Session 3: The Art of Negotiation

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Date: December 7, 2018
Location: FOX Architects 1240 22nd St NW, Washington, DC 20037
Led by: Francis D’Andrea, AIA, NCARB with FOX Architects and Kathryn Dreitzler with Microdesk
Session Sponsors: FOX Architects, Sauf Haus Bier Hall
Session Downloads: Session 03 Homework; Session 03 Guide

Overview
Kathryn and Francis prepared the third session titled “The Art of Negotiation,” which was held at the Fox Architects’ theater space in Washington DC. Throughout the afternoon scholars were involved in discussions on four types of negotiations that are experienced through one’s career progression: Project Proposals, Career advancements, Standard Contract Terms, and Enforcing the Contract. Prior to the session, everyone was asked to review a case study that was analogous to an Architect’s Standard of Care. The presenters shared valuable lessons learned throughout their own negotiations and careers to allow the scholars to see these concepts in practice.
Photo of scholars engaging in a discussion during one of the day’s presentations.

Presentation #1: Negotiating a Proposal
During the first presentation, Janet Rankin RA -Director of Operations at HYL Architecture -presented on key elements included in an architectural proposal and strategies for their successful negotiation. Ms. Rankin shared her 25 years of experience in the real estate industry to identify different approaches that can be taken to secure a project.
Photo of Presentation #1: Negotiating a Proposal

Presentation #2: Negotiating for Yourself
Robert Holzbach, AIA, LEED AP -Associate Principal and Director of Staff Operations with Hickok Cole Architects -gave his advice on how to negotiate for oneself at various stages along the career path. Holzbach, a hiring and staff operations manager with over 20 year experience, shared “do’s” and “don’ts” from past experiences when negotiating for a new position as well as a raise or promotion. The discussions focused on understanding what a successful negotiation is, establishing goals for the negotiation,and understanding the power landscape. He presented ways to leverage the concepts of hourly and billable rates to help the scholars achieve their career goals. He stressed that successful negotiations make both parties feel like they’ve won, and that reaching agreement and trust are key components to negotiations of any type.
Photo of Presentation #2: Negotiating for Yourself

Presentation #3: Negotiating a Contract
Mike Koger is an attorney on the Contract Documents team at the American Institute of Architects in Washington, DC. At the AIA, Koger works with a group of attorneys and architects to create and revise the AIA contract documents. In the third presentation, Koger focused on the industry’s most negotiated aspects of the contracts: limitations of liability, indemnity, ownership of design,and the Architectural Standard of Care. Prior to the session, the scholars reviewed a Massachusetts case from 1850, Brown v. Kendall, an assault and battery case study that served as a teaching point for applying the Architect’s Standard of Care.
Photo of Presentation #3: Negotiating a Contract

Presentation #4: Enforcing the Contract
During the round table discussion, speakers took part in a moderated dialogue and open questions from the scholars. The round table participants were Mike Koger, Derek Warr, AIA, LEED AP BD+C, Studio Director of the Lifestyle 2 Studio at Gensler, and Derek Wood, AIA, LEED AP, a managing principal at FOX Architects. Pairing Warr’s and Wood’s experience working with numerous contract types and negotiations with Koger’s expertise on contract language provided the scholars varying perspectives on theoretical, legal, and actual processes for enforcing the contract. Key recommendations included using the contract as a road map for managing the project and to request a copy of the Owner/Contractor Agreement to better understand the Architect’s rights and responsibilities during construction.
Photo of Presentation #4: Enforcing the Contract

 

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Session 2: Entrepreneurship and Firm Management

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Date: November 2, 2018
Location: Perkins Eastman DC, One Thomas Cirlce, Suite 200, Washington DC
Led by: Daniel Blair and Nicole Keroack
Session Sponsors: Perkins Eastman, Marvin, Silman, YKK, Tremco, ECS, WSP, Kawneer, Pioneer, Henry Adams, ABC Imaging

Overview
This session focused on the underlying themes that are fundamental to firm productivity, entrepreneurship, collaboration, and leadership but that are often not learned in educational study or in professional practice. By drawing on discourse that started in CKLDP Session #1 “Working Together,” this session engaged participants through a roundtable discussion between three experienced firm leaders on firm management and lessons learned along the way; a presentation from a successful entrepreneur on business opportunity and branding; and through an interactive group activity on self-development and leadership.

