover, then address, the Client’s interests in the Fee Proposal document.

6. Participants will learn how to effectively communicate the ‘Value’ in the services they offer through their Fee Proposal document.

Duration: 1 hour

Course Description:
The Fee Proposal document is the foundation of the pursuant Client relationship and Project delivery service. Errors at this stage often cause problems that are felt for the duration of that relationship and can damage the end result for the Client and/or User (i.e. the occupant). This session highlights 5 of the most common errors we see in the Fee Proposal process and shows how to correct these errors for the benefit of both parties – Client and Design Professional.

Learning Outcomes

1. Participants will learn how to clearly communicate their Fee Structure, to avoid miscommunications and possible disputes.

2. Participants will be able to recognize a lack of clarity and fairness in a document, and learn how to resolve this issue.

3. Participants will be able to identify the problems associated with the traditional approach to Expense costs, and learn how to rectify these issues.

4. Participants will be able to recognize the problems caused by the traditional approach to starting the Client relationship, and will learn how tackle this issue more effectively.

Duration: 2.5 hours

Course Description:
During this session, we review 4 projects and show you how to respond to 4 different client types. Participants will learn how to effectively define the brief, educate the client on the design, approval and project execution process, and protect the client (and occupant) from the harm that comes from poor design and documentation practices.

Learning Outcomes

1. Participants will understand their professional responsibilities as defined by their qualifications and licensure and the project parameters.

2. Participants will recognize the role professional ethics plays in when, if and how 3rd-party consultants are retained, contracted and consulted.

3. Participants will achieve more effective client communication to avoid misunderstandings, disputes and/or unfulfilled expectations.

4. Participants will recognize their professional boundaries as defined by their qualifications, experience, licensure and location, and the project parameters.