Most architects and design professionals are trained to price design services according to project costs. A cost-based approach to proposing design fees frequently leaves architects competing on fee, alone, to win new work, bartering for position at the negotiation table and writing proposals that fail to capture the interest of their intended audience. In this ebook we take a look at a better way to price design fees. By following an interest-based approach architects and design professionals can write proposals that separate their services from their competition, cater to the needs of a larger client base and offer solutions that clients want to pay for.
This ebook contains 57 pages, 11 chapters. The following is a list of chapters included in the publication:
- Preface: The Architect’s Dilemma
- Introduction: Why design fee proposals matter.
- Design Fees: The biggest fallacy in business…
- Price Discrimination: The interesting thing about prices…
- Bundling + Unbundling: The happiest bundle on earth.
- Up-selling + Cross-selling: “Would you like fries with that?”
- Versioning: When more is… more.
- Utilising Context:
- Fee Options: The power of options.
- ‘Free’ Prices: The price of ‘free’.
- Postface: Ethics + The Law
This ebook provides readers with the following learning outcomes:
- Gain an introductory understanding of to 1st, 2nd and 3rd degree price discrimination and its applications.
- Achieve an awareness of different pricing strategies.
- Gain a working knowledge of Up-selling, Cross-selling, Bundling, Unbundling and Versioning pricing strategies.
- Understand how Price Anchors, Price Decoys and ‘Free’ Prices can influence consumer behaviour.
- Appreciate how different industries including the; Aviation, Automobile, Computer, Entertainment and Fashion Industries price their products and services.
- Write design fee proposals that cater to the needs of a wider client base, increase project conversion rates, and achieve greater profit on each project.
