Jon addresses what to do when facing a shortage of clients or work. He shares his personal story of recent hardships* and explains the common mistakes to avoid when trying to attract new clients. He provides practical advice for fast sales, focusing on hot leads, and high-touch outreach. Jon also emphasises the importance of asking for help and using available resources to manage cash flow issues. The episode concludes with recommendations for related podcast episodes that delve deeper into lead generation and sales strategies.

* Trigger warning: between 01:43 to 02:22 Jon briefly mentions death and bereavement.

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Episode Highlights

00:00 Introduction

01:28 Personal Struggles and Business Impact

03:14 Common Mistakes When Seeking Clients

05:04 Effective Strategies for Fast Sales

05:38 Practical Tips for Faster Sales

08:45 Recap and Additional Resources

10:25 Closing Remarks and Call to Action

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Key Takeaways

Focus on hot leads - When you need more clients, you should talk to people who already know you, like your past or current clients. They are more likely to work with you again.

Try not to panic - If you feel worried because work is slow, try not to panic. Take a moment to calm down, then make a plan to help your business.

Talk to someone - You do not have to do everything alone. If you need help, ask someone you trust or talk to a professional for advice.

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—

Next Episode

Next time Jon is joined by Daniel Patterson to explore how to double your profits (without hiring or spending more on marketing!).

Jon welcomes David Drazil, an architect, author, and creator of 'Sketch like an Architect.' They discuss how technology has overshadowed and nearly replaced the craft of architectural sketching in schools, leading to a decline in this essential skill among young professionals. David shares insights from his journey and mission to revive this art form, drawing on his experiences in Denmark and his global platform, which has helped thousands master architectural sketching. He highlights the cognitive benefits of sketching, from aiding in problem-solving and brainstorming to enhancing client interactions. They also discuss the advantages of using both traditional and digital sketching methods, and share success stories from students and professionals who have benefited from David's teachings. The episode underscores sketching as a universal, learnable language that enriches both the creative process and business communication in architecture.

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Today’s Guest

David Drazil is an architect, author, and creator of Sketch Like An Architect, a global platform helping architects and designers build confident drawing skills through a clear step-by-step method. Originally from the Czech Republic, David studied architecture in Denmark, where he noticed a big gap: sketching was expected, but rarely taught. That insight sparked a mission that’s grown into a worldwide movement — with over 300,000 followers, 15,000 students in his online courses, and three popular books. Today, David empowers creatives to communicate their ideas visually with clarity and confidence.

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Episode Highlights

00:00 Introduction

00:45 Meet David Drazil: Architect and Sketching Advocate

01:45 David's Personal Interests and Background

03:56 The Importance of Sketching in Modern Architecture

06:59 Personal Benefits and Practical Applications of Sketching

13:26 Sketching as a Differentiator in Client Interactions

23:11 Success Stories and Testimonials

27:37 Final Thoughts on Sketching and Technology

30:54 David's Favourite Places and Conclusion

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Key Takeaways

Sketching is a Timeless Skill That Sets You Apart

You learn that, even in an age dominated by digital tools and AI, the ability to sketch by hand remains a powerful differentiator. Sketching helps you communicate ideas quickly, build trust with clients, and stand out in interviews or meetings. It’s not about being perfect—it’s about being able to think and express visually in the moment.

Anyone Can Learn to Sketch - It’s Not About Talent

You discover that sketching isn’t a gift reserved for the naturally talented. It’s a learnable skill that you can develop with practice. By embracing sketching, you open up new ways to brainstorm, solve problems, and engage with others, regardless of your starting point.

Sketching Fosters Human Connection and Collaboration

You realise that sketching is more than just a technical skill; it’s a tool for collaboration and dialogue. When you sketch in front of others, you invite them into the creative process, encourage feedback, and create a shared understanding. This approach not only speeds up decision-making but also makes your work more engaging and client-focused.

