Jemima Retallack and Mitchell Thompson are the directors of Retallack Thompson, a Sydney-based architecture practice seeking to create timeless and enduring architecture, interior and landscape design. 

In this episode, Jemima, Mitchell and Dave discussed:

• How to make the most of every project opportunity in the early years of practice, from realising that briefs and budgets will often expand and change from what clients present during the first meeting, to taking on smaller projects as a way to explore ideas, develop relationships or refine internal processes.
• Why Jemima and Mitchell believe that percentage-based fees can create an appearance of conflict of interest that can harm the architect-client relationship, impact the client experience and reduce potential referrals.
• The unexpected benefits of marketing to other architects; from valuable overflow referrals to collaborations with larger practices on public projects.
• What Jemima and Mitchell learned about achieving work-life balance from their experiences working in leading practices earlier in their careers, and how they have structured their practice to maximise both the quality of their work and the time they can spend with their kids.
• The negative influence Australia's real estate industry, with its emphasis on resale value, has had on the creative ambitions of residential clients. Jemima and Mitchell share how they encourage their clients to be brave with their homes, and worry less about future owners and more about their own enjoyment.

If you'd like to learn more about Retallack Thompson, you can visit retallackthompson.com or follow them on Instagram at @retallackthompson.

This episode of Office Talk is sponsored by Office D.SHARP, a practice providing specialised marketing consultancy and strategy tailored to meet the particular needs of architects. Based in Perth, the practice caters to a diverse range of clients around the world. Visit officedavesharp.com to learn more.

If you have any marketing, strategy and brand questions you would like Dave and his guests to discuss in future episodes, you can send them to [email protected].

Katelin Butler is the Editorial Director of Architecture Media, Australia's leading publisher for the built environment and the home of well-known titles such as Architecture Australia, Houses Magazine, Artichoke and architectureau.com. Before taking on the role of Editorial Director, Katelin was the Editor of Houses Magazine from 2011 to 2019, and established the highly successful Houses Awards program.

In this episode, Katelin and I discussed:

• How the Architecture Media editors decide which projects belong in their magazines, and how they look beyond imagery and aesthetics to highlight projects that have educational value for the industry.
• The role each magazine plays in the Architecture Media portfolio, and the quality-focused approach Katelin and her team take to ensure their titles are the most trusted sources of information in the industry.
• The different approaches architects can take to engage with the media, looking at targeted vs broad outreach, avoiding busy times of the year, and the value of having patience and holding onto projects for thorough coverage and maximum impact, rather than rushing them out the door in a superficial way.
• The importance of continuous engagement with editors earlier on in the project timeline, rather than the traditional model of shooting a finished project and submitting it to publications.

If you'd like to learn more about Katelin's work, you can visit architecturemedia.com to subscribe to their titles, or follow Katelin on Instagram at @katelinbutler.

This episode of Office Talk is sponsored by Office D.SHARP, a practice providing specialised marketing consultancy and strategy tailored to meet the particular needs of architects. Based in Perth, the practice caters to a diverse range of clients around the world. Visit officedavesharp.com to learn more.

If you have any marketing, strategy and brand questions you would like Dave and his guests to discuss in future episodes, you can send them to [email protected].

Jonathan Richards and Kirsten Stanisich are the directors of Richards Stanisich, a 20-person interior design and architecture practice based in Sydney.

In this episode, Jonathan, Kirsten and Dave discussed:

• The journey of establishing the new Richards Stanisich brand after 15 years operating as SJB Interiors Sydney.
• The strategic challenge of designing a new brand that could convey a sense of experience, stability, maturity, and knowledge.
• The importance of a consistent and creative approach to project photography, emphasising depth, mood, and richness in their work.
• Their thoughts on fostering long-lasting client relationships, and the importance of repeat business and referral from existing clients.
• The evolving definition of luxury in the Australian residential market, focusing on uniqueness, longevity, and personalisation over extravagance.

