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How To Win Work
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Table of Contents

Foreword

About the Author

1 How we are supposed to work for free

2 We can do better

3 To specialise or not to specialise

4 Marketing: a dirty word

5 Mission and vision

6 Branding and company culture

PUBLIC RELATIONS

7 "If I was down to my last dollar, I would spend it on PR"

7.1 Writing a marketing strategy

8 The office is your business card

9 Your website: your online shop window

10 Your work amidst a changing media landscape

10.1 Print

10.2 Online media

10.3 Social media

10.4 TV and Youtube

10.5 Vlogs and podcasts

10.6 Crisis communication and the outreach that might prevent it

10.7 Others

11 Lectures

12 Receiving or organising awards

13 Your product in the picture

13.1 The drawing

13.2 The render

13.3 Collages and hand-drawings

13.4 Talking to clients: the project text and press release

13.5 The model

14 The built project

15 The project book

16 Exhibitions

17 Prioritising

BUSINESS DEVELOPMENT

18 Business development, the direct way to win new work

19 Client relationships

20 Who are you as a person, and how do you approach selling?

21 Just do it

22 Going abroad

23 Fairs

24 How to calculate a fee

25 Contracts: managing risks and keeping promises

26 It's not easy being green

27 The pitch

28 Broadening your portfolio

29 Planning

30 Collaborations

31 Learning from others

32 Styles

33 Ethics for architects

34 Suing your client

35 Spam and fraud

36 Crisis

CASE STUDIES

1 shedkm

2 MgMaStudio

3 Studio MUTT

4 Coffey Architects

5 David Millar Architects

6 Feilden Fowles

7 Turner Works

8 From 0 to 100 staff in 15 years

Acknowledgements

Image credits

Index

About the Author

Jan Knikker is Partner at MVRDV, leading the Contracts, Business Development and Public Relations efforts. He leads MVRDV's branding efforts and has overseen the practice's rapid expansion into new markets, focusing on solutions for global issues through its architecture and urbanism.

Jan regularly lectures internationally, at commercial and academic venues in Germany, the UK, Israel, Colombia, Austria, Australia, Kuala Lumpur, and elsewhere. He writes for various publications and was Deputy Editor of Domus 2019.

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