{"id":190,"date":"2020-01-18T16:13:37","date_gmt":"2020-01-18T16:13:37","guid":{"rendered":"http:\/\/www.marketingpentruarhitecti.ro\/?p=190"},"modified":"2024-06-20T12:16:39","modified_gmt":"2024-06-20T12:16:39","slug":"cum-sa-gasesti-proiecte-inaintea-altor-arhitecti","status":"publish","type":"post","link":"https:\/\/www.marketing-for-architects.com\/ro\/cum-sa-gasesti-proiecte-inaintea-altor-arhitecti\/","title":{"rendered":"Cum s\u0103 g\u0103se\u0219ti proiecte \u00eenaintea altor arhitec\u021bi"},"content":{"rendered":"\n

Cum s\u0103 g\u0103se\u0219ti proiecte \u00eenaintea altor arhitec\u021bi? \u0218tiai c\u0103 po\u021bi s\u0103 iei un proiect \u00eenainte de a deveni un proiect? \u0218tiai c\u0103 majoritatea proiectelor a\u0219a se fac?<\/p>\n\n\n\n

Cererile de oferte de multe ori sunt doar un studiu de pia\u021b\u0103<\/h2>\n\n\n\n

C\u00e2nd prime\u0219ti o cerere de ofert\u0103 pentru proiectare, e\u0219ti pe o list\u0103 scurt\u0103 a poten\u021bialului client. Te-a\u0219 putea felicita, dar adev\u0103rul este c\u0103 arareori astfel de oferte ajung s\u0103 se materializeze \u00eentr-un contract. De ce?<\/p>\n\n\n\n

Cei 4-5 arhitec\u021bi cu care concurezi au, cel mai probabil, fiecare, un plus fa\u021b\u0103 de tine. Nici vorb\u0103, \u0219i tu prezin\u021bi mai multe garan\u021bii dec\u00e2t ei, dar nu de fiecare dat\u0103 conteaz\u0103 acela\u0219i criteriu. Uneori (cel mai adesea) este vorba despre pre\u021b. Alteori, unul dintre competitori \u0219tie pe cineva la prim\u0103rie. Unul este mai experimentat dec\u00e2t tine, altul este mai t\u00e2n\u0103r. Uneori este mai bine c\u0103 ai un birou mai mare, alteori este un handicap.<\/p>\n\n\n\n

Este greu de spus ce alege poten\u021bialul client s\u0103 aprecieze mai mult. Dac\u0103 am \u0219tii, am \u00eencerca, fiecare, s\u0103 excel\u0103m \u00een acel domeniu.<\/p>\n\n\n\n

Cel mai adesea \u00eens\u0103, oferta nu este \u201ede-adev\u0103ratelea\u201d. Adev\u0103rul este c\u0103 cel care a sunat sau trimis mailul, \u0219tie deja cu cine vrea s\u0103 lucreze. Oferta ta este ori pentru a-\u0219i confirma c\u0103 nu pl\u0103te\u0219te prea mult, ori pentru a fi folosit\u0103 \u00een negocieri cu \u201ecel\u0103lalt\u201d.<\/p>\n\n\n\n

Foarte des nu este vorba, de fapt, de nici o competi\u021bie<\/h2>\n\n\n\n

Alt arhitect are deja proiectul.
Poten\u021bialul client vine la birou atunci c\u00e2nd, \u00eentr-adev\u0103r, mul\u021bumit de ofert\u0103, vrea s\u0103 verifice \u0219i \u201ecapabilit\u0103\u021bile\u201d tale. \u0218i aici po\u021bi fi prea t\u00e2n\u0103r sau prea b\u0103tr\u00e2n, sa se parcheaz\u0103 cam greu \u00een zona unde ai biroul.<\/p>\n\n\n\n

Cum faci, \u00eens\u0103, s\u0103 fii acel arhitect, care prime\u0219te, de fapt, contractul?<\/h2>\n\n\n\n

