SFRT: Why Good Firms Lose Good Projects

Please RSVP to Brad Russell via email by clicking the red “RSVP” button above and using the subject line “RSVP for November 13″

The presentation will begin promptly at 12:00 PM and conclude at 1:00 PM. 

ABOUT THE PROGRAM

Most pursuits are decided long before the RFP arrives. Learn the three habits that separate the firms that win from the firms that were simply qualified.

LEARNING OBJECTIVES

1. Identify the three pre-RFP milestones that most influence a client’s decision — establishing the relationship, shaping the need, and positioning the firm — and recognize when they have already been missed.
2. Apply a client-first interview approach that opens with the client’s goals, constraints, and definition of success rather than firm credentials, history and portfolio.
3. Distinguish a “program-first” approach from a “problem-first” approach and articulate the client’s underlying problem in a single sentence before design work begins.
4. Evaluate an in-progress pursuit against relationship timing, interview framing, and problem definition to find where it is exposed and set next steps before the next milestone is missed.

1.0 LU

ABOUT THE PRESENTER
With 30 years in architecture and interior design, Maryanne Hewitt has excelled in design, firm ownership, and business development. She understands what it takes to win work consistently, and shares practical strategies that help firms turn strong capabilities into won projects.