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Click here to connect with David Drazil 🤝

Click here to learn more about Sketch Like An Architect 🖥️

Curious about podcasting? Click here to book a chat with Jon 🎧

Jon welcomes internationally renowned architect Kevin Kennon, the founder and CEO of Beyond Zero DDC, to discuss his journey and innovative approach to sustainable design. Kevin shares his experiences, including his involvement in the World Trade Center design competition, and the concept of distributed practice. He explains how this model can help studios access the best talent while remaining competitive and nimble. Kevin also touches on the advantages of working with remote teams, the importance of harnessing new technologies like AI, and the future direction of the architecture profession. The episode provides valuable insights for architects on balancing tradition with innovation in the architecture industry.

Today’s Guest

Kevin Kennon is an internationally renowned architect with over 40 years’ experience in sustainable and innovative design. He’s the founder and CEO of Beyond Zero DDC, leading the creation of zero-carbon luxury eco-resorts around the world. His portfolio includes major projects such as the Barclays North American Headquarters, the Rodin Museum in Seoul, and award-winning Bloomingdale’s stores. A finalist in the World Trade Center design competition, Kevin has received over 40 international design awards and has work in MoMA’s permanent collection. He also lectures at top universities and contributes widely to discussions on urban development and climate change.

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Episode Highlights

00:00 Introduction

00:45 Meet Kevin Kennon

04:10 Understanding Distributed Practice

10:19 Challenges and Misconceptions of Remote Teams

16:49 Success Stories of Distributed Practice

22:24 Kevin's Career Journey

25:20 9/11, Ground Zero, and the World Trade Centre Design Competition

27:56 Advantages of Running Your Own Practice

30:46 The Future of Architecture and AI

39:08 Advice for Younger Practices

43:55 Main Takeaways

45:32 Favourite Travel Destination

46:42 Final Thoughts

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Key Takeaways

You can achieve more by building teams for each project and working with people from different places. This helps you find the right skills and makes your work stronger.

You should be open to new ideas and ways of working. Using technology and working with others online can help you keep up with changes in your field.

You will grow if you keep learning and share your knowledge with others. Every project is a chance to learn something new, and working together makes your work better.

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Liked our guest? Click here to connect with them 🤝

Click here to learn more about Kevin’s work 🖥️

Curious about podcasting? Click here to book a chat with Jon 🎧

Want to meet people like you? Click here to join our community 🤝

Follow or Connect with Jon on LinkedIn 🤝

—

👇 And if you enjoyed this episode…

Please leave a 5-star review or rating wherever you listen to podcasts, and don’t forget to hit the subscribe button so you never miss an episode.

—

Next Episode

Next time, Jon chats with David Drazil to explore whether design professionals still need sketching skills.

Jon welcomes William Ringsdorf, founder of William Ringsdorf Consulting, who shares insights on how architecture firms can master profitability and process. William explains that most pricing issues stem from a failure to clearly communicate value and set proper boundaries. He discusses the systemic problem of undervaluing expertise in the field, highlights the importance of knowing one's numbers, and suggests implementing tiered service proposals to offer clear value to clients. William also offers practical steps for architects to increase their fees and improve profitability while reducing scope creep and burnout. He stresses the need for tracking data and continuous improvement in business practices.

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Today’s Guest

William Ringsdorf is the founder of William Ringsdorf Consulting. He helps architecture firms master profitability, process, and purpose, turning chaos into clarity so you can design with freedom and confidence. Drawing on three decades of UK and German project experience, his coaching blends practical systems with architectural insight. This work is part of Into The Nest, an award-winning sustainable practice, giving his guidance credibility and a live design context.

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Episode Highlights

00:00 Introduction

00:28 Meet William Ringsdorf

03:08 The Issue of Undervaluing Expertise

05:52 Understanding the Systemic Problem

12:22 5 Steps to Fix Undervaluing Your Expertise

19:59 Success Stories and Practical Examples

23:33 Final Thoughts and Key Takeaways

27:35 Closing Remarks and Contact Information

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Key Takeaways

Do a Value Audit and Communicate Your Worth Clearly

Start by taking a close look at all the ways you help your clients. This means thinking about how you reduce risks, save time and money, and create certainty for them. Once you understand your value, make sure you talk about it openly with your clients. Don’t just focus on the hours you work or the tasks you do - explain the real benefits and outcomes you deliver. When clients see the value you bring, they are less likely to argue about price.