Cel\u0103lalt arhitect s-ar putea s\u0103 fie norocosul recomandat de un prieten, o rud\u0103 sau vreun coleg. Este posibil ca el s\u0103 fi f\u0103cut deja c\u00e2teva schi\u021be, dar s\u0103 fac\u0103 gre\u0219eala de a nu avea un contract. Se \u00eent\u00e2mpl\u0103. Se \u00eent\u00e2mpl\u0103 chiar foarte des.<\/p>\n\n\n\n

Mi s-a \u00eent\u00e2mplat, nu odat\u0103, ca prospectivul client s\u0103 scoat\u0103, pe nepus\u0103 mas\u0103, un set de planuri \u00eentocmite, evident, de un arhitect. \u201eDe ce nu lucra\u021bi cu doamna arhitect, dac\u0103 deja v-a f\u0103cut aceste planuri, de care sunte\u021bi mul\u021bumit?\u201d. \u201dEeeei, doamna este cam \u00een v\u00e2rst\u0103!\u201d.<\/p>\n\n\n\n

Mi s-a mai \u00eent\u00e2mplat ca un client mai vechi, \u00een momentul negocierii, s\u0103 scoat\u0103 o ofert\u0103 mult sub suma solicitat\u0103 de mine. \u201eP\u0103i de ce nu lucrezi cu arhitectul acesta?\u201d. \u201eEeeei, am cerut-o \u0219i eu a\u0219a, e clar c\u0103 e \u0219i prea t\u00e2n\u0103r \u0219i nici prea experimentat\u201d, a venit r\u0103spunsul. \u201eEu, oricum, cu tine vreau s\u0103 lucrez!\u201d.<\/p>\n\n\n\n

Nu am dat aceste exemple pentru a ne amuza de tertipurile \u201ebeneficiarilor\u201d. Departe de mine acest g\u00e2nd. Le-am dat pentru a ar\u0103ta c\u0103, adesea, mai este un arhitect. Uneori el poate fi favoritul, alteori, tu. Dar, de fiecare dat\u0103, se solicit\u0103 oferte.<\/p>\n\n\n\n

Cum s\u0103 g\u0103se\u0219ti proiecte \u00eenaintea altor arhitec\u021bi, \u00eenainte de a exista acele proiecte?<\/h2>\n\n\n\n

Arhitectul favorit se bucur\u0103 de \u00eencrederea poten\u021bialului client.<\/h3>\n\n\n\n

El sau ea fie are o recomandare, fie clientul este un vechi client, fie se cunosc de mai mult timp. Are deja o rela\u021bie cu poten\u021bialul client.<\/p>\n\n\n\n

\u00centr-o dezbatere pe Linkedin, un arhitect american, absolvent al Harvard Architecture School, a dat urm\u0103toarea \u201ere\u021bet\u0103\u201d:<\/p>\n\n\n\n

\n

\u201ePentru a avea proiecte, trebuie s\u0103 te \u00eenscrii \u00een Country Clubul din localitatea ta. Acolo vei cunoa\u0219te toate persoanele importante din ora\u0219. Vei juca golf cu patru dintre cei cinci constructori, so\u021bia ta se va \u00eemprieteni cu doamnele care vor dori s\u0103-\u0219i extind\u0103 sau renoveze buc\u0103t\u0103riile. Vei fi amic cu patronii celor mai importante firme din regiune, care vor avea de amenajat magazine, de construit un sediu nou, sau extinde mall-ul local\u201d.<\/em><\/p>\n<\/blockquote>\n\n\n\n

Aceast\u0103 metod\u0103 se cheam\u0103 networking. Ea a func\u021bionat admirabil foarte mult timp. \u00cen Rom\u00e2nia nu exist\u0103 Country Club-uri, dar \u0219tiu arhitec\u021bi care au abonamente la sal\u0103, acolo unde au \u0219ansa s\u0103 cunoasc\u0103 persoane importante.<\/p>\n\n\n\n

Dar aceast\u0103 metod\u0103 nu prea mai func\u021bioneaz\u0103 nici \u00een Statele Unite, dup\u0103 cum nu este prea util\u0103 nici la noi.<\/p>\n\n\n\n

