Have you ever wonder how a top Architect closes deal? Here are some nuggets: -
1. When a Client gives you a near impossible dateline such as completing a Building in 2.5 months’ time without a design, construction approval and so forth, this is how you would like to say to him – “Well, we can take up your challenge but there are some technicalities and risks you must prepare to take. This is to help yourself as no one want his construction to stop mid-way? Worse the authority may want you to demolish them but let just see what can be done about it…”. The fact is in the local context, you submit the drawings (even if it is half-cooked) while waiting for approval, get an early commencement or prepare to opt for the “denial syndrome” and say – “Well, we aren’t aware that the contractor has commenced work and we shall put things right and come back to you”. Yeah! The favorite escape clause.
2. With regard to item (1) and to save your own interest, this is how you can put it – “Well… you know we are now embarking on something unconventional, it is our obligations to advise you accordingly but, anyway, it is not going to be of much concerned, just file it and keep it aside”. It is nicely put that the Client don’t feel pressure for doing things “illegally”.
3. With regard to FEE – “Alright we have covered most grounds and there is this little thing about our FEES that I really hope you can agreed. Well, to be honest… I really don’t know how much I should charge… but given the situation of time constraint with many unknowns I think we should just agree upon a percentage like say 10-12% or what figure do you have in mind?”. Let’s assume the client says, “Well, that is what I have in mind”, you just close the sale by saying, “Yup, lets agreed on 10-12% and when we have solids quotation from the contractor we can always translate it to Lump-Sum”.