The Right (and Wrong) Time to Discuss Design Fees!
Ian Motley
I help Architects win better fees while reducing scope creep by applying 'Choice Architecture' to their fee proposals.
Have you ever wondered if there is an optimal time to present your design fees to a client??
Today I’d like to answer this question by sharing a well-known research study called "Extraneous factors in judicial decisions" which was published in the Proceedings of the National Academy of Sciences (PNAS) in 2011.
The objective of the study was simple, just like how you want to know when to present your design fees,? the researchers wanted to know if judges were more likely (or less likely) to grant parole based on the time of day.
So here are the facts:
Data Collection: The study analyzed over 1,100 parole decisions made by eight experienced judges in Israel over a 10-month period.
Time Segments: The decisions were grouped into three sessions separated by breaks:?
Key Findings: The study found that “Yes” the time of day played a pivotal role in the outcome of the hearing.?
At the beginning of each session, the probability of a favorable ruling was around 65%, but this dropped to nearly zero just before a break.
After a break, such as a meal or snack, the probability of a favorable ruling returned to about 65%. This pattern repeated across all three sessions.
Now you may be thinking, what about all the other variables such as the severity of the crime, time already served, and the prisoner's ethnicity? According to the study the researchers controlled for all of these factors.??
So what does this research have to do with design fees?
As human beings, we all tend to suffer from a concept called "Decision Fatigue"!
This means that when we’re tired, we tend to play it safe and go for the easier, less challenging option.?
So if you’re looking for a favorable outcome, don’t present your design fees at the end of the day or just before a coffee, or lunch break.
Instead, choose a time at the start of the day or just after a coffee or lunch break!
This is just one of the many ways we’re using research to improve our client's financial success.
If you’d like to learn more please book a Zoom call with me.
During the call, we can review your fee proposal strategy and show you how it can be improved.?
Fee Proposal Strategy Call:?
To book a free fee proposal strategy Zoom call please click on the following link: https://calendly.com/blueturtleconsulting/fee-proposal-consultation
Have questions?
Please don’t hesitate to email me at the email address below.?
Thank you for reading this far
Warm regards,?
Ian Motley
It is never too early to have conversations about fees, especially as they pertain to the larger project budget. (We also recommend using the word price or pricing instead of fees. Fees has a negative connotation, sounds like something that can be avoided, and also comes across as being negotiable. People are more familiar with prices when buying things. Language has an impact.)