Architect's Professional Practice Manual / Edition 1

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The time-saving professional secrets, the management-expediting skills, and the marketing savvy that have made Jim Franklin's American Institute of Architects seminars famous - this book gives you them all, and more. In an appealingly easy-access, illustrated format, Jim Franklin lays out tools to make your working easier, more fun, and more profitable, featuring:

*Practical strategies for reclaiming the $27,000 worth of negatively invested time that the average architect loses each year

*Pragmatic, day-to-day marketing moves that are enjoyable and bring you more business

*Flexible approaches, procedures, interpersonal skills, and communication how-to's for transforming adversaries into collaborative team players

*Negotiating strategies for every occasion

*Up-to-the-minute information on trends, including practice issues for design-build and construction management

*Proven best-practice in handy shortcut, tip, and list form

*Quotes from leading architects on how they work

Designed to suit architects' approach, sensibilities, and style, this graphical guide goes down the list, revealing the essential people-handling and business and money management skills you wish they'd taught you in school. Far more than mere vitamins for your practice, as the author states, this book is a genuine painkiller.

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What People Are Saying

Ken q. Bussard
Ken Bussard, FAIA, RDG Bussard-Dikis:

If I had the power to distill Jim Franklin and put him in a bottle, I would have that bottle sitting in every architectural firm and university library.

George Hasslein
George Hasslein, Dean Emeritus, California Polytechnic State University:

How great it would be to have a whole college degree based on this book ... it's in line with the changes taking place in our profession.

Allan Cooper
Allan Cooper, Associate Director, Architecture Department, California Polytechnic State University:

Very up to date. Addresses both professional practice and management.

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Product Details

  • ISBN-13: 9780071358361
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 3/30/2000
  • Series: Time Saver Standards Concise Series
  • Edition number: 1
  • Pages: 288
  • Sales rank: 1,182,505
  • Product dimensions: 8.70 (w) x 11.30 (h) x 0.85 (d)

Meet the Author

James R. Franklin, FAIA, ASLA, has had an illustrious career as an architect, landscape architect, consultant, educator, trainer, and author. A practicing architect for 35 years, he led a firm that employed 85 people and won 18 design awards. A member of both the AIA and the ASLA, he edited the Eleventh Edition of the AIA's Architect's Handbook of Professional Practice and contributed major sections to the Twelfth. Named a Fellow of the AIA and the organization's first Resident Fellow, he has conducted numerous highly popular seminars for that group, the ASLA, and individual firms for many years. In 1995, he joined the faculty of California Polytechnic State University, San Luis Obispo. In 1999, he received the prestigious Edward C. Kemper Award from the AIA for exemplary service to his profession. He resides in San Luis Obispo, California.

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Table of Contents

Preface 7
Introduction, and Some Thoughts on the Profession at Y2K 8
Part 1. Making Projects
Chapter 1. Marketing 2
Processes for Making Projects 2
An Overview of Marketing 4
Marketing Tools and Systems 6
Chapter 2. Indirect Marketing 9
What Are You Marketing? 10
What Are They Buying? 11
From the AIA Survey of the Market 12
The B141 as a Tool for Diversification 14
Planning 101 16
Availability and Playing the Telephone 18
Lateral Leadership 20
Improving Your Self-Image 22
What Best Describes Design Excellence? 23
Crafting a Marketing Message 24
Architect Selection 25
Architects Say They Need 26
Chapter 3. Direct Marketing 27
A Marketing Form 29
Clienting 101 30
Client Selection 32
Up-Front Work with the B141 34
Preproposal Meetings 35
Winning the RFP Game 36
Marketing Presentations for Fun and Profit 46
Sell to Their Perception of You 48
Misperceptions You Can't Let Stand 51
Chapter 4. Negotiation 52
Negotiation Theory from Getting to Yes 55
About the Standard of Care 62
Principles for Writing Contracts 64
Chapter 5. Preparing for Negotiation 65
Using the B141 for Preparation 67
Letter of Agreement 73
The Scope Memo Approach 75
Negotiation Design Checklist 76
The Hybrid Fee 78
Step by Step Preparation 80
While You're Negotiating 87
Three Things You Don't Leave Out in Negotiation 90
Part 2. Core Stuff: the Time, Money, and People Part
Chapter 6. Collections 2
Retainers 3
Up Front 4
Invoicing 5
Guaranteed Satisfaction with the Service?!? 6
Your Mindset 7
Tactics for Slow-Pay/No-Pay Clients 10
Chapter 7. About Money 12
Personal Finances 13
Overhead and Profit: Keeping It All Together 16
Pricing Your Projects 19
Compensation Methods Compared 23
Market Forces 29
Client Factors 30
Chapter 8. Don't Manage Time, Manager Yourself 31
Time Management Systems 32
The Sketchbook/Journal Revisited 37
On the Uses of Humor and Graphics 43
Chapter 9. Interpersonal Skills 47
Wiifm 50
Theory 51
Skill Set: One-on-One 59
For Drawing Out Loud! 64
Summary: Active Listening/Straight Talk 65
Chapter 10. Groupwork 66
The Facilitator's Role 67
Meeting Preparation 68
Tool Kit 69
Logistics 70
Meeting Design 71
Meeting Process 72
Exercises to Enlarge the Context 77
Exercises for Narrowing the Focus, Making Decisions 82
Vote-Free Decisions 86
Part 3. Doing Projects
Where I'm Coming From with This 3
Chapter 11. Getting the Firm out of the Way 4
Practice Full Disclosure 7
The Firm Organization 8
Work in Adhoc, Project-Specific Teams 9
Decide--Don't Vote 10
Have Only an Implied Internal Hierarchy 10
Nurture a Design Culture 11
Track Rework and the Cause 13
Don't Call It Quality Management 15
Gap Survey 18
Performance Evaluations 24
The Four-Box Matrix of Management Behaviors 27
Personnel Performance Evaluation Form 29
Chapter 12. Tips for Better Projects 32
Programming 32
Conduct Predesign 34
Design All the Time 40
To Make an On-Site Charrette Work 41
With the Client Talk Everything Else but Design 41
Keep a Holistic Approach 42
Respond to Obstacles with Lateral Moves 43
Use Precedent as a Launch Platform 44
Photocopy Production Tips 45
Tips for Quality Assurance Checking 46
Frequent Construction-Site Meetings 47
Project Reviews and Postmortems 47
Chapter 13. Project Management as Lateral Leadership 48
Chapter 14. Post-Occupancy and Predesign 53
Post-Occupancy Evaluation: The How-To Part 54
POE Form 56
Predesign: The How-To Part 58
Why Post-Occupancy Evaluation 63
Why Predesign: Case Studies 65
Afterword 70
Postscript: On the Dharma of Ineffable Drawings 71
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