Oamenii cump\u0103r\u0103 frigidere, mobil\u0103 \u0219i c\u0103r\u021bi pe net. Tot pe net \u00ee\u0219i g\u0103sesc \u0219i avocatul, \u0219i arhitectul<\/h2>\n\n\n\n

Tu c\u00e2nd ai cump\u0103rat ceva care s\u0103 nu fie cump\u0103rat pe net, sau de care m\u0103car s\u0103 te informezi de pe net? \u00cen ultimii ani nu s-a prea \u00eent\u00e2mplat, nu-i a\u0219a?<\/p>\n\n\n\n

Uneori se duc direct la Emag. Au mai cump\u0103rat de acolo. \u00cen plus, toat\u0103 lumea \u0219tie c\u0103 dac\u0103 vei cump\u0103ra o ma\u0219in\u0103 de sp\u0103lat, ei nu doar c\u0103 \u021bi-o vor duce la etajul 7, dar vor lua \u0219i ma\u0219ina stricat\u0103.<\/p>\n\n\n\n

Cum \u00eens\u0103 nu toat\u0103 lumea este Emag, adev\u0103rul este c\u0103 cel mai des oamenii nu caut\u0103 s\u0103 cumpere ceva. Ei caut\u0103 informa\u021bii.<\/p>\n\n\n\n

Dar, pe Internet, toat\u0103 lumea caut\u0103, de fapt, informa\u021bii<\/h2>\n\n\n\n

Da, oamenii caut\u0103 informa\u021bii pe internet. Dac\u0103 vor un aparat de aer condi\u021bionat, ei vor c\u0103uta cel mai bun raport pre\u021b\/BTU. Se vor interesa de service, de garan\u021bii, vor citi recenziile.<\/p>\n\n\n\n

Decizia de a cump\u0103ra va fi \u00eens\u0103 una emo\u021bional\u0103. \u00centotdeauna, una emo\u021bional\u0103.<\/p>\n\n\n\n

Sursele credibile de informa\u021bii aduc valoare poten\u021bialului client<\/h3>\n\n\n\n

C\u00e2nd, uneori din \u00eent\u00e2mplare, internau\u021bii caut\u0103 informa\u021bii, vor aprecia cele mai bune surse. Vor ajunge s\u0103 judece dup\u0103 cuno\u0219tin\u021bele dob\u00e2ndite pe site-ul de \u00eencredere toate celelalte informa\u021bii. Ei vor rezona la anumite surse de informare. Vor dob\u00e2ndi \u00eencredere \u00een ele, apoi vor deveni loiali acelei surse.<\/p>\n\n\n\n

Cei care cump\u0103r\u0103 de pe Emag ma\u0219ini de sp\u0103lat au \u00eencredere c\u0103 ma\u0219ina va ajunge acas\u0103, iar curierul o va ridica pe cea veche. Uneori livr\u0103rile au \u00eent\u00e2rzieri. Dar, din loialitate, clientul Emag va continua s\u0103 comande de pe Emag.<\/p>\n\n\n\n

\u00cen Emag are \u00eencredere.<\/p>\n\n\n\n

\u00cencrederea celor care vor s\u0103 construiasc\u0103 te ajut\u0103 s\u0103 g\u0103se\u0219ti proiecte \u00eenaintea altor arhitec\u021bi<\/h3>\n\n\n\n

Cei care vor s\u0103 construiasc\u0103 vor c\u0103uta informa\u021bii despre ceea ce ei percep ca fiind o poten\u021bial\u0103 problem\u0103. Sunt preocupa\u021bi de c\u00e2t va costa construc\u021bia, de materialele de construc\u021bii, de procesul de autorizare \u0219amd. Unii vor s\u0103 construiasc\u0103 o cas\u0103 cu cheltuieli de \u00eentre\u021binere foarte mici. Fiecare are alte temeri, pentru care caut\u0103 rezolv\u0103ri.<\/p>\n\n\n\n

