I’d like to thank Thomas F. of Portland for the blog suggestion, Marketing. We all agree that typically word-of-mouth marketing is the best, as it leads clients to us who are already very interested in the services we have to offer. However, when work slows down like it has of late, what else can be done? With the upcoming stimulus money making its way through the pipes, I have noticed a substantial increase in public RFP solicitations.
Thomas has a relatively “new” firm and may not have the necessary horsepower to go toe to toe with some of the older, larger, and “more established” firms. I have an established firm with an established following, yet we still feel intimidated responding to some of the RFPs I know we’re well suited to handle. Yet, the “older, larger and more established” firms now seem to be catfishing (that is, reaching for everything, just to stay).
For my firm, I have reaffirmed alliances with 3 other firms and we’re collectively going after some of those RFPs. For Thomas’s firm, he’s wondering what advice anyone can offer for the “how to” of marketing in the new hope-and-change environment. My first suggestions to him have been a) define your ideal client and your ideal project, b) be honest about the skills you have which are head and shoulders above others, c) find people/resources or firms/friends that you can align with where together you’re an awesome team, d) leave all egos at the door e) get busy!
—Lisa Stacholy, AIA
Comments (3)
excellent site this blog.aia.org brill to see you have what I am actually looking for here and this this post is exactly what I am interested in. I shall be pleased to become a regular visitor :)
Posted by Paiche | April 16, 2009 8:47 AM
Posted on April 16, 2009 08:47
brill site this blog.aia.org rated to see you have what I am actually looking for here and this this post is exactly what I am interested in. I shall be pleased to become a regular visitor :)
Posted by Paiche | April 10, 2009 4:17 PM
Posted on April 10, 2009 16:17
The RFP process needn't be onerous if you create some templates that get tweaked each time. Keep up-to-date records of consultant resumes and job experience in a master template, so you can easily edit pages. The challenges lie in assembling a winning team and crafting a persuasive cover letter. If you decide to team with other small firms, most clients would prefer a prime-sub relationship rather than a joint venture, and firms with a track record of collaborations. Finally, don't apologize for being a small firm - many publc agencies understand there's an advantage to working with firms that are versatile, nimble, and able to offer staffing consistency, all hallmarks of the small firm.
Posted by Anonymous | March 25, 2009 9:39 PM
Posted on March 25, 2009 21:39