In any profession where creativity is involved we often have to compete for projects. In my profession, architecture this is a common place, whether paid for or at risk.
I have had a pretty good success rate with landing commission over the years, many times against other architects that have achieved a lot more in their career than I have. I wish I could say that it comes down to raw talent, but even if you are the best at what you do, you might not be landing the commissions and much less deserving competitors might be walking away with the projects that should be yours. I would like to share with you the principals that I have learned and acquired over years that have helped me land commissions.
The 6 Rules for landing commissions:
This will be your mindset, the mindset that you tackle the project with. A lot of designers will put risk work on the back burner with the mindset:”I cant spend to much time on this because I might not get the job!” Your mindset should be:”If I don’t spend enough time on this, I will not get this commission.” I attribute this principal alone to most of the success I have had.
3. Keep In contact
Don’t take on the challenge and then disappear till the presentation date. Show the client that you are serious about their project. Send them 5 min draft sketches. Show them pictures and photos of things that are similar to what you will be doing for them. I find that building up a relationship before the presentation dates, help you develop you design a lot closer to what the clients requires. The client has also investing time into your design, making him less likely to abandon you design come d-day.
4. Design something great
The client knows when you are not in love with your own design and that will make it near impossible for them to fall in love with it. Make sure that you have given your best and love what you have done. Show passion.
5. Brief referencing
Make sure that you verbally touch on all the requirements of the brief. Clearly explain your design decisions and how they relates to your clients requirements. Make sure that you have delivers something completely in line with what they require, but something that they would never have dreamed of themselves.
6. NEVER Give Options
My golden rule when doing design presentations.Never give options.Choose the best design and go with it, sell it for all its worth. Some designers think that presenting the client with options shows that they have worked harder then the other competitors, where in actual fact it only show indecision. It gives an impression that you do not have a solid solution for the clients brief.
I hope the above principals will help you success rate landing commissions. It has done so for me over the years.