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PODCAST

As Built

Brian Jones and Patience Jones

The professionals who build buildings also need to build their practices. The key to business development in the built environment is understanding the relationship between architects, building materials, contractors, and clients - and how each group makes decisions. In As Built, you"ll hear from industry leaders about how they built their practice. Hosts Brian Jones and Patience Jones will also provide insights from their experiences helping firms in the built environment industry grow and

business marketing

All Episodes

10:42

Are You Talking About the Problems You Solve? -...

As Built ·

2023/05/10

There's an old advertising adage that a mattress store doesn't sell mattresses - it sells a good night's sleep. By positioning your products and services as solutions, you help your potential customers understand what you can do for them - and why they shouldn't go to anyone else. In this episode, hosts Brian Jones and Patience Jones explain the importance of talking about the problems you solve and how to do it across different channels. Highlights Put yourself in your customers' shoes: what's

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16:13

Growth Challenges: Communication - Episode 18

As Built ·

2023/05/03

Hosts Brian Jones and Patience Jones are kicking off “Growth Challenges,” a new series focused on the challenges faced as they grow. In this episode, we talk about how internal communication can break down and what to do to guard against that. Highlights All the ways your firm communicates - even the ones you don’t think about The telltale signs that communication isn’t working Why communication matters - it’s not just about feelings How to fix broken communication The ways to keep communication

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16:18

Who's Doing Business Development? - Episode 17

As Built ·

2023/04/26

Who’s currently doing business development in your firm? If the answer is anything other than “everyone,” then you need to listen to this episode. Hosts Brian Jones and Patience Jones unpack the traditional model of one person or a small team dedicated to business development and the potential pitfalls that can create. We discuss ways to help your entire staff participate in business development so you don’t end up with only one load-bearing wall. Highlights Traditional BD models The dangers of

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16:19

Information Expectations in Marketing - Episode 16

As Built ·

2023/04/19

When prospective customers or clients visit your website, they come with expectations: it will be easy to use your website, they’ll find what they’re looking for, and they’ll leave with the information they need. If these expectations aren’t met, prospects can rule you out as an option, make a beeline for your competitors, and tell their colleagues about their bad experience. In this episode, hosts Brian Jones and Patience Jones unpack the information expectations people have and how to meet them so

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19:10

As Built Interview with David Thompson, AIA - Episode 15

As Built ·

2023/04/12

In this episode, Brian Jones interviews David Thompson, AIA, founder of Los Angeles-based architecture firm Assembledge+. Since 1997, Assembledge+ has built an impressive portfolio of award-winning residential, commercial, public, and planning projects. David discusses how the firm’s ethos of collaboration applies not only to how the internal studio works, but also to how the firm works with clients and with contractors. He explains what “collaboration” looks like in daily practice and how it leads

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16:37

Social Footprint - Episode 14

As Built ·

2023/04/05

In this episode, Brian Jones and Patience Jones discuss the importance of creating a social environment in the workplace that aligns with the values of the firm and that meet the needs of employees. They suggest firms be flexible and ask for employee input, stay true to company values, be open to change, and be intentional in creating a supportive environment that fosters relationships. They also talk about the importance of mentorship in building social connections. Highlights The importance of

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12:11

Hybrid Selling & Business Development - Episode 13

As Built ·

2023/03/29

In this episode, Brian Jones and Patience Jones discuss the concept of hybrid selling and business development for building materials and architecture firms. They explain that it combines traditional in-person sales with digital and virtual options to save costs and expand reach. They offer tips for implementation such as obtaining information from the sales team on what works and what doesn't in terms of images, language, and delivery methods. Highlights Hybrid models offer convenience, cost

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16:20

Feedback - Episode 12

As Built ·

2023/03/22

Architect Shawn Basler is the Co-CEO and Executive Director of Perkins Eastman, the tenth-largest firm in the United States and the fourth-largest firm in the world by revenue. Founded in 1897, Perkins Eastman has a global body of work that includes major projects in almost every vertical. Prior to joining Perkins Eastman in 2007, Shawn was a founding partner in Basler Mosa Design Group. In this episode, Shawn talks about running a multi-national architecture firm with over 1,000 employees in 24

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18:36

As Built Interview with Shawn Basler, AIA, Co-CEO at...

