By Silvia Forlati, Anne Isopp, Astrid Piber (auth.), Silvia Forlati, Anne Isopp, Astrid Piber (eds.)
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Extra info for Wonderland: Manual For Emerging Architects
That does not happen by itself. Even if you had a good client relationship before the assignment, you still have to work on it. It means involving the client and communicating what you are doing, and being explicit about what the client has, or is expected, to contribute. 55 getting started E=Q × A man: you don’t have a standardized product; you are offering a service. Services are sold because you have a name, or the prospect client trusts you and your qualities, and you can prove that you are a reliable creative partner.
Does cold acquisition work for architects? Cold acquisition is a strategy in which you skip the stage of building a relationship and go for the contract right away. To some extent it could work for a studio-type firm. After all, a successful studio should have established some brand awareness, which means that they have a name that means something to people. In generally, I would say cold acquisition does not work, because you need the client’s trust, and that takes time and effort and networking.
Today teams are emerging not only out of necessity, but rather because the added value of teamwork has finally been recognized as the only way of meeting the current complex demands made on the architectural profession. This means that many different skills must be brought together in order to be able to do canvassing, planning, and execution in parallel. In return for the reduced appearance of the ego, each team member is equally involved in the success of a project and in the symbolic capital connected with it.