If you'd like to learn more about Richards Stanisich, you can visit their website at richardsstanisich.com.au or follow them on Instagram at @richards_stanisich.

This episode of Office Talk is sponsored by Office D.SHARP, a practice providing specialised marketing consultancy and strategy tailored to meet the particular needs of architects. Visit officedavesharp.com to learn more.

If you have any marketing, brand and business questions you would like Dave and his guests to discuss in future episodes, you can send them to [email protected].

Liam Eastop is the director of Eastop Architects, an architecture and interiors practice based in Melbourne.

Eastop Architects was founded by Liam Eastop in 2017 following his extensive practice experience working on award winning residential, commercial & urban design projects. Liam graduated with a Master of Architecture from Monash University, receiving the ‘Roderick Macdonald Scholarship’ for design excellence and has since spent several years teaching and presenting lectures at both Melbourne University and Monash University.

In this episode, Liam and I discussed:

• His approach to project photography, from shooting the studio's first projects on a tight budget, to their current process which involves deep collaboration and planning with photographers and stylists, custom furniture pieces, and carefully planned landscaping.
• How the studio embraced speculative drawings, images and renders to convey the practice's design approach and interests in the early days of the practice before they had completed built work.
• The importance of setting firm creative boundaries with clients in order to create a strong and clear body of work, and why Liam prefers to work with clients who have done their research before approaching an architect.
• How Liam has created a clear and considered brand identity by developing gold standards for all public-facing images, text, graphic design and drawings. 

If you'd like to learn more about Eastop Architects, you can visit their website at eastop.com.au or follow them on Instagram at @eastop_architects.

This episode of Office Talk is sponsored by Office D.SHARP, a practice providing specialised marketing consultancy and strategy tailored to meet the particular needs of architects. Visit officedavesharp.com to learn more.

If you have any marketing, brand and business questions you would like me and my guests to discuss in future episodes, please send them to [email protected].

Lauren Li is the director of Sisällä, a Melbourne-based interior design practice known for their colourful, playful and liveable approach to residential interiors. Lauren is also a design educator, running workshops, courses and an online community geared towards emerging interior designers. Lauren writes a monthly column for The Design Files, and has just released her first book, The New French Look, with Thames & Hudson.

In this episode, Lauren and I discussed:

• Why Lauren believes having diverse revenue streams can make studios more resilient during slowdowns in the residential construction market, and a behind the scenes look at how she developed her different educational offers.
• Her journey as a design writer, from five posts a week in the early days of blogging to becoming a monthly columnist for The Design Files and writing a book—and how writing and putting ideas out there in public has helped Lauren to develop a unique point of view as a designer.
• Lauren's approach to making architectural photography more accessible and personal to the client, and balancing the trade-offs between images that resonate with potential clients, and carefully styled images that are more easily published in magazines.
• Why Lauren believes working with ultra design-savvy clients—although often the stated marketing goal for many architects and interior designers—can often make it harder for designers to take on the role of expert and educator in the design process.
• Why branding, getting published, putting your ideas out there and showing excitement and passion for the possibilities of a project can be crucial for building trust with new clients.
• Why developing a clear point of view as a designer and taking risks to challenge the status quo can help to attract like-minded clients and media exposure for small design studios.

If you'd like to learn more about Sisällä, you can visit their website at sisalla.com.au, or follow them on Instagram at @sisalla_interior_design.

Lauren's new book, The New French Look, is available on sale right now from online retailers, and your local independent book store.

This episode of Office Talk is sponsored by Office D.SHARP, a practice providing specialised marketing consultancy and strategy tailored to meet the particular needs of architects. Visit officedavesharp.com to learn more.

If you have any marketing, brand and business questions you would like me and my guests to discuss in future episodes, please send them to [email protected].

Huw Wellard is the director of Wellard Architects, a 4-person Melbourne-based practice best known for their award-winning homes, beach houses and holiday houses.

