Architecture and engineering firms spend too much time chasing new clients, because this gets the juices flowing. But getting work from existing clients is far more profitable.
And so we should "service our clients" rather than just providing services. Following is a list of suggestions on how to do just that:
1. Help the client achieve their own personal goals.
2. Be sure that the project team is compatible with the client's style.
3. Ensure that the project manager has control over all aspects of the project.
4. Avoid pulling good team members to work on another project.
5. Be sure the principal contacts the client on a regular basis.
6. Always be willing to help the client formulate their next project.
7. Consider all clients as present clients, not past clients.
8. Understand how decisions are made within the client's
For more tips on how to get repeat work from your best clients, check out PSMJ's complimentary ebook A/E Business Development Study: How Today’s Most Successful A/E Firms Keep Their Clients Happy and Win New Work.
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