Know Your Numbers and Set Boundaries

It’s important to know exactly what you need to charge to cover your costs, pay yourself fairly, and make a profit. Work out your effective hourly rate based on real projects, including all your overheads. Then, set clear boundaries in your proposals. Offer different service tiers (like basic, standard, and premium) so clients can choose what suits them, but always be clear about what is included in each option. This helps avoid “scope creep” where you end up doing extra work for free.

Be Confident - Raise Your Fees and Practise Sales Conversations

Don’t be afraid to increase your fees. Try adding 10–15% (or even 20%) to your next proposal. Most clients will accept this if you have explained your value well. Practise having fee conversations and handling objections, even if it feels uncomfortable at first. The more you practise, the more confident you will become. Remember, you are worth it, and charging what you deserve helps you run a better, more sustainable business.

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Liked our guest? Click here to learn more about them 🤝

Click here to grab a free copy of William’s e-book 🖥️

Curious about podcasting? Click here to book a chat with Jon 🎧

Jon shares practical advice on how to manage when life throws unexpected challenges your way. He discusses the importance of prioritising essential tasks, surrounding yourself with positive people, celebrating small wins, and the value of taking a break when needed. Throughout the episode, Jon draws on his recent personal experiences and offers tips on how to maintain balance and well-being during difficult times. Whether you're a seasoned business owner or just starting out, these insights will help you navigate tough seasons and continue to find success and fulfilment in your architecture business.

Episode Highlights

00:00 Introduction

00:43 Personal Challenges and Coping Strategies

01:27 Pause Non-Essentials

02:57 Low-Energy Tasks

04:18 Spending Time with Lifter Uppers

05:51 Finding the Good Stuff

06:40 Celebrate Small Wins

07:46 Taking Time Off

08:33 Be Kind to Yourself

09:29 Conclusion and Next Episode Teaser

Key Takeaways

Prioritise Essentials and Allow Yourself to Pause

When facing tough times, focus on what is truly essential in your business and life. It is perfectly acceptable to pause or drop non-essential tasks, lightening your load until you feel ready to pick them up again.

Seek Support and Celebrate Small Wins

Spend time with supportive people - your “lifter uppers” - who can help boost your spirits. Also, remember to celebrate your achievements, no matter how small, as these moments of progress are important for maintaining motivation.

Be Kind to Yourself and Take Breaks When Needed

Practise self-compassion and look after your own wellbeing. If you need to take time off, do so without guilt. Tough seasons don’t last forever, and it’s important to take care of yourself to get through them.

Curious about podcasting? Click here to book a chat with Jon 🎧

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Follow or Connect with Jon on LinkedIn 🤝

👇 And if you enjoyed this episode…

Please leave a 5-star review or rating wherever you listen to podcasts, and don’t forget to hit the subscribe button so you never miss an episode.

Next Episode

Next time, it’s our 100th episode - so I’ve put together something special, with a little help from some friends of the show.

From Award-Winning Homes to Transformative Community Projects - Jon continues his chat with Carl Turner about his journey from traditional residential projects to pioneering public and community-focused developments. Carl shares the pivotal moment of selling his award-winning home to fund Pop Brixton, a transformative community workspace made from shipping containers. This bold move opened new opportunities for Carl's practice, leading to more impactful projects like Peckham Levels and Hackney Bridge. Carl highlights the importance of taking risks, embracing failure, and self-initiating projects to create meaningful architectural work. The discussion also explores the evolving nature of Turner.Works, their future ambitions, and the significance of designing spaces that people can adapt and thrive in.

