Streamline the Process of Closing a Deal with a Client in IT Architecture Documentation

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hi I'm Enix ears and in this video I'm going to give you one tip for your next architecture proposal this is the business of architecture so here's how you can make your architecture proposal stand out from the rest now this is a strategy that people that understand marketing and very highly paid proposal R writers will use but unfortunately a lot of Architects aren't really using this strategy and to be able to use it you need to understand the difference between features and benefits right so let's use a car as an example if you go into a car dealership and you're shopping for a new car the car salesman will approach you and he's going to tell you all about all the wonderful features of the car look if you press this little button right here the windows will automatically roll down if you press this button right here it'll automatically parallel park right it has a climate controler has heated seats air conditioned from underneath right those are all features it's what the car does the things that the cars have so what are some features that we offer as Architects well we do design documents we draw details we design curtain walls and we figure out how they attach to the buildings we make sure that the building gets permitted in a timely fashion the drawings get permitted and that it gets submitted we provide Code Compliance okay so those are all features Now features are good but that is not what is going to attract your clients and make them want to use you as the architect you need to dig a little bit deeper and that's where benefits come into it right so what's a benefit if we go back to the car what's the benefit of parallel parking the benefit of that is that it's going to save you time you're going to be able to maybe Park in spaces that you wouldn't have been able to park in otherwise right imagine creating a commercial you're selling this car that can do this automatic parallel parking like I've seen some of them do I know the Teslas do that right so imagine someone's late for you know they're late for a meeting and there's two people they're racing to get to the meeting in time one person's driving a car that doesn't have this feature the other person's driving a car that does the one person that doesn't is looking for a parking space there's a tiny parking space there after trying three or four times to fit in that space I know you've probably tried this I have you know they leave and they go away and they figure oh man I'm going to have to park two blocks away I'm going to have to go into the parking garage because I can't fit in that space they're going to be late to the meeting the guy with the Tesla drives up right alongside the car in front presses a little button and that Tesla just slides right into that space okay he walks into the meeting he closes the deal he gets the job whatever right so that's the benefit the benefit is closing the deal getting the job earning more money having more freedom having a good life okay so when I go to the car dealers ship if he's telling me about the you know this feature about the the windows automatically rolling down sure that's nice but how does that affect me right the benefit would be look if you just you can keep your eyes on the road it's safer because you might not get into an accident right so we have these little automatic windows that roll down so that you can focus on the road and you can focus on what's important and not endanger yourself and other people in the car okay so let's go back to our architecture proposal example right one key is that whenever you talk about a feature something that you provide right one of your phases we do design development we do schematic design here's what we do we do this Quality Control process add the words so that to your proposal and fill in the end the so that will help you come up with a benefit statement right so you can say we do quality we have this seven-point quality control system that we take all of our drawings through so that we reduce the number of change orders we reduce litigation and we make our clients happier okay so that's that's how you turn something that's a feature that's kind of bland and every architect's talking about that into something that's a lot more powerful and speaks to something that your client wants a really good tip for coming up with very powerful benefits is think about what is it that your client ultimately wants out of the project they're building what's the end result that they want because that that is the benefit if it's a retail space what they're going to want is they're going to want to sell clothes or whatever it is they sell if it's a restaurant they're going to want to book that restaurant they're going to want to land wonderful people you know bands to come in there and play to really drive a lot of Revenue and get seen in the local market okay and so that that would be the benefit so here's your one proposal tip make sure that as you write your proposal go through there and make sure that it's benefit focused using the so that formula if you enjoyed this architect business tip go to architect buus tips.com sign up for my email list and I will send you more information about how you as an architect can have success by earning a greater income and getting more freedom which after all is the benefit now get out there and conquer the world