Getting new work is critical to an architecture firm’s success. Unfortunately, it is very difficult (if not impossible) to get new work with fees that are commensurate with the amount of time that the job would require, especially if you are in a small firm. To start, our clients don’t often value the services we provide, and we don’t help the situation by constantly lowering fees just to get the work. Sure, we can play the game of limiting the services provided, giving a long list of exclusions (with the hope of getting Additional Services later), and doing less drawing... we all do it. Not surprisingly, the product suffers, and this gives the client even more reason to devalue architectural services. Yes, we need the work, and we do what it takes—but to what end?
Is your office sending out proposals with low fees just to get the job? Tell us about it for our new book project, Architects, LOL.