As Built ·

2023/03/15

In this episode, Brian Jones welcomes Shawn Basler, Co-CEO and Executive Director of Perkins Eastman, to talk about the challenges and excitement of running your own firm, as well as the professional practices that have helped him in his current role. He discusses balancing design work with running a firm, how three Co-CEOs work together, and how the firm created an ethos of collaboration and partnership that supports not only growth, but the firm's design principles. Highlights The different

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16:46

Who Are You (Really) Marketing To? - Episode 10

As Built ·

2023/03/08

In this episode, Brian Jones and Patience Jones emphasize the importance of understanding who you are marketing to and not defaulting to marketing to other architects. They provide the three scenarios when it is okay to market to other architects: if you're selling to them, recruiting staff, or going after professional awards. It's important to tailor your marketing materials in a way that makes sense for your target audience and to get an outside perspective on your work. Highlights Knowing the

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14:06

Yen Ong, FAIA, NCARB, LEED AP / Partner - Episode 9

As Built ·

2023/03/01

Architect Yen Ong is a partner and co-founder in the award-winning, international architecture and interior design firm 5G Studio Collaborative. Since 2005, 5G Studio has produced a significant body of work across the world as well as skyline-defining projects like the Omni Dallas Hotel, The Stack office tower in Deep Ellum, and Virgin Hotels Dallas in 5G’s headquarter city. In this episode, Yen gives a candid behind-the-scenes view of what it took to take his firm from four architects working on

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16:43

Does Your Marketing Department Look Like the Past or...

As Built ·

2023/02/22

This episode discusses how to modernize marketing for architecture firms. It outlines the necessary hard skills needed, such as knowledge of SEO, web design, and CRM platforms, as well as soft skills like listening, empathy, and understanding the firm's target market. It also emphasizes the importance of the marketing team feeling integrated into the firm and passionate about the work, so they can ask the right questions and tell the stories of projects effectively. Highlights Discussing how to

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15:14

How to Overcome the Boom and Bust Cycle - Episode 7

As Built ·

2023/02/15

In this episode, Brian Jones and Patience Jones discuss how to overcome the boom and bust cycle in architecture firms. This cycle (or more accurately, this trap) happens when firms become so busy that they don’t allocate time for business development or marketing (the boom), leading to a lack of incoming projects (the bust). The way to get out of this cycle/trap? Consistent marketing effort, whether you’re in the boom part of the cycle or the bust part. Highlights How to tell if your architecture

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20:56

You Don't Bring Me Value Anymore - Episode 6

As Built ·

2023/02/08

Are the things you're doing in your firm creating value for your clients, your employees, anyone? Or are they just things that you've been doing for a long time? Does anyone else have flashbacks to Google+? In this episode, hosts Brian Jones and Patience Jones talk about the importance of evaluating where you're spending your time and resources. If what you're doing is delivering an identifiable benefit, great. If not, consider whether it could be revised. If not, think about jettisoning it

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16:30

Using Inbound Marketing for Architecture Firms -...

As Built ·

2023/02/01

Inbound marketing is a great way to attract new clients. By creating useful content and experiences tailored to your ideal market, you establish a rapport with your audience and showcase your knowledge. This makes prospects more likely to purchase your services when they are ready. In this episode, hosts Brian Jones and Patience Jones explain how inbound marketing works, why it's more successful than other forms of business development, and how to get started. Highlights The basics of inbound

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13:55

Decisions! How The Way Your Firm Makes Decisions...

As Built ·

2023/01/25

Decisions!! As architecture firms grow, the way decisions are made might need to change. Involving everyone in every decision may impede growth, but making changes can have negative impacts on firm culture and retention. In today's episode of the As Built Podcast, hosts Brian and Patience Jones discuss the ways your decision-making process may need to evolve and how to shape that evolution for success. Highlights Exploring decision-making processes for growing architecture firms Delegation vs

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09:54

Succession - Episode 3

As Built ·

2023/01/18

Change can be scary. When an architecture firm is thinking about - or in the middle of - a leadership change, what are the most important marketing considerations? In this episode of the As Built podcast, hosts Brian and Patience Jones discuss the importance of communicating changes in architecture and building material firms to clients and other stakeholders in order to avoid confusion and rumors. They also talk about how these changes can be an opportunity to get people excited about what the firm

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10:44

Techstack: CRMs (Client Relationship Management...

As Built ·

2023/01/11

Clinets are the lifeblood of every firm. Your relationship with your clients can determine your future success — and that can be achieved using a CRM. For this As Built Podcast episode, hosts Brian and Patience Jones talk about the Client Relationship Manager, more popularly known as CRM, and how it helps businesses keep track of their clients and customers. They also explain what to look for in a CRM and how it can help businesses grow and be more effective in their marketing. Highlights What is

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16:40

What Makes a Successful Architecture Firm Website -...

As Built ·

2023/01/04

For this very first episode of the As Built Podcast, Brian and Patience Jones talk about an integral part of any architecture firm marketing: Websites. Together, they discuss the importance of websites in digital marketing and business. They argue that a new website is not always the right answer and that sometimes other factors may be more important. Brian and Patience also discuss the importance of having a website for an architectural firm that accurately represents the firm's work. They note

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01:27

Welcome to the As Built Podcast!

As Built ·

2023/01/02

The professionals who build buildings also need to build their practices. The key to business development in the built environment is understanding the relationship between architects, building materials, contractors, and clients - and how each group makes decisions. In As Built, you’ll hear from industry leaders about how they built their practice. Hosts Brian Jones and Patience Jones will also provide insights from their experiences helping firms in the built environment industry grow and

en

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