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eGuide Package

$285 $200

What’s included in the eGuide bundle?


The Complete eGuide Bundle Package includes 5 eGuides on which the Fee Proposal Workshop Seminars are based: eGuide to Fees & Contracts, eGuide to Negotiating Design Fees, eGuide to Pricing Design Services, eGuide to Design Fee Psychology and eGuide to Writing Effective Fee Proposals.

“I highly recommend these publications to anyone that is, or will be, faced with proposing and negotiating design fees.”
– Nick, Melbourne

Who’s the eGuide bundle for?


The Complete eGuide Bundle Package is for anyone who writes fee proposal for design related projects. Each eGuide includes a comprehensive look at the research, strategies and principles behind a successful fee proposal. If you’re serious about; improving your negotiations skills, understanding behavioral finance, learning about different pricing models and becoming a fee proposal and negotiation expert, then the Complete eGuide Bundle Package is for you.

In what format is the eGuide bundle delivered?


Each eGuides is delivered in PDF format and are immediately available for download upon purchase.

What’s each publication about?


For a synopsis of each of the individual eGuides please see below:

Alex

The Design Professional’s Guide to

Design Fee Psychology

Although many of us believe that we make financial decisions based on rational financial criteria, this is seldom the case. How much we charge for design services may not be as important as how we present those charges.

This publication introduces 5 key concepts from the field of Behavioral Finance to demonstrate the crucial role that human emotions play in the design fee proposal and negotiation process.

Through the use of both ‘real world’ examples and academic studies, readers will discover hidden patterns in human behavior and the strategies required to maximize the success of their business by building better, healthier client relationships.


Readers will learn how; presentation, anchoring and adjustment, mental accounting, reward and punishment and losses and gains are all influencing the clients’ perception of the fee proposal and the services offered.


If you’re currently responsible for (or will be responsible for) writing proposals and/or negotiating fees, or if you’d like to know what’s influencing your client’s decisions, or if you’d like to develop your understanding of human behavior in the financial arena, then this publication is for you.


It’s not what you charge but how you charge that’s going to influence your success. Let our 20 plus years of fees and appointments experience show you how.

Ian

The Design Professional’s Guide to

Fees & Contracts

If you’re thinking about; becoming a freelance Design Professional, running your own design practice, or improving your project management skills then ‘The Design Professional’s eGuide to Fees Contracts’ is a resource you won’t want to be without.

This step-by-step guide provides the tools, resources and check-lists to; interview potential clients, track client information, calculate resource-based fees, structure fees, write effective fee proposals, calculate charge-out rates, understand common contractual terms and conditions and provide commercial contract reviews.


Whether you are new to the industry, or have many years of experience, why not arm yourself with a guide that utilizes 20 years of project management experience from around the globe.

This guide is for all Design Professionals who want to streamline their fees and appointments process, increase their contract management knowledge and develop a winning system for themselves, their co-workers and their team members to acquire and implement.

Ian

The Design Professional’s Guide to

Writing Effective Fee Proposals

Many Design Professionals are unclear how to present fees for design services – Is the fee proposal simply a legal instrument? marketing brochure? or a combination of the two? Should we include; photos, bios, experience, project history, scope, terms and conditions or just fees?

As the Design & Construction industry becomes more competitive we need to reconsider the way we view our fee proposal documents; not simply as a legal instrument, but also as a document that sells design services. Getting this wrong can make the difference between a profitable, successful practice and no practice at all.


In this publication we take a look at the science of selling design services by exploring the field of human behavior and its application to the fee proposal process. We’ll show you the 7 fundamental principles behind an effective fee proposal document and the factors that cause clients to say ‘yes’ at your request.

Whether you win that next design project may have less to do with your abilities as a Design Professional than you may want to believe. Let us use our 20 years of experience to show you how a few changes to your proposal can have a dramatic and positive impact on your; design fees, conversion rates and client relationships.

By presenting fees in the most effective manner we can all get more clients to say ‘yes’. We can also improve our fee levels, avoid scope creep, and provide a more ethical approach to the fee proposal process.

If you’re suffering from; a low conversion rate, unsatisfactory fees, scope creep, job insecurity or clients that simply don’t value the services that you offer then this publication is for you.

Ian

The Design Professional’s Guide to

Design Fee Negotiations

When negotiating design fees many of us believe that reducing our fee is the only way to win new work and resolve conflict. Most of us rely on little more than our gut instincts and peer advice to help us through the negotiation process.

In this publication the Author takes a look at a better way to manage the negotiation process. Readers will learn how to recognize and respond to the 12 most common ‘tactics and tricks’ used to force fee reductions during the fee proposal and negotiation process. Readers will also develop their understanding of the negotiation process and build confidence by adopting a negotiation strategy, known by experts in the field as ‘Principled Negotiation’.


The publication includes examples from the author’s own real-life negotiations, taken from 20 years of contract management and fee negotiation experience. Don’t wait until it’s too late, learn how to negotiate ethically and effectively so that you can become the negotiation expert within your office.

