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An all-in-one architectural practice toolkit! AIA Kemper Award winner James R. Franklin's Architect's Professional Practice Manual is a no-nonsense compendium of well-tested methods, valuable tips, and contracts, forms, checklists, and other tools in a graphics-oriented, at-a-glance format. Beginning with how to position yourself in the marketplace, it takes you through the entire process of marketing, pricing, negotiating, designing, and carrying out projects, showing you how to build repeat client business while maintaining your joy and profitability through exemplary practices. This lean-and-clean fieldbook stresses the project-driven principles of good practice, emphasizing collaborative behavior, doing right by the client and the people you work with and for, as a key to upward mobility.

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CONTENTS

Preface = 7

Introduction, and Some Thoughts on the Profession at Y2K = 8

PART 1. MAKING PROJECTS

 Chapter 1. Marketing = 1.2

  Processes for Marking Projects = 1.2

  An Overview of Marketing = 1.4

  Marketing Tools and Systems = 1.6

 Chapter 2. Indirect Marketing = 1.9

  What Are You Marketing? = 1.10

  What Are They Buying? = 1.11

  From the AIA Survey of the Market = 1.12

  The B141 as a Tool for Diversification = 1.14

  Planning 101 = 1.16

  Availability and Playing the Telephone = 1.18

  Lateral Leadership = 1.20

  Improving Your Self-Image = 1.22

  What Best Describes Design Excellence? = 1.23

  Crafting a Marking Message = 1.24

  Architect Selection = 1.25

  Architects Say They Need = 1.26

 Chapter 3. Direct Marketing = 1.27

  A Marketing Form = 1.29

  Clienting 101 = 1.30

  Client Selection = 1.32

  UP-Front Work with the B141 = 1.34

  Preproposal Meetings = 1.35

  Winning the RFP Game = 1.36

  Marketing Presentations for Fun and Profit = 1.46

  Sell to Their Perception of You = 1.48

  Misperceptions You Can't Let Stand = 1.51

 Chapter 4. Negotiation = 1.52

  Negotiation Theory From Getting to Yes = 1.55

  About the Standard of Care = 1.62

  Principles for Writing Contracts = 1.64

 Chapter 5. Preparing for Negotiation = 1.65

  Using the B141 for Preparation = 1.67

  Letter of Agreement = 1.73

  The Scope Meme Approach = 1.75

  Negotiation Design Checklist = 1.76

  The Hybrid Fee = 1.78

  Step by Step Preparation = 1.80

  While You're Negotiating = 1.87

  Three Things You Don't Leave Out in Negotiation = 1.90

PART 2. CORE STUFF : THE TIME, MONEY, AND PEOPLE PART

 Chapter 6. Collections = 2.2

  Retainers = 2.3

  UP Front = 2.4

  Invoicing = 2.5

  Guaranteed Satisfaction with the Service?!? = 2.6

  Your Mindset = 2.7

  Tactics for Slow-Pay／No-Pay Clients = 2.10

 Chapter 7. About Money = 2.12

  Personal Finances = 2.13

  Overhead and Profit : Keeping It All Together = 2.16

  Pricing Your Projects = 2.19

  Compensation Methods Compared = 2.23

  Market Forces = 2.29

  Client Factors = 2.30

 Chapter 8. Don't Manage Time, Manager Yourself = 2.31

  Time Management Systems = 2.32

  The Sketchbook／Journal Revisited = 2.37

  On the Uses of Humor and Graphics = 2.43

 Chapter 9. Interpersonal Skills = 2.47

  WIIFM = 2.50

  Theory = 2.51

  Skill set : One-on-One = 2.59

  Summary : Active Listening／Straight Talk = 2.65

 Chapter 10. Groupwork = 2.66

  The Facilitator's Role = 2.67

  Meeting Preparation = 2.68

  Tool Kit = 2.69

  Logistics = 2.70

  Meeting Design = 2.71

  Meeting Process = 2.72

  Exercises to Enlarge the Context = 2.77

  Exercises for Narrowing the Focus, Making Decisions = 2.82

  Vote-Free Decisions = 2.86

PART 3. DOING PROJECTS

 Where I'm Coming From with This = 3.3

 Chapter 11. Getting the Firm out of the Way = 3.4

  Practice Full Disclosure = 3.7

  The Firm Organization = 3.8

  Work in Adhoc, Project-Specific Teams = 3.9

  Decide-Don't Vote = 3.10

  Have Only an Implied Internal Hierarchy = 3.10

  Nurture a Design Culture = 3.11

  Track Rework and the Cause = 3.13

  Don't Call It Quality Management = 3.15

  Gap Survey = 3.18

  Performance Evaluations = 3.24

  The Four-Box Matrix of Management Behaviors = 3.27

  Personnel Performance Evaluation Form = 3.29

 Chapter 12. Tips for Better Projects = 3.32

  Programming = 3.32

  Conduct Predesign = 3.34

  Design All the Time = 3.40

  To Make an On-Site Charrette Work = 3.41

  With the Client Talk Everything Else but Design = 3.41

  Keep a Holistic Approach = 3.42

  Respond to Obstacles with Lateral Moves = 3.43

  Use Precedent as a Launch Platform = 3.44

  Photocopy Production Tips = 3.45

  Tips for Quality Assurance Checking = 3.46

  Frequent Construction-site Meetings = 3.47

  Project Reviews and Postmortems = 3.47

 Chapter 13. Project Management as Lateral Leadership = 3.48

 Chapter 14. Post-Occupancy and Predesign = 3.53

  Post-Occupancy Evaluation : The How-To Part = 3.54

  POE Form = 3.56

  Predesign : The How-To Part = 3.58

  Why Post-Occupancy Evaluation = 3.63

  Why Predesign : Case Studies = 3.65

  Afterword = 3.70

  Postscript : On the Dharma of Ineffable Drawings = 3.71