Fiecare va g\u0103si o puzderie de surse de documentare. Unii un site al unui furnizor de materiale de construc\u021bii. Al\u021bii pe cel al unora care vorbesc despre termoizola\u021bii c\u00e2t mai groase. M\u0103 rog, fiecare dup\u0103 ce a c\u0103utat \u0219i dup\u0103 calitatea surselor g\u0103site. Unele surse \u00eel \u00eendrum\u0103 \u00een direc\u021bia cea bun\u0103. Altele \u00eei umplu capul cu idei periculoase.<\/p>\n\n\n\n

De-abia dup\u0103 ce aceast\u0103 perioad\u0103 de documentare s-a \u00eencheiat, poten\u021bialul nostru client va deschide Google \u0219i va tasta \u201earhitect\u201d, \u201earhitect ieftin\u201d, sau \u201earhitect bun\u201d. Alteori va tasta \u201eproiecte de cas\u0103\u201d, sau \u201eproiecte de case ieftine\u201d. Ori gratuite. Repet, fiecare dup\u0103 calitatea surselor g\u0103site.<\/p>\n\n\n\n

Dac\u0103 acest poten\u021bial client are norocul s\u0103 se documenteze din spusele, scrierile, sau post\u0103rile unui arhitect, acel arhitect va fi beneficiarul \u00eencrederii acestuia.<\/p>\n\n\n\n

Din acel moment, acest arhitect, nu altul, va deveni punctul de referin\u021b\u0103, va fi tratat cu \u00eencredere. Doar a\u0219a g\u0103se\u0219ti proiecte \u00eenaintea altor arhitec\u021bi.<\/strong><\/p>\n\n\n\n

Arhitectul favorit ofer\u0103 informa\u021bii valoroase poten\u021bialului client
Arhitectul favorit este cel care a convins prin comunicarea sa poten\u021bialul client care sunt adev\u0103ratele provoc\u0103ri atunci c\u00e2nd vrei s\u0103 construie\u0219ti. Arhitectul favorit este cel care \u201efur\u0103\u201d startul \u00een \u00eentrecerea cu colegii de breasl\u0103. E este cel care va preg\u0103ti un viitor client care-i va acorda mult\u0103 \u00eencredere.
Arhitectul favorit trebuie s\u0103 ofere anticipat informa\u021bii valoroase celui care dore\u0219te s\u0103 construiasc\u0103. Este irelevant c\u00e2t de departe de adev\u0103r \u0219i-a \u00eenceput acesta c\u0103ut\u0103rile. De fapt, cu c\u00e2t problemele anticipate de clientul prospectiv sunt mai departe de adev\u0103r, cu at\u00e2t mai mult\u0103 \u00eencredere va avea \u00een arhitectul care \u00eel va pune pe drumul cel bun.<\/p>\n","protected":false},"excerpt":{"rendered":"

\u0218tiai c\u0103 po\u021bi s\u0103 iei un proiect \u00eenainte de a deveni un proiect? \u0218tiai c\u0103 majoritatea proiectelor a\u0219a se fac?
\nCei care vor s\u0103 construiasc\u0103 vor c\u0103uta informa\u021bii despre ceea ce ei percep ca fiind o poten\u021bial\u0103 problem\u0103. <\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2],"tags":[],"class_list":["post-190","post","type-post","status-publish","format-standard","hentry","category-fara-categorie","tw-meta-no-icon"],"yoast_head":"\nCum s\u0103 g\u0103se\u0219ti proiecte \u00eenaintea altor arhitec\u021bi - Marketing pentru Arhitec\u021bi<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.marketing-for-architects.com\/ro\/cum-sa-gasesti-proiecte-inaintea-altor-arhitecti\/\" \/>\n<meta property=\"og:locale\" content=\"ro_RO\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Cum s\u0103 g\u0103se\u0219ti proiecte \u00eenaintea altor arhitec\u021bi - Marketing pentru Arhitec\u021bi\" \/>\n<meta property=\"og:description\" content=\"\u0218tiai c\u0103 po\u021bi s\u0103 iei un proiect \u00eenainte de a deveni un proiect? \u0218tiai c\u0103 majoritatea proiectelor a\u0219a se fac? 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