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| Preface | |
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| Introduction, and Some Thoughts on the Profession at Y2K | |
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| Making Projects | |
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| Marketing | |
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| Processes for Making Projects | |
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| An Overview of Marketing | |
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| Marketing Tools and Systems | |
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| Indirect Marketing | |
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| What Are You Marketing? | |
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| What Are They Buying? | |
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| From the AIA Survey of the Market | |
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| The B141 as a Tool for Diversification | |
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| Planning 101 | |
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| Availability and Playing the Telephone | |
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| Lateral Leadership | |
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| Improving Your Self-Image | |
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| What Best Describes Design Excellence? | |
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| Crafting a Marketing Message | |
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| Architect Selection | |
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| Architects Say They Need | |
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| Direct Marketing | |
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| A Marketing Form | |
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| Clienting 101 | |
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| Client Selection | |
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| Up-Front Work with the B141 | |
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| Preproposal Meetings | |
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| Winning the RFP Game | |
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| Marketing Presentations for Fun and Profit | |
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| Sell to Their Perception of You | |
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| Misperceptions You Can't Let Stand | |
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| Negotiation | |
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| Negotiation Theory from Getting to Yes | |
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| About the Standard of Care | |
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| Principles for Writing Contracts | |
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| Preparing for Negotiation | |
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| Using the B141 for Preparation | |
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| Letter of Agreement | |
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| The Scope Memo Approach | |
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| Negotiation Design Checklist | |
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| The Hybrid Fee | |
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| Step by Step Preparation | |
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| While You're Negotiating | |
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| Three Things You Don't Leave Out in Negotiation | |
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| Core Stuff: the Time, Money, and People Part | |
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| Collections | |
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| Retainers | |
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| Up Front | |
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| Invoicing | |
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| Guaranteed Satisfaction with the Service?!? | |
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| Your Mindset | |
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| Tactics for Slow-Pay/No-Pay Clients | |
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| About Money | |
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| Personal Finances | |
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| Overhead and Profit: Keeping It All Together | |
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| Pricing Your Projects | |
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| Compensation Methods Compared | |
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| Market Forces | |
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| Client Factors | |
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| Don't Manage Time, Manager Yourself | |
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| Time Management Systems | |
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| The Sketchbook/Journal Revisited | |
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| On the Uses of Humor and Graphics | |
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| Interpersonal Skills | |
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| Wiifm | |
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| Theory | |
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| Skill Set: One-on-One | |
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| For Drawing Out Loud! | |
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| Summary: Active Listening/Straight Talk | |
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| Groupwork | |
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| The Facilitator's Role | |
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| Meeting Preparation | |
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| Tool Kit | |
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| Logistics | |
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| Meeting Design | |
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| Meeting Process | |
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| Exercises to Enlarge the Context | |
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| Exercises for Narrowing the Focus, Making Decisions | |
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| Vote-Free Decisions | |
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| Doing Projects | |
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| Where I'm Coming From with This | |
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| Getting the Firm out of the Way | |
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| Practice Full Disclosure | |
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| The Firm Organization | |
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| Work in Adhoc, Project-Specific Teams | |
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| Decide--Don't Vote | |
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| Have Only an Implied Internal Hierarchy | |
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| Nurture a Design Culture | |
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| Track Rework and the Cause | |
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| Don't Call It Quality Management | |
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| Gap Survey | |
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| Performance Evaluations | |
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| The Four-Box Matrix of Management Behaviors | |
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| Personnel Performance Evaluation Form | |
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| Tips for Better Projects | |
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| Programming | |
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| Conduct Predesign | |
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| Design All the Time | |
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| To Make an On-Site Charrette Work | |
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| With the Client Talk Everything Else but Design | |
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| Keep a Holistic Approach | |
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| Respond to Obstacles with Lateral Moves | |
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| Use Precedent as a Launch Platform | |
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| Photocopy Production Tips | |
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| Tips for Quality Assurance Checking | |
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| Frequent Construction-Site Meetings | |
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| Project Reviews and Postmortems | |
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| Project Management as Lateral Leadership | |
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| Post-Occupancy and Predesign | |
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| Post-Occupancy Evaluation: The How-To Part | |
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| POE Form | |
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| Predesign: The How-To Part | |
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| Why Post-Occupancy Evaluation | |
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| Why Predesign: Case Studies | |
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| Afterword | |
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| Postscript: On the Dharma of Ineffable Drawings | |