The Architect's Guide to Writing Effective Fee Proposals

Published: January 2014
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Format: Format PDF

What’s this publication about?

As our industry becomes more competitive we need to reconsider the way we view our fee proposal documents; not simply as a legal instrument, but rather as a document that sells design services. In this publication we 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 seven fundamental principles behind an effective fee proposal document and the factors that cause clients to say yes at your request.

How much does it cost?

What’s included in the publication?

This publication contains 55 pages, 12 chapters and over 13,000 words. The publication also includes $50 Consulting Credit to ensure the successful implementation of these principles into your practice. The following is a list of chapters included in the publication:
  • 0.1: About the Authors
  • 0.2: Preface: What’s the Problem
  • 1.1: Principle 1: Reciprocity
  • 1.2: Principle 2: Consistency
  • 1.3: Principle 3: Simplicity
  • 1.4: Principle 4: Options
  • 1.5: Principle 5: Liking
  • 1.6: Principle 6: Value
  • 1.7: Principle 7: Mental Accounting
  • 2.1: Common Mistakes (Case Studies):
– Failing to Demonstrate Value
– Failing to Capture Interest
– Missing Oportunities
  • 2.2: Conclusion
  • 2.3: Additional Resources

A little sample…


What are the learning outcomes?

The content of this publication has been presented across Australia for the Australian Institute of Architects for their National Seminar Series. Purchasing and reading this guide is worth 1.0 Informal CPD Points and has the following learning outcomes:

  1. Appreciate how the principles of ‘Consistency’ and ‘Reciprocity’ affect your client’s perception of your firm and services before your fee proposal is submitted.
  2. Recognise how utilising the principle of ‘Simplicity’ in the Fee Proposal Document can avoid client paralysis during the appointment process.
  3. Understand how the principles of ‘Options’, ‘Liking’ & ‘Value’ can improve your client’s perception of your fees, reduce the potential for fee erosion & scope creep, and improve client relationships.
  4. Learn how the principle of ‘Mental Accounting’ can improve the way expenses/disbursements are addressed in your proposal to avoid damage to the client relationship.

How much does it cost?

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