Referrals from Architects and Engineers

• The most valuable works come by the architect, not by search or by networks.
• The architect needs the project to be executed and the findings to come with options.
• Not competing for the relationship with the client is the rule that holds the channel.
• The work documentation serves the architect to show his work: it is a gift, not a procedure.
• The commissions are consulted with the adviser; the system is designed to function by performance.
• It is recorded by name and corresponding: the channel is given or lost.

This piece is the manual of that relationship: what the architect of the builder really needs, how a project is executed without improving it - on its own, why not compete for the relationship with the client is the rule that holds the channel, how it is documented so that the architect can show the work as his, and how reciprocity is administered without commissions. It is based on the residential builder's manual And close your block. The deal is summarized: The architect refers to the one who doesn't give him trouble and doesn't take away the client.

Marketing guide for companies legally registered in Venezuela. None of the above constitutes technical, engineering, legal and financial advice. The responsibility for the project, the calculations and the inspection is vested in the competent and collegiate professionals according to Venezuelan regulations. Any compensation arrangements between professionals should be reviewed with the adviser and in accordance with applicable professional ethics standards. Astra Results Marketing verifies each client against the sanctions lists applicable before providing services.

The diagnosis. Volume: an active architect has several projects a year and meets colleagues with so many others; a well-run relationship produces works in a sustained way without the cost of acquisition. The type of work: planned, with defined scope, with client who already agreed to pay a project - which means higher budget and less regateo. The filter you already made: the architect has already explained to the client what is to be done and how much it costs approximately, so the builder receives a prepared customer. The trust provided: the client trusts the builder because he trusts his architect, which shortens the sale in half. Fragility: that trust lent is withdrawn complete with a single error - an unconsulted change, a stolen client, a poorly documented work - and the architect does not give second chances because his name was at stake. The consequence: the channel is treated as a long-term professional relationship and not as a source of reference, according to reference systems.

The product, from your side. That the planned is executed: without changes of its own criterion, without silent material substitutions, without thus making it better to decide on the work. Let the findings come with options: the rotten pipe, the beam with moisture, the level that does not match, informed with photo and with two or three alternatives, for the architect to decide and explain to his client, according to the finding as content. Let the play not become your problem: that the builder solves the logistics, the scroll, the board and the neighbor, without the architect having to mediate. The documentation exists: photos of the process and the result, with sufficient quality for the architect to show his work. The time limit is real: because the architect gave a date to his client based on what the builder said, the honest time limits. Don't let it go wrong: neither to the client, nor to the supplier, nor to the building board.

Not competing for the client. The temptation: the customer, during the work, begins to ask the builder things that correspond to the architect - design, distribution, finishes - and sometimes suggests to work directly next time. Which destroys the channel: accept that conversation, think about the other design, or insinuate that without architect it would be cheaper. What holds it: return these questions to the architect - that is the subject of design, I consult him - to mention it with credit in front of the client, and when the client returns for another work, to inform the architect. The case of the customer who insists: If a client referred to by an architect wants to hire a future work directly, the builder tells the architect before accepting it. Transparency retains the channel and often the architect participates equally. The publication of the work: The project is credited to the architect and coordinated with him before publishing, because the work is also his portfolio. The rule: the builder executes, the architect projects, and each one defends the role of the other in front of the client.

Which makes the builder the favorite. The architect's problem: you need to show your work done and often you don't have good photos, because you weren't in the play on the last day and you don't have time to coordinate a session. The opportunity: the builder who gives him a set of photos of the process and of the result - clean, unscathed, with the space ordered - is giving him the portfolio that the architect did not have. What is delivered: the photos of the process by stage, those of the finished result, and the detail of the materials and the solutions executed. When: when you deliver the work, without me asking. Permission: coordinated with the client and the architect for the publication of each part. The effect: the architect who receives that once always expects it, and prefers to work with the one who gives it to him. The cost to the company: almost nil, because the photos are already taken for the weekly report, according to the weekly report.

The entrance, no commissions. To whom: architects and engineers with active work in the areas where the company works - identified by the works that are seen, by the professional schools, by the suppliers and by the previous customers. With what: the brief presentation with the file of works executed, the weekly report as a sample of how it is documented, the legal record, and a clear list of what the company does and what does not. The first conversation: about how the architect works and what has failed him from other builders - to ask before offering is what distinguishes the useful meeting from the visit of the seller. The first work: small if necessary, executed with excessive discipline, because it is the one that decides if there is a channel. Follow-up: the weekly report also sent to the architect during the work, without request. What is never offered: Commission to refer to any compensation arrangement is consulted with the consultant and in accordance with the applicable professional ethics rules, and the system is designed to function by performance, according to the rule of clean hands.

