BD 360: Bedriftsutvikling og internasjonalisering for arkitekter

9:00 – 9:30: Introduction to Business Development for Architecture Studios

9:30 – 11:00: Studio 360: Positioning and Self-Reflection
Self reflection: Who is your ideal client? What is your ideal project? What does your firm do best? Where does your firm want to go? Do all partners agree? Is the structure in place?
Creating a Positioning Statement: Developing a description of your firm that identifies who you are, what you do, for whom and to what benefit. How does your firm solve client needs, and what sets you apart from the competition?

11:00 – 11:15: Break

11:15 – 12:00: Strategy: Identifying and Evaluating New Clients / Markets, Part 1
We will speak with two developers (one international and one Norwegian) and ask them about their experiences in engaging Norwegian architects and working on projects together. We’ll discuss their criteria for choosing architectural partners and how your studio can make sure to put their put their best foot forward.

12:00 – 12:45: Lunch

12:45 – 14:30: Strategy: Identifying and Evaluating New Clients / Markets, Part 2
Taking the knowledge gained from the Positioning workshop in the morning and the advice of the developers, we will set to work in identifying and evaluating key markets segments and clients for your studio. Whether local or international, we will look at how to evaluate home, near and far markets, new opportunities according to typologies or according to client. This exercise can form the basis for your own new markets strategy.

14:30 – 14:45: Break

14:45 – 15:45: Business Planning: Structure for Implementation
Guest Speaker: Bo Boje Larsen, Former CEO of Danish Architectural Practices Henning Larsen and 3XN. Bo Boje Larsen in conversation about his approach to business planning and implementation of BD strategies in Denmark, the Nordics and around the world. On the table for discussion will be business goals, structure and the resources necessary to implement the strategy, How to use your team to the maximum, how to measure success, and identifying roles and responsibilities for new business development and execution. Bo Boje Larsen will be interviewed by a leading business professor from NHH.

15:45-16:00: Wrap Up

18:30-21:00: Joint dinner for participants and speakers

9:00 – 9:30: Recap of Previous Day 

9:30 – 11:00: Internationalization: The Five Spheres 
Going international: Why? Evaluation of opportunities. The Five Spheres of Business Development: Partners, Media, Academic, Local Organizations and Local Authorities. Working along several lines of approach in a new market. 

11:00 – 11:15: Break 

11:15 – 12:30: Panel Discussion:  Norwegian Architects discuss Internationalization Strategies 
Leading Norwegian architects with international experience discuss what has worked for them, and how they are expanding the profile of Norwegian architecture abroad.  Learn what they experienced (both challenges and successes) and get their advice on working successfully on international projects.

12:30 – 13:15: Lunch 

13:15 – 15:15: Communication Strategies in a Competitive Environment - Roundtable
Communication is a major underlying factor of a successful Business Development Strategy. In a roundtable format, we will explore the importance of three aspects of communications:  1) Social media for architects, 2) Writing for pre-qualifications/ RFQ submissions; and 3) Interview style. With leading experts to facilitate the three sessions, participants will actively engage and work through their own examples on all three components.  

15:15 – 16:00: Wrap Up and Conclusions