Scenario: FIRM A is young, hungry and thinks they can design anything. Sees RFQ for interesting project of small / manageable scale. Wants to go after work. Sees they don't meet the requirements.
FIRM A cries.
Then wonders: What if we could get a firm with experience to team with?
FIRM A, approaches FIRM B (a respected and experienced architect who has little ability to design, but this has not stopped them from carving out a respectable career) and suggests teaming up.
FIRM B is listening.
FIRM A says... what?
How do you explain to such a firm that without you, they will probably not get the project, but with you, they might have a chance. How do you get the experience "working on 3 similar projects in the last 5 years" in the first place? Renting the experience seems to be a viable path.
firm A simply has to communicate what they bring to the table beyond enthusiasm. we do this all the time.
if you can't sell your skills to firm B, you certainly can't sell the client. you'll either be riding the coattails of firm B or - worse yet - simply lead THEM to the table.
firm B will not think that they don't have the ability to design. if firm A has been recognized for design in some way, though, then that may be a hook.
a warning: if firm B takes the bait and teams with you, make sure that both sides are committed and that it truly is a teaming, not just a marriage of convenience. if the two firms are do not respect each other and don't truly have the team thing worked out, it WILL show in an interview. [been there, too.]
my personal take on your post is that the situation is being approached in completely the wrong way. let's assume your skills are as good as you say (not making a judgment - i don't know the work). first, firm b, as steven notes, simply isn't going to assume you're so self evidently better than them, so put your ego in check in that regard.
you have to approach this from a position of 'how do i have leverage in this equation?' if you think your design skills along are leverage enough, then you're probably kidding yourself. clearly your experience isn't enough. so why would firm b need you (not want, need) to win this project?
our approach, when we were at these crossroads a few years ago was to find very experienced team members to help back us up. some government clients may be able to look past your '3 in the last 5' deficiency, but they're going to need to see that you've been stellar in managing the projects you have done.
for example, let's say you're trying to chase a library: let's assume you're like many younger firms here - you've been more in the commercial world while the boom was on. but, you can demonstrate (through client testimonials, references, etc.) that you've got a small portfolio of built work that's exceptional (not just good). if you can compose your entire consulting team of firms that have done 10-20 libraries... well, that helps give the client some assurance in the project experience category (more than if you choose a bunch of engineers that have never done one). in addition, say you find a retired head librarian who now has a consulting service and bring him on to be your 'ringer'. and you bring in a really experienced firm to assist on the interior design. setting it up this way, you're still in control as the prime, but you have a lot of firepower behind you. if you can get a the consultant and arch firm to go in exclusively with you (and they're well respected in that world), you're one more step ahead. all of this would avoid having to sell another firm on the idea that 'hey, we're better designers' which would probably come off as insulting more often than not...
just understand that competition is unbelievably fierce right now and plenty of 'good' design firms are competing for everything moving. clients have more choice than ever right now...
Perhaps you could approach firm B with some conceptual work already in hand...seems like that might help assert your firm's position in leading the design, as opposed to both firms starting from scratch together. The catch is that if they don't like you direction(s) then they may not want to partner with you, but if that's the case, then maybe it's better not to team up with them.
We had our "Interview" with FIRM B and they seem impressed. However, they have been approached by FIRM C & FIRM D as well, so they're weighing their options right now.
The "we have an idea" approach is interesting, but would seem to reassert the "we're the designer" stance that I'm trying to avoid talking about. I've presented it more in a collaborative light. Both parties bringing something different to the table which should lead to some interesting ideas.
OUTED, Funny you should mention a library in your hypothetical, as this is a library project.
FIRM B picked FIRM E... out of the blue. Less to do with FIRM A and more to do with the familiarity between these two, as they have teamed a lot in the past.
But then FIRM F contacts FIRM A and are in discussions about teaming up.
Are You Experienced?
Scenario: FIRM A is young, hungry and thinks they can design anything. Sees RFQ for interesting project of small / manageable scale. Wants to go after work. Sees they don't meet the requirements.
FIRM A cries.
Then wonders: What if we could get a firm with experience to team with?