In this episode, Huw and I discussed:

• How Wellard's recent rebranding journey has helped them transition from working on a high volume of tight inner-city terraces towards fewer but more substantial new builds, resulting in simpler project management, more time for the client relationship, and better quality enquiries.
• The strong relationship between the work you show and the work you attract. How Huw made the tough call to retire projects from the website as part of a recent rebrand, what the selection process involved, and why showing fewer but better projects has "changed the trajectory of the practice".
• How Huw has adjusted his fee structures in recent years to improve practice profitability and avoid overservicing clients, as well as his insights from a recent analysis of the practice's enquiries and productivity.
• The superiority of solid word-of-mouth marketing and what can help to drive repeat business and referral opportunities in the residential sector.

If you'd like to learn more about Wellard Architects, you can visit their website at wellardarchitects.com.au, or follow them on Instagram at @wellardarchitects.

This episode of Office Talk is sponsored by Office D.SHARP, a practice providing specialised marketing consultancy and strategy tailored to meet the particular needs of architects. Visit officedavesharp.com to learn more.

If you have any marketing, brand and business questions you would like me and my guests to discuss in future episodes, please send them to [email protected].

Nick James and Michael Roper are the directors of Architecture Architecture, a 9-person Melbourne-based practice working on a mix of residential, education and social housing projects. 

In this episode, Nick, Michael and Dave discussed:

• How the studio transitioned from the early days of word-of-mouth enquiries, where building trust and confidence was key, to attracting clients through their built work and how that has allowed them to concentrate their messaging on themes of physical and psychological comfort.
• Michael and Nick reflect on how a broader sense of uncertainty in society since the GFC may be leading people to seek out architecture like theirs that evokes feelings of warmth, safety, and comfort; while also bringing a bit of joy and experimentation through colour and form.
• The steps Michael and Nick took to move from private residential to education and social housing, from establishing systems and processes, building relationships, studying the market leaders and developing new ideas through teaching design studios.
• The importance of timesheets and carefully planned systems and processes; and how it's helped Michael and Nick to better understand the finances and resourcing around their projects, avoid micromanaging the team, and give their staff greater autonomy and enjoyment by streamlining their project admin.

If you'd like to learn more about Architecture Architecture, you can visit architecturearchitecture.com.au or follow them on Instagram at @architecture_architecture.

This episode was sponsored by Office D.SHARP, a practice providing specialised marketing consultancy and strategy tailored to meet the particular needs of architects. Visit officedavesharp.com to learn more, or email [email protected] if you would like to get in touch to discuss your practice.

Shaun Lockyer is the director of Shaun Lockyer Architects, a Brisbane-based practice focused exclusively on high-end residential work. Founded in 2009, the studio has grown to over 20 employees, and has been published in every major Australian architecture publication.

In this episode, Sean and I discussed:

• The difficult and often uncomfortable relationship architects have with wealth, status and commercial success.
• The psychology of high net worth residential clients, from their typical hobbies and interests, to their priorities for their projects and what they look for in an architect they can trust and relate to.
• Why a track record for adding financial value for clients can be an important driver of positive word of mouth and build trust and credibility with clients.
• Why Shaun believes architects who show their personal passions, hobbies, interests and values are much more relatable and trustworthy in the eyes of potential residential clients.
• Shaun's media strategy for new projects, and why he prefers to reach a broad audience through digital publications and video channels like The Local Project rather than focusing on niche architectural magazines.
• Why Shaun believes that the best time to promote your practice is when you don't have the capacity to take on more work, and how it helps convey confidence, objectivity and exclusivity.

If you'd like to learn more about Shaun Lockyer Architects, you can visit lockyerarchitects.com.au or follow them on Instagram at @shaunlockyer.

This episode was sponsored by Office D.SHARP, a practice providing specialised marketing consultancy and strategy tailored to meet the particular needs of architects. Visit officedavesharp.com to learn more, or email [email protected] if you would like to get in touch to discuss your practice.

