Keeping Your Customers Close (and Loyal)

PSMJ Resources, Inc.
Posted on: 08/28/15
Written by: PSMJ Resources, Inc.

Building strong client relationships is one of the backbones of A/E firm success. PSMJ's 2015 Circle of Excellence members share their best practices in how to nuture long-term relationships and keep clients coming back again and again.

The Circle of Excellence represents the top 20% of participants in PSMJ’s annual A/E Financial Performance Benchmark Survey. Sixty-six exceptional firms made it onto the exclusive list this year,

Following is list of suggestions on how to develop loyal clients from a panel of these top-performing firms.

1. Be responsive to your clients, or architects, or engineers—whomever you’re working with: Building a close, cooperative corporate culture enables your firm to focus on what’s most important to its success—the clients.

2. Let clients market for you: Instead of marketing aggressively, let your reputation precede you.

3. Never forget your mission statement: It’s about more than making lots of money. It's about developing relationships and doing great work.

4. Keep your clients close through active communication: Principals should be actively involved, and all projects should be thoroughly checked.

5. Align with your clients: Success is largely about alignment—namely, the firm’s alignment with clients of the same business philosophy.

6. Do what you do best: Commit to high professional business standards and sustainable business practices.

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Looking for more tips from our industry’s most successful, forward-thinking A/E firm leaders? PSMJ has just released a complimentary ebook Here's How They Did It! Becoming Part Of PSMJ's Circle of Excellence

 
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