If you’re not a confident negotiator, if you don’t currently have a negotiation strategy, if you’re relying on the good nature of your clients, if you’d like to improve your negotiation skills, if you’d like more job security, or if you simply want to confirm that your current approach is the best approach, then this publication is for you.

Ian

The Design Professional’s Guide to

Pricing Design Services

Most Architects and Design Professionals are trained to price design services by; estimating their cost to complete the work, balancing it with local market conditions and then negotiating with the Client. A cost-based approach to proposing design fees frequently leaves Design Professionals; competing on fee, alone, to win new work; bartering for position at the negotiation table; and writing proposals that fail to communicate the value inherent in the services offered.

In this publication we take a look at a better way to price design services. By following an interest-based approach Architects and Design Professionals can write proposals that; separate their services from their competition, cater to the needs of a larger client base and offer solutions that clients want to pay for.


By adopting a pricing strategy known (by economists) as Price Discrimination we’ll learn a different approach to pricing design services, an approach that avoids tough negotiations, reduces scope creep and increases our conversion rates.

This publication also details how companies and service providers in other industries have overcome the problem of fee erosion with the implementation of Price Discrimination. We’ll discuss the commercial and ethical considerations of different pricing models and how to implement a best-practice approach to proposing fees for design services.

If you suffer from heavy fee negotiations, low conversion rates, scope creep, low fees or if your clients simply don’t value the service you offer, then this guide is for you.

Can I see a sample?


Yes, samples of each of the eGuides are shown below. Please swipe either left or right to see each eGuide.

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Who are our industry partners?


We work closely with Professional Institutes around the world including:
Whos the workshop for logos

Who are the authors?


Alex

Alexandra Howieson

View my Linked In Profile

Alexandra is a licensed Architect and a member of the AIA and has presented on the subjects of behavioural finance and pricing strategies for members of the American Institute of Architects (AIA), the American Society of Interior Designers (ASID), American Institute of Building Designers (AIBD) Australian Institute of Architects, Royal Institute of British Architects (RIBA), British Institute of Interior Designers (BIID), Royal Architectural Institute of Canada (RAIC), the Building Designers Association (BDA) and private companies. Alex has also spoken for the Design Institute of Australia’s DIAlogues series on Free-Bidding and Undercutting.

Alexandra’s career started at the University of Sydney where she graduated first in her year and received awards for her achievements in Architectural Science, Architectural Design, Urban Design, Planning and overall academic performance. During her studies Alex devoted much of her time to understanding the role of business in the world of architecture. Upon graduation she received a national award and scholarship for recognizing the relationship between academic studies and needs of the profession (business).

After graduation, Alex moved to London to accept a sponsored position with Foster Partners where she was instrumental in the design and documentation of key projects in Asia and the Middle East.

After returning to Australia and winning three Design Excellence competitions Alex joined Blue Turtle Consulting as a director. She now spends her time researching the relationship between business and design while providing consulting services and speaking engagements.

Ian

Ian Motley

View my Linked In Profile

Ian is the founder of Blue Turtle Consulting and has over 20 years experience, a Building Science (Project Management) degree and a career that spans three continents.

Prior to starting Blue Turtle Consulting, Ian was an Associate Partner with one of the worlds most recognized names in Architecture: Foster Partners, where he was responsible for proposing and negotiating design fees on projects in the UK, Middle East, Africa, Australasia and the Americas.

Before working for Foster Partners, Ian worked in the United States managing construction loans for three of Americas largest financial institutions and managing commercial, residential and industrial projects throughout the country. Ian has also worked on development projects in Central America where he learnt to read, write and speak Spanish.

Since starting Blue Turtle Consulting Ian has written and published a series of Fee and Appointment Guides that sell in 13 different countries. He has also been a key note speaker at over 70 Architectural Conferences and private training sessions around the world.


What have other people said?


“I highly recommend these publications to anyone that is, or will be, faced with proposing and negotiating design fees.”

– Nick, Melbourne

 

“It’s a fascinating look at the psychological way we set prices and how we think about them in relative terms.”

– Barbara, London

 

“I recommend the Guides to not only those in the architectural industry, but to anyone seeking to improve the art of negotiation and business development. Thank you so much for the education I wish I had had years ago.”

– Elizabeth, Chicago

 

“The Guides are a wonderful example of making things as simple as possible (but not simpler)!”

– Paul, Sydney

 

“I work in the engineering field and recommend the Guides to all Design Professionals not just Architects… the studies relating to the reaction of people and numbers is fascinating.”

– John, Los Angeles

 

“A succinct and thoroughly comprehensive Guid..I want to commend Blue Turtle Consulting for providing such a necessary service that is so often overlooked in our profession.”

– Julie, Seattle

 

“I now have confidence and understanding..I highly recommend the Guides to anyone who works in the corporate world.”

– Andrew, San Francisco

 

“Thank you very much Blue Turtle Consulting. I would have to say that the Guide pays for itself easily. I look forward to reading more of your work in the future.”