FIRM A, approaches FIRM B (a respected and experienced architect who has little ability to design, but this has not stopped them from carving out a respectable career) and suggests teaming up.
FIRM B is listening.
FIRM A says... what?
How do you explain to such a firm that without you, they will probably not get the project, but with you, they might have a chance. How do you get the experience "working on 3 similar projects in the last 5 years" in the first place? Renting the experience seems to be a viable path.
firm A simply has to communicate what they bring to the table beyond enthusiasm. we do this all the time.
if you can't sell your skills to firm B, you certainly can't sell the client. you'll either be riding the coattails of firm B or - worse yet - simply lead THEM to the table.
firm B will not think that they don't have the ability to design. if firm A has been recognized for design in some way, though, then that may be a hook.
a warning: if firm B takes the bait and teams with you, make sure that both sides are committed and that it truly is a teaming, not just a marriage of convenience. if the two firms are do not respect each other and don't truly have the team thing worked out, it WILL show in an interview. [been there, too.]
louis -
my personal take on your post is that the situation is being approached in completely the wrong way. let's assume your skills are as good as you say (not making a judgment - i don't know the work). first, firm b, as steven notes, simply isn't going to assume you're so self evidently better than them, so put your ego in check in that regard.
you have to approach this from a position of 'how do i have leverage in this equation?' if you think your design skills along are leverage enough, then you're probably kidding yourself. clearly your experience isn't enough. so why would firm b need you (not want, need) to win this project?
our approach, when we were at these crossroads a few years ago was to find very experienced team members to help back us up. some government clients may be able to look past your '3 in the last 5' deficiency, but they're going to need to see that you've been stellar in managing the projects you have done.
for example, let's say you're trying to chase a library: let's assume you're like many younger firms here - you've been more in the commercial world while the boom was on. but, you can demonstrate (through client testimonials, references, etc.) that you've got a small portfolio of built work that's exceptional (not just good). if you can compose your entire consulting team of firms that have done 10-20 libraries... well, that helps give the client some assurance in the project experience category (more than if you choose a bunch of engineers that have never done one). in addition, say you find a retired head librarian who now has a consulting service and bring him on to be your 'ringer'. and you bring in a really experienced firm to assist on the interior design. setting it up this way, you're still in control as the prime, but you have a lot of firepower behind you. if you can get a the consultant and arch firm to go in exclusively with you (and they're well respected in that world), you're one more step ahead. all of this would avoid having to sell another firm on the idea that 'hey, we're better designers' which would probably come off as insulting more often than not...
just understand that competition is unbelievably fierce right now and plenty of 'good' design firms are competing for everything moving. clients have more choice than ever right now...
Perhaps you could approach firm B with some conceptual work already in hand...seems like that might help assert your firm's position in leading the design, as opposed to both firms starting from scratch together. The catch is that if they don't like you direction(s) then they may not want to partner with you, but if that's the case, then maybe it's better not to team up with them.
have you ever been experienced?
We had our "Interview" with FIRM B and they seem impressed. However, they have been approached by FIRM C & FIRM D as well, so they're weighing their options right now.
The "we have an idea" approach is interesting, but would seem to reassert the "we're the designer" stance that I'm trying to avoid talking about. I've presented it more in a collaborative light. Both parties bringing something different to the table which should lead to some interesting ideas.
OUTED, Funny you should mention a library in your hypothetical, as this is a library project.
That video is pretty sweet.
nice one okram!
yeah FLM, i have !!
SO.
FIRM B picked FIRM E... out of the blue. Less to do with FIRM A and more to do with the familiarity between these two, as they have teamed a lot in the past.
But then FIRM F contacts FIRM A and are in discussions about teaming up.
The saga continues.
OMG i didn't even know FIRM E was in play!?!
and just who is FIRM F? they should team with FIRM W and FIRM T!
and where does that leave FIRM C and FIRM D? NVR forget FIRM C and D! FIRM CD 4-EVR!
watch out for this firm.... might be phone tapping you
http://www.youtube.com/watch?v=HM9zpTTZirk
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