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RESOURCES - BTM+C
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RESOURCES

RECOMMENDED READING

THE ARCHITECTS' GUIDE TO DESIGN FEE PSYCHOLOGY

Published Apr 2011 Format PDF Price AU$47

NEW:_ _Despite what economists would have you believe people have a
tendency to make irrational and illogical decisions when addressing
financially related issues. Whether or not you are proposing fair and
reasonable fees may not be the determining factor in winning new work.


THE ARCHITECTS' GUIDE TO INCREASING YOUR SALARY

Published Oct 2010 Format PDF Price AU$47

If you are apprehensive about asking for a pay raise or if you do
not know how much you should be paid then the _Architects' Guide to
Increasing Your Salary _can help_._ This publication describes the
planning and psychology required to request and achieve a pay raise.


THE ARCHITECTS' GUIDE TO NEGOTIATING

Published Sep 2010 Format PDF Price AU$57

If you have experienced fee erosion during your negotiations then
this publication can help. The _ARCHITECTS' GUIDE TO NEGOTIATING_
discusses 12 of the most common negotiation tactics and tricks used by
developers and investors in todays industry.  Learn how to respond to
common negotiation questions and develop a strategy for all future
negotiations.

THE ARCHITECTS' GUIDE TO FEES + CONTRACTS

Published Aug 2010 Format PDF Price AU$67

If you are thinking about becoming a freelance architect or running
your own practice then The ARCHITECTS' GUIDE TO FEES + CONTRACTS can
help. This step by step guide will show you how to write effective
architectural fee proposals and it explains the common contractual
terms and conditions that you should be including in all your
appointments.

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PUBLICATION REVIEWS

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I always enjoy reading your work and have learnt quite a lot. I’ve
always been interested in what makes people tick, so I found the
Architects' Guide to Design Fee Psychology very interesting and quite
amusing in places. I could see the illogical decisions I have made
regarding money. Personally, I give this publication 5 out of 5
because I will use this information when managing my own money in
future. I think it is also important to remember that even though you
may be negotiating large sums, underneath it all the people doing the
negotiating may have these same emotional responses when it comes to
money. Forewarned is forearmed. LAUREN JOHNSON, NSW, AUSTRALIA
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Before reading the 'Architects' Guide to Increasing Your Salary' I
never had the confidence to ask for a pay raise, instead I always
accepted the offers provided by my employer.

Now that I have read this guide I not only have the confidence to
request a larger pay raise but I also understand how to make that
request while building respect with my supervisor.

I highly recommend the 'Architects' Guide to Increasing Your Salary'
to anyone who works in the corporate world. NATHAN CONTRERAS, BA
BSC ARCHITECTURAL DESIGN CM, USA
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Many architectural degrees focus on subjects such as design,
composition, structures and construction and not so focused on the
business side of architecture. Understanding the business side of the
industry is a crucial if you want to develop yourself as an architect
and be successful. I found Ian's book very useful and educational and
would recommend it to all architects. MARIAN SAN EMETERIO, ARCHITECT,
ROGERS STIRK HARBOUR + PARTNERS, UK
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In reading The Architects' Guide to Increasing Your Salary, I found
that it was a succinct and thoroughly comprehensive guide that
provides key steps in establishing, managing and achieving goals not
limited to those of a monetary value. It addresses a complex matter
under a uncomplicated format making for a very interesting read. I
want to commend the team at BTM+C for providing such a necessary
service that is so often overlooked in our profession. You have my
utmost support and sincere appreciation. CECE IP, FRANK GEHRY
TECHNOLOGIES INC., USA
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On Monday I finish reading your book: The Architects' Guide to
Increasing Your Salary. I wanted to say that it was a very interesting
and useful read.

All the references about the studies related to the reaction of
people to numbers is really interesting. I work in the engineering
field and recommend this book to anyone (Architect or not) who would
like to negotiate a salary increase in their job. SARA ESCANERO, PHD
MECH. ENG. SCHLUMBERGER, FRANCE
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I read the e-book, not once but a couple of times and liked the way
the information was presented.  The later half of the book about
negotiation strategies was very interesting as I felt that this was
key in successful negotiations.

Since Ian has worked on different sides of the construction business,
his  knowledge of negotiating contracts as a part of Architect firm
has opened up a different perspective compared to my knowledge of
looking at things as a General Contractor. SWAMY YELESWARAPU, PROJECT
MANAGER, USA
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Great tips for the young architect and loads of good information for
the experienced. With examples from the real negotiating table:
unfortunately not always round! KISHANI DE SILVA, FOSTER + PARTNERS,
UK
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More and more negotiating fees is a necessary stage in the
appointment process for architectural commissions.

In this e-book Ian Motley explains the basics of negotiating fees +
contracts.  He calls upon his many years of experience and provides
numerous examples of how to counter a Client's stance during the
negotiation process with the aim of concluding a successful deal for
both Architect and Client.

A must read for any architect at the front end dealing with Clients
and responsible for a fee appointments. RICHARD PENDLEBURY, FOSTER +
PARTNERS, UK
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I bought and downloaded your Negotiating Fees + Contracts e-book on
Friday. Great stuff and I found it very useful whilst constructing a
difficult fee proposal over the last few days – will let you know
how the negotiating goes from here! GERARD OUTRAM, ARCHITECT,
MATERIAL LAB, AUSTRALIA
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The Architects' Guide to Fees and Contracts provides an invaluable
tool to any Architect wanting to secure the best possible fee and
terms of appointment whether in sole practice or working for a
substantial firm.

Here is a concise guide to the rewards and potential pitfalls of
architectural appointments clearly written, an easy read, with useful
forms and checklists. An excellent one stop guide. RICHARD
PENDLEBURY, ASSOCIATE PARTNER, FOSTER + PARTNERS, UK
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I just completed reading your e-book on negotiation strategies and I
wanted to take a moment to thank you for the experience. There have
been times in my career when negotiations have fallen through and I
was unaware as to why. After reading your book I have a much clearer
understanding of what I may have done, or not done that prevented me
from closing the deal. I now feel much more confident that I will
receive the desired outcome in future meetings. I recommend this book
to not only those in the architectural industry, but to anyone seeking
to improve the art of negotiation, and business development. Thank you
so much for the education I wish I had had years ago. TRACY HENDEL,
MA, DIRECTOR 3TCFC, USA
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I just read it for a second time today. It is a very informative
read, and best of all I can completely identify with the concepts and
examples that were outlined within the chapters. Having these various
strategies presented in such a manner bring clarity and purpose to the
business side of architecture.

In some form or fashion I have had to deal with these concepts
whether it be a quick dance or a more involved waltz. Either way I had
to learn the steps on my own and not without bruising a few toes along
the way. You can’t help but to recall past project experiences and
reexamine the negotiation process employed as you read the concepts in
the book, thereby sharpening your thought process and approach to
negotiations. RUDY DEL BOSQUE II, ARCHITECT, GENSLER, USA
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The Architects Guide to Negotiations was a very interesting and
insightful read and has really helped me improve my negotiation skills
in fact I liked it so much that since reading the negotiations book I
have bought the _Architects' Guide to Increasing Your Salary_. SARA
ESCANERO, PHD MECH. ENG. SCHLUMBERGER, FRANCE

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