As the architectural profession faces increasing complexity, it is vital for architects to adopt a business-like approach to fee negotiation. This course aims to equip architects with the tools and knowledge to effectively negotiate fees, ensuring they reflect the true costs of delivering professional services. This course is split into four modules:1. Fundamentals of Fee Negotiation This module introduces the key principles of fee negotiation. Participants will learn how to define the scope of services and manage risks to ensure a viable fee. Methods of charging, including percentage, lump sum, and hourly rates, will be explored alongside the limitations of benchmarking data. Fee calculation tools, such as the RIBA Fee Calculator, will also be covered. 2. Practical Skills for Effective Fee Negotiation In this module participants will dive deeper into negotiation strategies, exploring positional and principled approaches. Techniques such as BATNA (Best Alternative to a Negotiated Agreement) will be discussed, as well as the importance of justifying fees and responding to client feedback. 3. Creating and Maintaining a Resilient Business This module focuses on internal and external factors affecting business resilience, including cash flow management, market trends, and diversification. Strategies for long-term success, such as nurturing client relationships and controlling project resources, will be examined. 4. Showcasing Value to Clients Participants will explore how to communicate value to clients effectively, manage project risks, and promote their practice’s unique skill set. Techniques for building lasting client relationships and sharing positive feedback will also be discussed.Learning outcomes• Understanding the relationship between fees, costs, scope of services, profit and risk • Understanding the significance of the 'breakeven point' in fee negotiations • Selecting the most appropriate ways of charging • Understanding of negotiation techniques and strategies • Understanding the importance of communicating the value of your services to clients • Understanding the importance of regular invoicing and effect on working capital Speakers Peter Farrall Peter is a Senior Lecturer at the University of Liverpool where he is responsible for Professional Studies. Prior to his current position, he was a partner of a small multidisciplinary practice in Chester for 25 years, specialising in the education and public sectors as well as charity and community projects. He is past president of the Liverpool Architectural Society, served on the National Council and Conduct committee of RIBA, and acts as an examiner for the RIBA Part 3 in the UK and abroad. He delivers lectures for RIBA Part 3 and CPD programmes. He co-authored Fees: A Good Practice Guide, and has also written Feasibility Studies, an Architect’s Guide and 100 Site Analysis Essentials. Stephen Brookhouse Stephen is a Chartered Architect with over 30 years’ experience in both professional practice and higher education. He holds the title of Emeritus Professor of Professional Practice at the University of Westminster, where he has undertaken several senior management roles. His responsibilities included overseeing postgraduate professional studies in architecture and serving as course leader for Part 3. Before joining the University, he was a director at a commercial architectural firm, working with a range of blue-chip clients in the UK and Brussels. In addition, he is a qualified commercial and community mediator. Stephen is the author of the bestselling Part 3 Handbook and Professional Studies in Architecture, and co-authored Fees: A Good Practice Guide. RIBA Chartered Members are eligible to use their £200 voucher code for this course. For more information, please refer to our step-by-step instructions, terms and conditions and FAQs. Please note this course: Expires after 12 months of enrolment The course was recorded in October 2024 For more information on this course, or if there are no places available, please email us, or call +44 (0)20 7307 5355 to talk to a member of the team. Please view the Terms and Conditions for more information.
