Project Development is a process of being found and making a connection with your potential clients.  The first step is showing appreciation for their interest in you and your willingness to help them find solutions.  One of my favorite sayings, borrowed from a friend, is “keep calm and hire an interior designer.”  In fact, I have a little tent card on my reception desk that greets my office visitors. 

Marketing:

So how do you get clients?  Place yourself in front of your potential client population through marketing–your physical location, website, social media, referrals, etc.  Instill curiosity by being where they are looking.  However, make sure that the impression you make coincides with what your client pool wants.  I remember a warning from my professor in a freshman “display” class: “First, catch their attention; second, make a good impression!”

The Inquiry:

Once your potential clients have found you, they make an inquiry.  That could be a quick stop by your physical location, a phone call to get information, an email or text to ask a question.  Your presentation at the inquiry is important.  It is your chance to make a first one-on-one impression.  Your physical location, your physical appearance, your voice, your interest in their question, your interest in helping them find the solution (whether it is with your firm or not), shows your interest in them.

Client priorities and goals:

I listen!  I listen to their questions.  I listen to their concerns.  I listen to their goals.  I listen to their dreams.  When they have finished asking and telling, I answer.  I let them know early that I will be gathering information from them by asking questions and listening to their responses.  The reason they have contacted me is about them, not me.  It is their project, not mine.  Make suggestions but let them lead.  They may inquire about my credentials, so, if they ask, I am prepared to present a resume, photos, drawings, etc. that coincides with their proposed project.  However, I focus on them, not on me. 

Matching your expertise to client priorities:

During the inquiry process of gathering information about their project goals and needs, I determine if my expertise matches my clients’ needs.  If not, I recommend other sources to help them find their solution even if it is not me.  This builds trust that I have their best interests first. 

Explain the process and steps to completion:

If they are still interested in my help and I am confident that I can help, I will explain the process and steps to complete their project.  During this conversation, I’ll discuss fees, budgets, timetables, contractors, subcontractors, vendors and other available resources.  Also, I reassure clients that they are in charge and, if they have their own preferences for sourcing, I’m glad to work with other vendors (assuming they have the capabilities required). 

Connecting with their personality, style, functional needs, expectations:

Successfully working with clients requires building relationships.  It is important to be able to collaborate with their personality, style, functional needs and expectations.  If, during this “courting” process, I see red flags for me to be able to collaborate, I refer them to others who might be a better match. 

Give them time to decide but be available to begin:

I let the client have time and space to decide.  No rush.  I let them know my availability and willingness to work with them when they are ready.  Although I let them know the projected timetable for their project and my availability, their schedule becomes my priority.

Letter of Agreement:

When they let me know they are ready to begin, I have a “Letter of Agreement” ready for them to sign.  It explains the scope of work, method of billing, requirements for payments, etc.  It is a legal document.  I let them ask questions about the document and give them time.  By this time and when they are ready, I’m ready.  It is a mutual understanding.  I’ve asked questions and so have they.  We are ready to get to work!