STAGE 5 – PART 2Winning Work 
Getting noticed and shortlisted by potential clients is possibly half the battle, but you still have to win the appointment, potentially beating several equally well-qualified competitors. The appointment process is rarely immediate and usually involves a period and process of negotiation, sometimes including a decision on how much work to do at risk and without a proper agreement. It can also be a time to decide whether the client is one you would prefer not to become further involved with, and to make your excuses and back away.
The ability to convince complete strangers that you are the right architect for them ...
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