Hannah Tribe is the director of Tribe Studio Architects, a 20-year-old Sydney-based practice known for their playful and expressive approach to residential and community projects.

In this episode, Hannah and I discussed:

• How she has designed her business to run efficiently and profitably, from a focus on gradual and sustainable growth to succession planning and delegation, and the hires she has made to help her focus her time on the studio's projects rather than administration.
• Hannah's insights into how residential clients experience the design journey, from their initial sense of overwhelm to their enjoyment of the design process as an act of self-expression of their personality and goals for their lives.
• Why Hannah believes that her studio doesn't have a house style, but instead a few key areas of interest that tie their projects together, and her thoughts on why some projects that embody these values tend to resonate more with potential clients than others.
• How Hannah has approached public speaking in front of audiences of non-architects, and how speaking has been a valuable opportunity for her to clarify her thinking, engage with peers, and get the general public excited by design and creativity.
• The difficulties small but experienced practices like Tribe face in winning government and public projects, despite their track records in other sectors, but how this is becoming easier as councils like the City of Sydney push for small practices to be included in public procurement processes.

If you'd like to learn more about Tribe Studio, you can visit tribestudio.com.au. You can also follow the studio on Instagram @tribestudio_.

Office Talk is hosted by Dave Sharp, M.Arch—an architectural marketing expert and the director of Office D.SHARP, a practice providing specialised consultancy, marketing and PR services tailored to meet the particular needs of architects. Working as a sole practitioner, Dave employs a collaborative, conversational approach to his work, fostering long-standing relationships that yield tangible results for clients.

Visit officedavesharp.com to learn more, or email [email protected] if you would like to get in touch.

This episode was supported by our legendary sponsors. 

• ArchiPro showcases the best and latest in the architecture and building industry, and connects people with trusted trade professionals and products to suit their needs. Visit ArchiPro.com.au to learn more.
• Mast Furniture is an established furniture design and manufacturing company based in Brisbane. In operation for 10+ years, Mast has built a national and international reputation for producing high quality, technically challenging furniture. Visit mastfurniture.com.au to learn more.

Dominic Pandolfini is the director of Pandolfini Architects, an 11-year-old Melbourne-based practice known for residential and commercial projects that are strong in form and unsparingly detailed.

In this episode, Dominic and I discussed:

• The importance of making careful choices about photography, branding, and the kind of projects you put out into the world during the early years of the practice when marketing resources are scarce.
• Why Dom believes that short term marketing activities designed to generate leads quickly are a waste of time and counterproductive to attracting high quality projects and clients; and what he focuses on instead.
• How the studio has achieved distinctive look and feel as a brand, while also being careful to avoid pigeonholing the practice or alienating potential clients from engaging with the work.
• The new approach Dom is taking to photography to help the studio expand into high-end interior design media and potential clients.
• Dom’s point of view on the current state of the residential market in Melbourne, and how poor market sentiment is creating risks that residential architects need to plan for.

If you’d like to learn more about Pandolfini Architect, you can visit pandolfini.com.au. You can also follow the studio on Instagram @pandolfini_architects.

Office Talk is hosted by Dave Sharp, M.Arch—an architectural marketing expert and the director of Office D.SHARP, a practice providing specialised consultancy, marketing and PR services tailored to meet the particular needs of architects. Working as a sole practitioner, Dave employs a collaborative, conversational approach to his work, fostering long-standing relationships that yield tangible results for clients.

Visit officedavesharp.com to learn more, or email [email protected] if you would like to get in touch.

This episode was supported by our legendary sponsors. 

• ArchiPro showcases the best and latest in the architecture and building industry, and connects people with trusted trade professionals and products to suit their needs. Visit ArchiPro.com.au to learn more.
• Mast Furniture is an established furniture design and manufacturing company based in Brisbane. In operation for 10+ years, Mast has built a national and international reputation for producing high quality, technically challenging furniture. Visit mastfurniture.com.au to learn more.