Before any architect can suggest that they provide a value to their clients, first they must actually provide value. Many architects view themselves as unsung heros. This is the problem. VALUE IS IN THE EYE OF THE BEHOLDER. If your client does not think you provide value, then guess what,.....you don't.
As parents, community leaders, volunteers and other altruistic roles in society it is appropriate to be unsung heros. In business we must insist that we are compensated for the value we provide by providing value that is recognized and therefore compensated.
If you save a kitten stuck in a tree, you are a hero and you have provided great value to the kitten and its owner. If you prevent a kitten from climbing the tree in the first place, you are a villain to the kitten, and a non-entity to its owner.
Many architects look at the world and decide what it needs, then they try to provide that thing, but they become disillusioned when the world does not value it as they think it should be valued. Is it any wonder that the kitten's owner places less value in the person who prevented their kitten from climbing the tree?
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Alan Burcope MBA, LEED AP
Architect,
HHCP Architects
Orlando FL
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Original Message:
Sent: 02-08-2017 18:05
From: Enoch Sears
Subject: Raising a firm's percieved value
On the one hand you have the value you provide to your clients.
On the other hand, you have your client's and prospect's PERCEPTION of that value.
Rarely are they equal.
In equation form it would look like this: Value > Perception of Value
I'm preparing an article discussing strategies for raising the perception of value that an architecture firm delivers and I'd like to get your input on this question:
What strategies would you recommend for raising the perceived value of a firm so that it translates to higher visibility and better fees for that firm?
(above and beyond providing excellent service which is the low bar)
I look forward to your input. Thanks!
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Enoch Sears AIA
Founder and Publisher
Business of Architecture
Visalia CA
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