Hi, Folks ---
About when Prospective Clients call, or e-mail, my office:
1. How much...?
That's the kiss-of-death. When that's the first question, they're almost-always looking for "stock plans", as our colleague Kathy Prochnow noted yesterday, and I generally try to get-it-over-with ASAP.
Each year in March, I'm in the local Home Show, which yields several serious Clients each year, from a crowd of stock-plan-hunters (and is a fun, 4-day, change-of-pace).
One time at the Show, I started my usual response to a guy, and he said I was crazy; "I can get a set of plans for $300.00!" My response; "There's a guy in the other building that has 'em for $200.00!" Boom! Bye-bye....
2. Initial Consultation Fee (ICF):
After having some "Prospects" waste hours of my time, usually including a copy of my somewhat-expensive "Pre-posal" Brochure (20+ pages, GBC bound), plus the time I put-into my Proposal (12 pages, GBC, mailed), I started the ICF. That culled a lot of dead wood!
Roughly 20 years ago, it started at $100.00, reaching $300.00 in '07/'08. In my initial conversations (voice or e-mail), I mention it up-front, stating that it's "credited to the fees if we go ahead". After the crash, I dropped it for awhile, restarting at $100.00 several years ago. It's up to $200.00 now, although I've always felt free to charge less, or zero, based on how the person and/or project sounds (non-profit, struggling, etc.). On referrals, I rarely charge the ICF.
3. When-&-how, to discuss ICF?:
As soon as the Prospect asks, I address it. Normally, I like to start with the brief outline of how I proceed through Architectural Services. After the conversation, I send (usually by e-mail) my 1-or-2-page "Meeting Prep-List" (requesting plot plan, plans of existing structures as applicable, Program, special needs, examples of admired work, budget, timing, etc., etc., as available), customized to the Prospect's stated situation. If the ICF is missed in the conversation, that's OK; it's prominently noted at the top of the Prep-List.
This is working well for me.
Thanks ---
Bill
william j. devlin aia, inc.,
ARCHITECT
Springfield, MA