The Design Professional’s Guide to Writing Effective Fee Proposals
$57.00
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.
What’s Writing Effective Fee Proposals about?
Many Design Professionals aren’t trained to write effective fee proposals – Is the fee proposal simply a legal instrument? marketing brochure? or a combination of the two?
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.
In The Design Professionals Guide to Writing Effective Fee Proposals 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 strategy 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 the Design Professional’s Guide to Writing Effective Fee Proposals is for you.
“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
How much does it cost?
Bundle and save: there are three options to choose from:
Can I see a sample of Writing Effective Fee Proposals?
Who’s it for?
– Stuart, London
In what format is Writing Effective Fee Proposals delivered?
What’s included?
Does Writing Effective Fee Proposals provide CE/CPD credit?
We work closely with Professional Institutes around the world to support the Continuing Education (CE) and Continuing Professional Development (CPD) requirements of their members and licensees. This publication is eligible for CE / CPD Points in several locations. Contact us to find out how many points are applied in your region and how to receive credit. This publication provides readers with the following learning outcomes:
Learning Outcome 1:
Readers will have a thorough understanding of how the principles of ‘Consistency’ and ‘Reciprocity’ influence their clients’ perception of their firm and services before their fee proposal is submitted.
Learning Outcome 2:
Readers will learn how utilizing the principle of ‘Simplicity’ in the Fee Proposal Document can avoid client paralysis and confusion during the appointment process.
Learning Outcome 3:
Readers will be able to utilize the principles of ‘Options’, ‘Liking’ & ‘Value’ to improve their clients’ perception of their fees, reduce the potential for fee erosion & scope creep, and improve client relationships.
Learning Outcome 4:
Readers will be able to recognize errors in sample Fee Proposal Documents (supplied) to avoid making these common mistakes in their own Fee Proposal documentation.
Who are our industry partners?
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?
– Elizabeth, Chicago
– Paul, Sydney
– John, Los Angeles
– Julie, Seattle
– Andrew, San Francisco
– Brian, London
– Nick, Melbourne
– Travis, Dallas
– Stuart, London
– Thomas, Manchester
– Rachel, Atlanta
– Dan, Miami
What is your refund policy?
Questions?
Please contact Blue Turtle Consulting at info@blueturtlemc.com with any questions you may have.
