When to Keep Silent in a Fee Negotiation
Ian Motley discusses body language, the power of silence and how architects can turn these tactics to their advantage.
Splitting the difference
Is 'splitting the difference' really fair? Ian Motley explains how to respond to suggestions in fee negotiations.
Architects' Time/Cost Calculator
The ACA Architects’ Time/Cost Calculator helps practices assess the time and costs involved in providing an appropriate level of service for a broad range of building types.
A Seven-Step Guide to using the Security of Payment Act
Robert Macindoe offers a guide to using the Secuity of Payments Act, based in firsthand experience.
The No. 1 Mistake Architects Make With Design Fees
Design fee consultant Ian Motley explains how architects can increase architectural fees and profit margins with a simple change to their pricing strategy.
Architectural Fees: what, how and where to...
Antony Di Mase canvasses the complexities of setting fees and the valuing of architectural work, arguing that we need consensus on how fees are determined.
Architecture and Design Fees: Why Hourly Rates?
The value of a company today is based on ideas rather than assets or staff numbers, so why do architects still charge by the hour? Ceilidh Higgins explores the possibilities for non-traditional fee structures.
Fee Redemption: A mutually assured future
The conversation about fees is taking off across social media. John Held argues that many of the contemporary problems facing architects derive from unpriced risk, and that nationwide research and smarter business practices are part of the solution.
Trust, Fees and Experience
Richard Choy argues that the profession needs to clearly value professional skills and expertise, and to invest in the young.
Using the Security of Payment Act - Q&A
Robert Macindoe has successfully used the Security of Payment Act to recover outstanding fees. He answers key questions about the process.
Fees - Being Able To Do What An Architect Should Do
Peter Sarlos on the challenges of calculating fees and conveying the value of an architect's work to clients.
Negotiation tactics: Preconditioned to succeed
Preconditioning is a negotiation tactic with a friendly facade and a dangerous bite. Ian Motley from Blue Turtle Consulting shows us how to use the preconditioning tactic to our advantage.
Fee Structures and Productivity Output
How do we improve practice profitability? Job-by-job, day-by-day. Greg Wines reports on the discussion at the ACA – Qld/NT’s November event.
A Quick Look at Anchoring
How can architects benefit from the subtle nudge of an anchor? Ian Motley takes another look at the psychology of negotiation.
Price is positively correlated with the value perceived by clients
“In times when every practitioner is struggling with price-down pressures, these research findings are as vital as life blood itself.”
This blog post by professional services consultant George Beaton draws on his company's research about profesional services in general, but architects should find it useful in the current tight fee environment.Link
New Business Models
Jennifer Crawford argues that the question of fees is really a question of business models. Architects need to work out what their ‘super power’ is, and charge accordingly.
Addressing Architecture’s Wicked Problems through Affordances
Fiona Young argues that we need to understand briefing as a key part of the architect's role, develop a common understanding with clients to ensure the best outcome, and charge fees accordingly.
No More 'Best and Final Offer' in Qld!
The Queensland Government has removed ‘Best and Final Offer’ processes from all tendering procedures.
Getting Paid: Security of Payment
Peter Sarlos explains the Security of Payment Act and how architects might use it to their benefit.
Into the Abyss
Does excessive fee-cutting mean the profession is presiding over its own demise? George Zillante outlines the issues.
Are You Negotiating Against Yourself?
Ian Motley argues that fee erosion is often the result of standard negotiation tactics. He explains how to recognise when you are ‘negotiating against yourself’ and how to avoid it.
More on Fees and PI Insurance
Damian Harrison, of BJS Insurance Brokers, responds to Peter Sarlos’s concerns about PI insurance precluding claims for fees.
Is Regulation the Answer to Fee Madness?
Is reintroducing fee scales and further regulation the solution to fee slashing and ‘the race for the bottom’ among architects? Is this really feasible in a world of increasing globalisation and diversification of service providers? Ceilidh Higgins considers other options.
The Art and Science of Increasing Profits
Ian Motley argues that the profession needs to radically rethink the overall approach to fees and pricing work.
New Fixed Fee Scale from Victoria's Department of Education and Early Childhood Development
Good news on architects fees from Victoria.
Is Everyone Experiencing This Right Now?
Design fees, scope creep, government projects: Alexandra Howieson reflects on the state of the nation.
Negotiation - Beware the Nibble
One of the least ethical negotiation tactics clients can use is the nibble. Design fee consultant Ian Motley explains what it is and how to strategise to achieve a good outcome for all.
The first rule of architectural fees is that you don't talk about architectural fees.
Interesting essay about fees in the US, the need for better business models and smarter approaches to compensation. From Architect magazine.Link
Fees & Professional Indemnity Insurance
Does your PI insurance preclude claims for fees? Peter Sarlos outlines the issues.