My policy is to charge if I go to a perspective clients house.
The visit is a greet and meet and more importantly it is a working session for me. A consultation specific to the their needs and the project. I hold nothing back evaluating the potential of their ideas, looking for trouble spots and we have a great time dreaming. My energy comes through and in these types of meetings. The excitement I have for the work also comes through. We have very hi closure rate because of this approach. The information discussed is about process, cost, project potential, builders, other resources. All this information left behind for the client to ruminate on. I leave sketches as well.
I have a 2 hour minimum, or $300.00. I do this several times a week. In a year these interview/consultations mean 10s of thousands of dollars to the firm on interview fees alone. And well into 6 figures for the project fees that come from closing the deals.
We very seldom get push back from perspective clients. My office manager preps them for what they can expect will happen in this meeting and what they should expect to receive for such a meeting.
If the client comes to the office we do not charge. I try to keep these meeting to under 2 hours. The nature of this meeting is totally different. We do not talk about project specifics, more about general ideas and the conversation is broad ranging as we try to find common ground. The client may share plans, photos, list, but i do not sketch or address the specifics in this first meeting. However, there is still valuable knowledge imparted for them to take away.
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Donald Duffy AIA
Don Duffy Architecture
Charlotte NC
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Original Message:
Sent: 03-26-2013 17:45
From: Rand Soellner
Subject: Frustrated
I like your approach, Peter. Well done. I would like to implement that.
Personally, I do not charge for a first meeting AT MY OFFICE. And I'll let the client take as long as they want to review what they want and what I can do to help them. I'll even drive them around to look at my built projects.
But there's something wrong (it feels to me) about a potential client expecting an Architect to come to their place of business or home and to spill their guts about all the great things we can do for them here and there and literally GIVE them our ideas and not charge for that. At the very least, we should receive some form of payment that could be used toward their deposit, should they decide to proceed with our services and if they decide to not do that, then they will have paid for some good ideas from a professional.
Again, thank you for sharing your positive and professional approach.
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Rand Soellner AIA
Architect/Owner/Principal
Home Architects
Cashiers NC
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Original Message:
Sent: 03-25-2013 18:16
From: Peter Harmon
Subject: Frustrated
Here's another take on this discussion: when a potential client calls (and usually a "cold-call" and not a referral) and ask if I charge for a face to face meeting I usually reply with a "depends". I then explain that if the purpose is primarily a "PR" meeting to meet and greet, view the project site, have a very brief discussion of their planned scope of work as well as the way my office works in terms of projects and fees than I do not charge and limit the meeting to one hour maximum.
However, if they decide they prefer a "working" meeting to get into their project, solicit my ideas, and help them make up their mind on what to do (or can be done) than I charge for that meeting at my hourly rate and expect payment at conclusion of the meeting. When this is explained during the initial phone call prior there is no awkwardness and the meeting goes well. I've found this to work well for me and has been well received by potential clients. I've never lost a job (to my knowledge) based on this policy.
Architects are traditionally overly generous with services and expertise; however, when expertise is presented professionally as a valued service my potential customers have readily agreed and appreciated the value given-- especially if it helps them to decide whether to proceed with a project, look for a more cost effective solution (scale back expectations) or sell and buy a different home that better meets their needs for less investment. This often saves them a lot of time AND MONEY!
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Peter Harmon AIA
Owner-Architect
Peter B. Harmon, A.I.A.
Concord CA
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Original Message:
Sent: 03-22-2013 17:53
From: Douglas Walter
Subject: Frustrated
Since the first face to face visit is for all intents and purposes a SALES call, it is a necessary marketing expense. We can't expect the homeowners to hire us sight unseen; investing a couple hours (max) up front is how you establish a relationship and trust. Getting the homeowners in the habit of paying Habitat or HomeBuilders Foundation "for my time" is getting them in the habit of paying for services, and makes both of us feel good about the transaction. Since I prequalify the clients on the phone, my close rate on these "free" site visits is about 70%, and is WELL worth the time.
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Douglas Walter AIA
Principal
Doug Walter Architects
Denver CO
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