As an architect, a professional services provider, a continual flow of new work is a must. Sure, ups and downs come and go, but there needs to be a steady stream of projects. Marketing and networking cannot take a backseat simply because the project backlog is jammed full. I am fortunate to have a great reputation and most of my work comes from repeat clients and direct referrals. I have probably made five cold calls in the last five years…and public RFPs…no way, I don’t bother. So, where does David P Goode Architecture find new opportunities?
Networking. Easy answer, right? Talk to people, let them know you’re out there, make your pitch, make friends. What about seeing where the market is headed? What about trends in the larger picture? If those things can be spotted, what kind of leverage does that provide when I am networking?
I was reading a recent publication from DTZ, a major player in the real estate world, about the U.S. economy macro forecast. Very insightful and helpful to say the least. Running through the retail section, a particular paragraph caught my eye…
Did you catch that? There’s an opportunity right there….and these are the things that I look for when trying to gauge what’s taking place with my clients. Where are they looking for opportunity? What will they be reacting to?
“…75% of vacant space is in Class B and C segments.” “…demand for new space is soaring…” Sounds to me like potential clients need to update some older shopping centers, or they’ll be left with vacancies.
Strike up that conversation while networking and see what happens. This is where opportunities are found, and projects follow.