RIBA South West (Bath) - Win, retain, repeat: an essential guide to managing client relationships
2pm - 4:30pm
Architects need a strategy to secure new clients and develop a good relationship leading to repeat work. This seminar will show you how to improve your chances of securing more work, even when the competition is more experienced and have, on the face of it, better credentials.
This seminar will show you how to effectively market and sell your skills and experiences, even with limited resources and a small budget. All you require is the determination, enthusiasm and a few hours each week to set aside to winning work.
This seminar will cover:
Effective marketing: developing a strategy and creating a pipeline of opportunities
Establishing a target list of potential clients: based on your ideal client, location and sector
Understanding client needs: understand their specific needs, communicating and building a relationship. The magic 3C + R formula will be explained
Ongoing communications with the client: how to put in place a client account management process so that you may continue to develop ongoing relationships with the client, stakeholders and influencers
Feedback, retention and referrals: the benefits of obtaining client feedback and using this feedback to create referrals and endorsement to help secure work with other potential clients
The speaker will explain how using these techniques will increase your chances of securing more profitable work.
Basil Sawczuk, PotentialiseBasil qualified as an architect in 1979. After a string of successful wins his colleagues encouraged him to become a full-time job winner or “rainmaker”. At the multi professional firm of DGI International Basil secured projects for many UK blue chip clients, going on to pursue an international role winning overseas work for large global clients. Basil has also been marketing director for WS Atkins Property Services and a regional law firm. More recently he became marketing, business development and bid director for a major contractor focusing mainly on outsourced public sector work. Basil founded Potentialise in 2009, a consultancy firm advising on marketing and business development. He is the author of Marketing & Selling Professional Services, Risk Avoidance for the Building Team, and Creating Winning Bids.
Core Curriculum topics
1. Business, clients and services2. Procurement and contracts
Other booking optionsFor more information on other seminars in Core CPD 2018, and Club Ticket booking, saving £250 per year, go to Core CPD 2018.
Terms and Conditions
Cancellations are acceptable in writing up to 10 working days of the event, please contactRiba.firstname.lastname@example.org for cancellation requests.
Substitutes are permitted at any time, please contact Riba.email@example.com for substitution requests.
The RIBA accepts no responsibility for the views or opinions expressed by speakers or any other person at the event.
A photographer may cover this event and the photographs may be used to publicise future RIBA events.