– Brian, London

 

“Just wanted to say thanks to the Blue Turtle team for providing grand advice.”

– Travis, Dallas

 

“A must read for any Design Professional at the front end dealing with Clients and responsible for fee appointments.”

– Stuart, London

 

“Great tips for the young Design Professionals and loads of good information for the experienced.”

– Thomas, Manchester

 

“I just read one of your Guides for a second time today. It’s a very informative read, and best of all I can completely identify with the concepts and examples that were outlined within the chapters.”

– Rachel, Atlanta

 

“I always enjoy reading your work and have learnt a lot – I could see the illogical decisions I’ve made regarding money. ”

– Dan, Miami

 

“The eGuide to Design Fee Psychology provides great insight into how many of us make financial decision.”

– Robert, San Francisco

What is your refund policy?


If the publication has not met your expectations, then please let us know within 30 days and we’ll provide you with a complete refund.

Questions?


Please contact Blue Turtle Consulting at [email protected] with any questions you may have.

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Who are our industry partners?

We work closely with Professional Institutes around the world including:

Who are the authors?

Alexandra Howieson

Alexandra is a licensed Architect and a member of the AIA and has presented on the subjects of behavioural finance and pricing strategies for members of the American Institute of Architects (AIA), the American Society of Interior Designers (ASID), American Institute of Building Designers (AIBD) Australian Institute of Architects, Royal Institute of British Architects (RIBA), British Institute of Interior Designers (BIID), Royal Architectural Institute of Canada (RAIC), the Building Designers Association (BDA) and private companies. Alex has also spoken for the Design Institute of Australia’s DIAlogues series on Free-Bidding and Undercutting.

Alexandra’s career started at the University of Sydney where she graduated first in her year and received awards for her achievements in Architectural Science, Architectural Design, Urban Design, Planning and overall academic performance. During her studies Alex devoted much of her time to understanding the role of business in the world of architecture. Upon graduation she received a national award and scholarship for recognizing the relationship between academic studies and needs of the profession (business).

After graduation, Alex moved to London to accept a sponsored position with Foster + Partners where she was instrumental in the design and documentation of key projects in Asia and the Middle East.

After returning to Australia and winning three Design Excellence competitions Alex joined Blue Turtle Consulting as a director. She now spends her time researching the relationship between business and design while providing consulting services and speaking engagements.

Ian Motley

Ian is the founder of Blue Turtle Consulting and has over 20 years experience, a Building Science (Project Management) degree and a career that spans three continents.

Prior to starting Blue Turtle Consulting, Ian was an Associate Partner with one of the worlds most recognized names in Architecture: Foster + Partners, where he was responsible for proposing and negotiating design fees on projects in the UK, Middle East, Africa, Australasia and the Americas.

Before working for Foster + Partners, Ian worked in the United States managing construction loans for three of Americas largest financial institutions and managing commercial, residential and industrial projects throughout the country. Ian has also worked on development projects in Central America where he learnt to read, write and speak Spanish.

Since starting Blue Turtle Consulting Ian has written and published a series of Fee and Appointment Guides that sell in 13 different countries. He has also been a key note speaker at over 70 Architectural Conferences and private training sessions around the world.

What have other people said?

“I recommend the Guides to not only those in the architectural industry, but to anyone seeking to improve the art of negotiation and business development. Thank you so much for the education I wish I had had years ago.”

– Elizabeth, Chicago

“The Guides are a wonderful example of making things as simple as possible (but not simpler)!”

– Paul, Sydney

“I work in the engineering field and recommend the Guides to all Design Professionals not just Architects… the studies relating to the reaction of people and numbers is fascinating.”

– John, Los Angeles

“A succinct and thoroughly comprehensive Guide… I want to commend Blue Turtle Consulting for providing such a necessary service that is so often overlooked in our profession.”

– Julie, Seattle

“I now have confidence and understanding… I highly recommend the Guides to anyone who works in the corporate world.”

– Andrew, San Francisco

“Thank you very much Blue Turtle Consulting. I would have to say that the Guide pays for itself easily. I look forward to reading more of your work in the future.”

– Brian, London

“I highly recommend the publications to anyone that is, or will be, faced with proposing and negotiating design fees.”

– Nick, Melbourne

“Just wanted to say thanks to the Blue Turtle team for providing grand advice.”

– Travis, Dallas

“A must read for any Design Professional at the front end dealing with Clients and responsible for fee appointments.”

– Stuart, London

“Great tips for the young Design Professionals and loads of good information for the experienced.”

– Thomas, Manchester

“I just read one of your Guides for a second time today. It’s a very informative read, and best of all I can completely identify with the concepts and examples that were outlined within the chapters.”

– Rachel, Atlanta

“I always enjoy reading your work and have learnt a lot – I could see the illogical decisions I’ve made regarding money. ”

– Dan, Miami

What is your refund policy?

If the publication has not met your expectations, then please let us know within 30 days and we’ll provide you with a complete refund.

Questions?

Please contact Blue Turtle Consulting at [email protected] with any questions you may have.