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Communicating the Value of Design in Architecture

Earn 1 AIA LU.

As architecture professionals, we are trained in the craft of architecture, but never formally taught how to explain our value in the way that clients understand. As a result, there is often misalignment between a client’s expectation of fees and what firms require to produce high-quality work. When value is not captured by a design firm, firms are forced to produce the same level of quality for less compensation.

Are you being compensated both in recognition and money for the enormous value you bring to the table as an architect? Do your clients clearly recognize your value? Can they articulate it? Can YOU articulate it? Often there is a misalignment between the perception of architects and their clients in terms of value. As a result, it isn’t uncommon for design firms to have their fees questioned and examined by clients, be price-shopped, and compete with other firms on fee alone. This creates a working pressure that decreases the quality of work and creative innovation, not to mention stress and business problems for practitioners.

In this session, you’ll discover how to apply the findings of 70+ years of research in behavioral economics to maximize the value you capture for your design work.

Learning Objectives

  • Summarize the importance of effectively communicating the value of architectural services to clients.
  • List strategies to align client expectations with the fees required to produce high-quality architectural work.
  • Articulate and demonstrate the unique value architects bring to projects.
  • Apply principles from behavioral economics research to optimize the capture of value for design work.
  • Enoch Bartlett Sears, AIA

    Founder

    The Business of Architecture

calendar_month DATE

Nov 16

schedule TIME

1:00 pm in Eastern Time

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