The whole network. The structural engineer: is involved in enlargements and old fifths where structure needs to be evaluated, and refers to the builder who respects its calculation and documents the execution. The inspector engineer: in works that require it, it is the one who certifies and who values the documentation and the order most. The specialist installer: electrician, gas player, air conditioning installer - each with its own customer portfolio and its own need for a reliable builder, according to the inter-office network. The interior designer: with finishing projects and furniture that need to be executed. Reciprocity: the company refers to these professionals when the customer needs them, and keeps the account) the channel works in both directions or does not work. The material provider: recommends builders to customers who come to buy without knowing who to hire.

Which makes it a system. The registration with name: what professional said what work, with date and amount, because without that the company does not know which relationship it is worth. The thanks: a message for each reference, each time, without a gift. The reciprocity ratio: how many works he received from each professional and how many customers he sent him, revised to correspond. Communication between works: an occasional message with a finished work or an interesting solution, which keeps the relationship alive without asking for anything. The annual meeting: with the professionals who produce the most, to check what worked and what did not. Reading: which professionals produce the works of greater value and less conflict, and to whom it is appropriate to spend time. The limit: The relationship is taken care of, not pursued; the professional who does not refer after two well-done works will probably not refer.

The board, according to the standard of attribution: the proportion of works of professional origin —an architect, engineer, installer, supplier, with a name, as an insignia metric. The average value of these works compared to those of other origins, which is almost always greater. Works repeated by the same professional, which measures whether the relationship is sustained. The reciprocity ratio by professional. The project changes consulted with the architect against those determined in work, which must be 100% consulted. Photo games delivered the architect at the close of the work; works lost by conflict with a professional, which must be zero; and the decision gap of this channel.

• Days 1-30: preparation. The file of works carried out with process, result, scope and real time. The short presentation for professionals produced. The working protocol with written project - what is always consulted, how the findings with options are reported, what is decided in work -. The list of architects, engineers and installers with active work in the areas of the company.
• Days 31-60: opening. The first meetings, beginning by asking how each professional works and what has failed him. The weekly report also sent to the architect in the ongoing works. The set of closing photos delivered in the works that are finished; the record of referrals with name initiated with those of the last years reconstructed.
• Days 61-90: reciprocity and reading. The reciprocity activated - to refer to these professionals when the customer needs them - and counted. The thanks referred to as routine. The publication of work coordinated with credit to the projector; and the first readings - the proportion of works of professional origin, average value, repeated works per professional, changes consulted.

Astra Results Marketing works with Venezuelan builders remotely from its Miami office in 1101 Brickell Ave, Miami, FL 33131, in Spanish and with billing in dollars. It builds the professional channel: the file and presentation for architects and engineers, the project execution protocol with informed findings with options, the rule of not competing for the customer, the set of closing photos as a gift that no competitor gives, the registration with name and the reciprocity counted, and the position of clean hands on commissions consulted with the consultant. Each project begins with the verification of compliance and an audit of the origin of works and professional network through the business consulting. The agency's path can be verified in its Google profile and Yelp.

Because he has several projects a year and he knows colleagues with so many others. Because the project has a definite scope and a client who already agreed to pay for a project, which means higher budget and less regatta. And because the client trusts the builder by transfer of trust in his architect, which shortens the sale by half. It is also the most fragile channel: it is lost in a single work.

That the projected one be executed without changes of own criterion or silent substitutions. That the findings come with photo and two or three options for him to decide and explain to his client. That the work does not become his problem - logistics, scroll, board, neighbor resolved by the builder. That the documentation exists; that the time frame is real, because he already gave a date to his client; and that they do not leave it wrong to anyone.

Because it's the rule that holds the channel. During the work the client asks the builder about design things and sometimes suggests working directly next time; accepting that conversation destroys the relationship with the architect forever. The right thing to do is to return those questions - that's design, I consult it, give credit to the architect in front of the client, and let him know if the client wants to hire directly.

A set of photos of the process and of the result - clean, unscented, with the ordered space - given to the architect at the end of the work without asking for it. It solves a real problem: the architect needs to show his completed work and often does not have good photos. The cost to the company is almost zero because the photos are already taken for the weekly report, and the architect who receives it once prefers to work with the person who gives it to them.

Any compensation arrangements between professionals should be reviewed with the consultant and in accordance with the applicable professional ethics standards. The system is designed to function by performance: run well, document, not compete for the customer and correspond to those professionals when the customer needs them. The relationships that depend on money are lost when someone pays more; those that depend on performance last.

With record: which professional referred which work, with date and amount. Thanks for each one, each time, without gift. The proportion of reciprocity revised to correspond; an occasional message with a finished work that keeps the relationship alive without asking for anything. And the reading of which professionals produce the works of greater value and less conflict. The relationship is taken care of, not pursued.

YOU READY FOR THE ARCHITECT TO RECOMMEND IT? Astra Results Marketing builds the channel of architects and engineers for Venezuelan builders: file, project execution protocol, closing photo set and managed reciprocity. Astra Results Marketing · 1101 Brickell Ave, Miami, FL 33131 · +1 (786) 321-2866 · [email protected] Find us on Google · Yelp ▸ CALL (786) 321-2866 · ▸ REQUEST YOUR CONSULTATION