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Today’s Guest

Carl Turner is the founder of Turner Works, an architecture and urban design studio specialising in the early activation of sites and the meanwhile use of buildings. Carl has founded and set up several meanwhile projects, including Pop Brixton, Peckham Levels and Ashford Coachworks. The building of his own Brixton home was filmed by Grand Designs, and Carl has gone on to feature on Channel 4's 'Ugly House To Lovely House' as an expert in low-cost, high-impact design.

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Episode Highlights

00:00 Introduction

01:12 The Pop Brixton Project

07:58 Expanding Horizons: Peckham Levels and Hackney Bridge

09:44 Transforming Turner.Works

13:57 Future Aspirations and Stability

23:20 Embracing Failure and DIY Ethos

29:27 Travel Tales and Final Thoughts

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Key Takeaways

Taking risks and learning from failure can lead to new opportunities and growth. If you try new things, even if you fail, you will learn and move forward.

Working with others and building a strong team helps you achieve more than working alone. You do better when you share ideas and support each other.

Creating spaces and projects that people can use and enjoy is more important than just making something look perfect. When you focus on real needs, your work has a bigger impact.

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Click here to connect with Carl on LinkedIn 🤝

Click here to learn more about Turner.Works 🖥️

Curious about podcasting? Click here to book a chat with Jon 🎧

Want to meet people like you? Click here to join our community 🤝

Want more freedom? Grab the Architecture Business Blueprint 🎁

Follow or Connect with Jon on LinkedIn 🤝

—

👇 And if you enjoyed this episode…

Please leave a 5-star review or rating wherever you listen to podcasts, and don’t forget to hit the subscribe button so you never miss an episode.

Jon chats with award-winning architect Carl Turner, founder of Turner.Works. Carl shares the first part of his career journey. From his beginnings as a mature student to building an amazing reputation for residential projects. He won a string of prestigious awards along the way. Several of Carl’s projects have featured on TV shows like George Clarke's Ugly House To Lovely House & Grand Designs. In 2013, Carl’s own home, Slip House, won the RIBA Manser Medal, and in 2021, Hove House won Grand Designs House of The Year. Carl talks about the benefits of hands-on construction for building designers, the importance of teamwork, and his itch to make a larger impact through public architecture. Plus the ups and downs of running his own firm straight out of university and the valuable lessons learned along the way.

Today’s Guest

Carl Turner is the founder of Turner Works, an architecture and urban design studio specialising in the early activation of sites and the meanwhile use of buildings. Carl has founded and set up several meanwhile projects, including Pop Brixton, Peckham Levels and Ashford Coachworks. The building of his own Brixton home was filmed by Grand Designs, and Carl has gone on to feature on Channel 4's 'Ugly House To Lovely House' as an expert in low-cost, high-impact design.

Episode Highlights

00:00 Introduction

01:07 Meet Carl Turner

03:53 The Importance of Taking Breaks

06:36 Carl's Early Career and Starting Turner.Works

11:14 Hands-On Construction Experience

26:01 Building a Reputation and Winning Awards

29:47 The Desire for Public Projects

31:25 Transition to Community Development

31:50 Conclusion and Next Episode Teaser

Key Takeaways

Get Involved and Learn by Doing

You learn a lot when you get your hands dirty. If you help build things yourself, you understand how buildings really work. This makes you a better designer because you know what is possible and what is hard to do.

Take Breaks and Make Plans

You need to take breaks and step back sometimes. When you do this, you can see things more clearly and make better choices. If you just keep working without stopping, you might miss out on good ideas or make mistakes.

Work Together and Help Others

You do better when you work as a team. If you help other people and listen to their ideas, you can finish projects more easily. It is not just about you; it is about everyone working together to make something great.

Click here to connect with Carl on LinkedIn 🤝

Click here to learn more about Turner.Works 🖥️

Curious about podcasting? Click here to book a chat with Jon 🎧

Want to meet people like you? Click here to join our community 🤝

Want more freedom? Grab the Architecture Business Blueprint 🎁

Follow or Connect with Jon on LinkedIn 🤝

👇 And if you enjoyed this episode…

Please leave a 5-star review or rating wherever you listen to podcasts, and don’t forget to hit the subscribe button so you never miss an...