About this event
Rewriting the Fee Formula: A Smarter Model for Pricing Your Architecture Services
1 x AIA Credit Offered to All Attendees Courtesy of BQE
Are you tired of watching your fees shrink as your expertise grows? Does it feel like the better you get at architecture, the less money you make per project? You're not alone — and you're not stuck.
This webinar challenges the conventional wisdom of hourly and percentage-based fees that most AE firms have been trained to follow. This interactive webinar reveals a more powerful approach to pricing that aligns with the actual value you create for clients, not just the time you spend or the construction costs you influence.
In this 50-minute session, you'll discover why traditional pricing models punish efficiency and reward inefficiency—and learn a proven framework for breaking free from the "efficiency penalty" that's keeping your firm trapped in a race to the bottom.
Learning Objectives
In this webinar, you will learn how to:
- Transform pricing conversations from cost to value. Move beyond hourly rates and percentages to position your expertise as strategic transformation, not a technical commodity.
- Structure proposals that clients choose rather than negotiate. Create three-tier options that leverage psychology to guide clients toward optimal engagements while increasing your win rate.
- Win more projects at higher fees. Use value-discovery conversations and risk-reversal techniques to become the obvious choice rather than the cheapest option.
- Evaluate how adopting value-based pricing models supports ethical practice, enhances firm sustainability, and strengthens the long-term delivery of architectural services.
About Steve Burns, FAIA
Steven Burns, FAIA is an architect, technologist, and business strategist who works directly with architecture and engineering firm owners to help them rethink how they price, position, and grow their practices.
With decades of experience in both practice and consulting, Steven has helped over 1,400 firms transition from commodity pricing to value-based approaches, typically seeing 15-25% improvements in project margins within the first year.
His approach combines proven business strategy with a deep understanding of how architecture firms operate, creating practical frameworks that work in the real world of RFPs, client relationships, and competitive markets.
About Hannah
Hannah Feniak is Architizer’s Managing Editor. A trained art historian and educator focusing on architecture, urbanism and photography, Hannah graduated from McGill University and received her MA at NYU, where she later completed a PhD in modern architectural history and theory. When she’s not leading our talented team of writers and interviewing the industry’s most innovative designers, Hannah will likely be found exploring the latest exhibition openings.
This Webinar is sponsored by
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Architizer
Architizer’s mission is to celebrate the world’s best architecture and the people that bring it to life.
