Section 1.1 Build a Collaborative Partnership

For architects, embarking on a new project can be exhilarating, but clients often experience anxiety. They may wonder, "How long will this take? What will the costs be? Can I trust this architect?" It's natural for them to feel this way. Remember, as architects, we are service providers—our role is not merely to sell a product, but to help realize the dreams of those who hire us. This responsibility is significant.

It’s vital to ensure your clients feel secure and valued. They should never think:

• You are only in it for the money.
• You lack interest in their needs.
• You are disengaged from the project.

Always keep in mind the core human desires mentioned earlier. Clients turn to you for design because they aim to satisfy at least one of these fundamental needs. Understanding these desires can greatly enhance your professional relationships.

Show Enthusiasm

Share your excitement about your client’s project, discussing its challenges and opportunities. Your enthusiasm will foster a sense of involvement.

Section 1.2 Surpass Client Expectations

Exceeding client expectations can yield significant benefits. For instance, one client requested an outdoor kitchen in a limited garden space. After presenting a design concept, I offered an alternative that involved reimagining their indoor spaces and transforming their greenhouse into a multi-functional kitchen for all seasons. This unexpected approach not only impressed my client but also built a stronger level of trust and partnership.

Word-of-mouth referrals are crucial for architects, especially early in their careers. While an online presence is valuable, the power of personal recommendations can be transformative. Strive to exceed expectations in design, partnership quality, or both.

Section 2.1 Create a Clear Project Brief Early

Drafting a Project Brief that captures your client's needs and desires is essential. The more you facilitate dialogue, the faster you'll complete this document. The Project Brief serves as an official record of your client's preferences, regulations, and quality standards, marking the beginning of your design journey.

Completing a Project Brief early stabilizes your partnership and clarifies the client's vision for the new building. Ideally, this document should be signed and attached to the contract to ensure a solid foundation for your design and a shared understanding of project requirements.

Key information to include in the Project Brief consists of:

• Urban conditions and constraints of the site.
• Any archaeological or protected site considerations.
• The intended use of the building and spaces.
• Project objectives, constraints, budget, and timeline.

In Romania, you can refer to HG 907/2016 for a template, which can be adapted to fit your studio’s needs.

Section 2.2 Mastering Communication Skills

Working with people can be challenging and requires negotiation skills and patience. The first step in becoming an effective communicator is to define the persona you wish to embody. Consider:

• How do you want your business to be represented?
• What does your ideal self read, say, and how do they behave?

Aspire to this higher self and use each interaction as an opportunity to progress towards that goal. Educate yourself on effective communication strategies. A great starting point is Chris Voss's book, "Never Split the Difference: Negotiating As If Your Life Depended On It." You can also explore insights from Yale's Zoe Chance on social influence.

To enhance your communication:

1. Simplify your language.
2. Ensure your client understands your explanations.
3. Use visuals to convey design concepts clearly.

Section 2.3 Maintain Ongoing Communication

Maintain connections with your clients during and after the design process. A simple gesture, like sending a holiday card, can strengthen relationships. It's important to recognize that your skills and connections are your professional currency.

Section 2.4 Value Your Worth

Avoid undervaluing your work. Setting low fees can diminish your clients' respect for your services. Assess your daily expenses to establish a fair pricing structure that reflects your value and experience.

Consider how much time you’ll invest in each project, then determine a suitable fee that accounts for both your costs and desired profit.

Section 2.5 Clarifying Your Design Process

Transparency is vital in your client interactions. Clients often don’t know what to expect, so clarify how they will be involved in the design process. Present your Project Brief template and outline the necessary contributions from them.

Detailing each phase of your design process in the contract ensures clarity. You might find RIBA's plan of work useful as a framework.

This video serves as a comprehensive guide for hiring an architect and understanding the client-architect relationship. It emphasizes the importance of clear communication and a mutual understanding of expectations.