FEE PROPOSAL WORKSHOP

HOW TO WRITE SUCCESSFUL FEE PROPOSALS

Learn how a more ethical pricing model led to a 77% increase in design fees… and a higher quality service.

Fee Proposal Workshop:

COURSE DESCRIPTION

Most Architects and Designers spend many years training to become fully qualified, but very little time learning how to sell these valuable skills.

Too many of us end up negotiating our fees, devaluing our services and leaving money on the table.

We’re going to show you how to fix that.

I completed your course a few years ago… and it changed my professional life.

 

We landed much bigger and better clients and are now slammed with awesome work.

– Jeffrey, Architect & Firm Co-founder

Fee Proposal Workshop:

HOW IT WORKS

We’ll take you step-by-step through a successful fee proposal strategy.

You’ll learn how to increase your fee levels, raise your conversion rate, avoid scope creep & improve client relationships…. without tough negotiations.

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85% of participants say it’s the most useful course they’ve completed.

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99% say they’d recommend it to their coworkers.

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3,000+ Design Professionals have already benefitted

It completely made me re-write my proposals, and put a value on design.

 

We’ve positioned ourselves as a boutique high-end design firm now, and can almost dictate our own fees.

– Wayne, Architect

Fee Proposal Workshop:

REGISTRATION OPTIONS

Choose a Workshop Package from below:

Workshop Only
Package

FEATURES:

✔  9 Training Videos

(inc. 4 Case Studies)

✔  Completion Certificates

✔  Weekly Support Articles

 ×  5 x eGuides

 ×  5 x Contract Templates

 ×  Mentor Meetings

30-Day Money-Back Guarantee

Workshop + eGuide
Package

FEATURES:

✔  9 Training Videos

(inc. 4 Case Studies)

✔  Completion Certificates

✔  Weekly Support Articles

✔  5 x eGuides 

 ×  5 x Contract Templates

 ×  Mentor Meetings

30-Day Money-Back Guarantee

Workshop + Template
Package

FEATURES:

✔  9 Training Videos

(inc. 4 Case Studies)

✔  Completion Certificates

✔  Weekly Support Articles

 ×  5 x eGuides

 ×  Mentor Meetings

30-Day Money-Back Guarantee

Full
Package

FEATURES:

✔  9 Training Videos

(inc. 4 Case Studies)

✔  Completion Certificates

✔  Weekly Support Articles

✔  5 x eGuides
30-Day Money-Back Guarantee

Fee Proposal Workshop:

COURSE REVIEWS

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“You’ll be surprised
how effective it really is!”

Lukas Armstrong: COVER Architectural Collaborative
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“This is something new, a unique approach… I would do it again!”

Jane Cunningham: Interior Designer, Room Resolutions

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“Really excellent!”

Ian Watchorn: Project Architect, Cooper Robertson
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“I highly recommend it to anyone in the Design Profession.”

Kelly Koroluk: Associate Partner, KWC Architects
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“It was eye-opening!”

David Rogers: Looney Interior Design
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“I found the course very beneficial and helpful to my firm.”

Sussan Lari: Sussan Lari Architect PC
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“I got a lot out of this, and I highly recommend the Course.”

Michael Knorr: Michael Knorr Architect
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“Conversion rate went through the roof! It’s been a huge benefit to me.”

Earl Anderson: Earl Anderson Architects, LLC
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“I found it great! Very informative. I’ve learnt a lot.”

Catherine Zuza: Ridley Digital Design & Construction

Your Fee Proposal Training paid for itself 20-30 fold in 48 hours.

Thank you, I feel empowered.

– Ramsay, Registered Architect

LEARNING OUTCOMES

The Fee Proposal Workshop Online Training includes 9 Courses:

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.

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.

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.

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.

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.

Course Description:
This is a case study of a small residential renovation project. It teaches participants 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.

Course Description:
This is a case study of a new-build sustainability-focused residential project. It teaches participants the difference between LEED, WELL and Standard design services. It focuses on how residential design can achieve the highest level of sustainability, comfort and wellbeing for the occupants.

 

Learning Outcomes

1. Participants will learn the difference between LEED, WELL and standard/typical design deliverables.

 

2. Participants will learn the use and importance of key design deliverables in achieving specified goals in relation to overall building performance (e.g. air quality, thermal comfort, lighting and whole-building energy modelling).

 

3. Participants will be able to communicate project sustainability objectives effectively to the client.

 

4. Participants will learn to assess their effectiveness in terms of client protection, protection of the environment and commercial effectiveness.

Course Description:
This is a case study of a large-scale multi-unit condo development. It focusses on how to accurately set client expectations and recognize and communicate professional boundaries and responsibilities.

 

Learning Outcomes

1. Participants will learn the difference between LEED, WELL and standard/typical design deliverables. Participants will learn to identify contradictory project outcomes that may jeopardize project success, to protect the client and project stakeholders.

 

2. Participants will be able to identify alternative project scopes that protect the client and project from potential failure.

