Features

Letter from the Chair
by Karen L.W. Harris, AIA
We all know the importance of valuing and nurturing our clients. This issue of Small Project Forum seeks to answer the questions, Where will our next client come from? How do we cultivate new clients? How can we take advantage of new technologies to reach new markets? Are there horizons that we have yet to explore?

Everyone You Meet Could Be Your Next Client
by Eric Leibsohn, AIA
Clients can come from a variety of sources—business owners, developers, government agencies, homeowners, contractors, engineers, even other architects. By covering all the bases and realizing that every architect advertises every moment of every day, you can acquire not just new clients but quality clients.

Market Building on Partnerships
by Terry Hebert, AIA
More credibility for the small project architecture firm in the marketplace can be achieved through alliances with other firms. These alliances can build a solid foundation for a strong future.

Job Site Signs Score New Clients
by Kevin Harris, AIA
Either our clients find us or we find them. Which would you prefer? Our most cost-effective method of gaining clients is the job site sign.

Hand-Me-Down Projects from the Inside Track
by Bruce Bockstael
Large corporations and government agencies are outsourcing their work to cut costs either for tax dollar or profit motives. While it has been said that working with corporations and government agencies involves too much paperwork to make it worthwhile, these entities are a potential source of work that should not be overlooked.

Helping Others Help You
by David Goldston, PCM
A wide range of cross-marketing efforts and information exchanges can result in quality, first-hand project information and, ultimately, the inside track.

Ten Tips for Developing Long-Term New Client Relationships
by Kathryn M. Petrie
This author offers her successful tips.

In the Search for New Clients, Start with Yourself
by Vera Angelico
The notion of stewardship, where one sees oneself separate from the work performed, can be fundamental in managing an architecture firm.

Miscellaneous

Readers' Comments
Readers respond to articles in the previous issue.

Tip1: Front Yard Signs
Bud Dietrich, AIA
Never underestimate the power of a front yard sign.

Tip2: Six Degrees of Separation
Karen L.W. Harris, AIA
Personal relationships continue to be the most important marketing tool.

Tip3: Two Tips for New Clients
Gail L. Ascher, AIA
Maintaining good relationships with clients and having a presence on the Internet can prove crucial.

Tip4: Spider Marketing
Lisa Stacholy
Consulting engineers can be a source of new work.

Tip5: Guerrilla Marketing
Lisa Stacholy
A marketing cold-call can add to your list of firms to contact.

Tip6: Follow the Trail and Sharpen Your Senses
Lisa Stacholy
Take time to reflect on how a project found you or how you found the project.

Tip7: Find Stupid Reasons to Maintain Contract
Lisa Stacholy
Get to know your clients and keep a list of their likes and dislikes.

Tip8: Repeat Can Be Best
Lisa Stacholy
With repeat clients, the learning curve is behind you.

Tip9: Connect the Net
Louis B. Smith, AIA
Participation in organizations can boost both your reputation and your credibility.

Tip10: A Versatile Marketing Piece
Geoffrey Hoffman, AIA
A versatile marketing piece can be used in several different ways.

Tip11: Marketing 101 for Kids
David Hicks
You can do marketing for your work and, at the same time, enjoy your kids' extracurricular activities.

Tip12: Title Sheets Work
Thomas S. Shiner, AIA
Clients notice title sheets.