The Business Behind Design

Steven Burns, FAIA, spent 14 years managing the firm Burns + Beyerl Architects, during that time the firm’s earnings grew at an average rate of 24% per year. After creating ArchiOffice®, the intelligent office, project management and time tracking solution for architectural firms, Steve took his management expertise to BQE Software, where he is refining their business strategy and product development.

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5 ways to gain clients you actually like

Photo: imagerymajestic via
Photo: imagerymajestic via
March 03, 2014

Gaining more clients is one thing. Gaining more clients that you actually like is something else entirely. 

Here are some tips to perfect the art of attracting and retaining clients that you enjoy working with. 

1. Identify qualities of an ideal client. First, determine the qualities that people you want to work with need to have. Keep those in mind when going after potential business. Doing so is an excellent way to actually be able to quickly identify a client from the moment they walk through the door of your office.

2. Market yourself. The next logical step is to market yourself in a very unique and deliberate way toward the types of people that you seek as clients. 

3. Be confident. Exude the utmost confidence, both in yourself and in the work you do. Letting someone know that you truly believe that you are producing the highest-quality work possible will go a long way toward attracting people that you will enjoy working with.

4. Show flexibility. Be flexible. Clients may come through the door with very specific ideas that represents the polar opposite of what you had in mind, but it’s important to remember that you work for the client and not vice versa. Sticking to your principles on a very important issue is one thing. Refusing to budge, even a little, to meet a client’s expectations is something else. 

5. Fulfill expectations. Clients enter into a business agreement under the assumption that you’ll be able to service a particular need or fix a particular problem that they have. If you aren’t actually fulfilling your end of that bargain, you’ll find yourself with lower-quality clients. 

Read more on the BQE blog.

Editor's note: This is sponsored content. The text was provided by the sponsor company.


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