 

3. Participants will be able to identify unethical professional conduct before it occurs and avoid the occurrence of this scenario.

 

4. Participants will learn to assess their effectiveness in terms of client protection, protection of the public (building users, occupants & neighbors), protection of the environment and commercial effectiveness.

Course Description:
This is a case study of a Multi-Site Mixed-Use Commercial Project. It focuses on the importance of client guidance and protection at the Pre-Design stage of a project.

 

Learning Outcomes

1. Participants will be able to identify and respond to scenarios where professional ethics are tested.

 

2. Participants will learn to identify scenarios where there is danger of misleading the client as to what can be achieved, and avoid doing so, to achieve client protection.

 

3. Participants will be able to identify when a deliverable or activity is outside of their boundary of expertise, skill, experience or licensure, and will be able to respond accordingly to protect the client and public.

 

4. Participants will learn to price and deliver pre-design or feasibility services ethically and professionally in order to protect the client and future occupants of a proposed development.

Your Fee Proposal Training was the most useful course I have completed in the past 22 years.

Thank you for all your knowledge.

– Jeannie, Interior Designer

Fee Proposal Workshop:

INSTRUCTOR BIOS

Ian Motley

IAN MOTLEY

He is a Design Fee Proposal Expert, Speaker, and Author specializing in design fees, conversion rates and scope creep.

 He has a background in Project Management working as a Fee Proposal Writer and Negotiator for Foster + Partners.

He’s co-authored 5 Design Fee and Appointment Guides that sell in 13 different countries.

He’s been a key note speaker at over 150 Architectural conferences and private training sessions around the globe.

He is passionate about helping Architects and Design Professionals write successful fee proposals.

Alexandra Howieson

ALEXANDRA HOWIESON

She is a Registered Architect, Speaker and Author specializing in design fees, conversion rates and scope creep.

She’s co-authored 5 Guides that sell in 13 different countries and been a keynote speaker at over 150 Architectural conferences and private training sessions around the globe.

She’s dedicated her career to the business side of architectural practice and improving the Design Professional’s position in society.

She’s passionate about teaching Design Professionals how to write fee proposals that communicate value and foster healthier Client relationships.

“As a CFO (of an Architectural firm), I’ve attended many CE programs for the Design Industry and also Finance and Accounting, but never as invaluable as this one.”

Lisa, CFO, Architectural Firm

“Far exceeded my expectations!”

Steve, Registered Architect

“Really great information! Very helpful and informative.”

Stephanie, Interior Designer

“Very helpful + clear. Really a lot of info + great resource.”

Anon, Building Designer

“Fantastic Workshop! Fabulously presented, completely relevant and useful to our work – Thank you!”

Shane, Architect

“This was much more informative and valuable than I had anticipated. Thank you!”

Steve, Architect

“I attended your one day course in London on the 2nd September. It has to be the most useful workshop I have ever attended. I think you should see if you can add this into architectural schools.”

Nigel, Director

“A very high quality session – much better than any other CE session.”

David, Project Manager

“By far the best presentation… award the Gold Medal to this group and their content!”

Graham, Partner (Architect)

“I am just compelled to write to say how totally amazing Alex and Ian were today! I could not imagine two more suitably experienced speakers to deliver a seminar on fees. They are both gems! Definitely my best CE seminar in recent years… maybe ever! The content was simply illuminating! Keep up the brilliant work.”

Barry, Architectural Technologist

“The Workshop was superb… Without doubt, the most valuable CE event I’ve attended!”

Mark, Interior Architect

“Super engaging! Great hearing the real world experiences – very helpful!”

Varun, Interior Designer

“I look forward to implementing this material, and capitalizing on the Fee Psychology.”

Rosalie, Registered Architect

“Honestly, this is the best CE event I’ve attended: useful and informative with good practical examples.”

Stephen, Architect & Principal

“Very good and highly professional. Thank you very much for an informative Workshop.”

Andrew, Architect

“Excellent course – lots of food for thought. Thank you!”

Mark, Interior Architect

“Was completely energized by your Workshop. I’m actually very excited to get my next Fee Negotiation!”

Vicki, Interior Designer

“I attended your fantastic Workshop today, which I enjoyed thoroughly and learned an incredible amount from. Thank you!”

Matt, Building Designer

“Excellent Workshop! Wish I’d done it 20 years ago.”

Simon, Owner (Architect)

“Very interesting, useful strategies… keen to try them out!”

Micheline, Registered Architect

“Really enjoyed today… Thank you for sharing your expertise.”

Angie, Office Manager

“Should be part of the Architectural degree. Best information I have received in the last 10 years.”

Johanna, Architect

“Your Fee Proposal Workshop paid for itself 20-30 fold in 48 hours. Thank you, I feel empowered.”

Ramsay, Registered Architect

“Your Fee Proposal Workshop was the most useful CE of all I have completed in the past 22 years. Thank you for all your knowledge.”

Jeannie, Architect

QUESTIONS?

Please contact Emily at [email protected]
All questions/inquiries will be answered by the following business day.