Developing a Practice | Roundtable Discussion
During the roundtable discussion, speakers engaged in a moderated dialogue that incorporated questions from the scholars. The participants were Matt Daw, a senior principal at Simpson Gumpertz & Heger (SGH) engineering firm, Ryan Moody, founder of Moody Graham landscape architects, and Barbara Mullenex, a managing principal at Perkins Eastman DC. All three candidates discussed their paths through their own careers, from how they started to how they took on the positions they are in now, as well as lessons learned along the way. Much of the discussion focused around how architects can take the knowledge that they learned and possess from their education in design and apply those skills towards developing stronger business acumen and recognizing career advancing opportunities through leadership.

A Decade of Ditto + Lessons Learned Along the Way
Presentation by Martin Ditto + Callie Bruemmer
Martin Ditto,founder and CEO of Ditto Residential, and Callie Bruemmer, Ditto’s Communication and Marketing Director, led the second presentation that gave a brief history of how Ditto started and how they have become the innovative real estate and development firm that they are today. Martin discussed how his passion and desire to respond to underserved populations in DC has driven much of their business strategy and how his unapologetic attitude towards his work has benefited their mission and brought them significant recognition in the architecture community. With Martin, Callie discussed how she has helped to develop the Ditto brand and how it has helped to drive their success in the community and beyond.

Developing Your Leadership Brand
Presentation and Activity with Jordan McAnaney

Jordan McAnaney is the Global Head of Organizational Development at Altisource Portfolio Solutions in Atlanta, GA, where he helps the company optimize the potential of their workforce and set goals for long-term growth. Jordan gave a presentation on the principals of effective leadership and methods for building individual development plans to help the scholars achieve both short and long term career goals. During the activity, the scholars were broken into smaller groups and were given mock scenarios in which they were able to practice the important and crucial skills of giving and receiving feedback. The scholars were asked to role play participants from the mock scenarios and come up with effective solutions to communicating and addressing a workplace issue.

Session 1: Working Together

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Date: October 12, 2018
Location: Knoll Showroom 1050 K Street NW, Washington, DC
Led by: Ryan Petyak and Katie Selis
Session Sponsors: One Source Associates, Inc.
Location Sponsors: Knoll
Refreshment Sponsors: The Smith

Overview
Ryan Petyak and Katie Selis organized the first session titled “Working Together,” which was held at the Knoll Showroom in Washington DC. Throughout the afternoon scholars learned how understanding personal characteristics, promoting creative collaboration, and practicing effective communication would encourage a successful, productive, and supportive workplace. Prior to the session, everyone was asked to complete a Life Styles Inventory (LSI) assessment, the results of which were discussed by the first presentation speaker, Cable Clarke. Next the scholars participated in a series of collaborative activities built on the foundations of improv comedy led by Shawn Westfall. Finally, David Shave-Brown gave a presentation on how to translate the skills learned during this session into the practice of architecture.

Presentation #1 – Industry Culture

Cable Clarke, CEO of Clarke Consulting, began the session with a presentation focused on understanding the impact individual behaviors and personal traits have on the culture and climates of industries, agencies, and organizations. With over twenty years of experience, Cable shared past experiences with clients and discussed how the leadership styles of those at the top have a lasting impact on the perception and effectiveness of a company. For example, during the presentation the scholars were shown a series of logos from well-known institutions and asked to recount their official mottos and then describe how this informed cultural assumptions.

The remaining portion of the presentation discussed the results of the LSI assessment taken prior to the session. Cable reviewed how the results can be interpreted and described ways in which everyone could improve in areas they saw fit in order to become more constructive and effective leaders. The scholars were challenged to consider potential areas of improvement and what they might be able to focus on over the next 7 months, and will retake the assessment at the end of the Christopher Kelley Leadership Development Program to determine if the work was effective. Cable offered to be a resource to the scholars for guidance through this process.

Presentation #2 – Improv
Presentation #2: Improv, photo 1
Shawn Westfall, CEO of Commedia Partners, lead the scholars through a series of improv comedy exercises during the second presentation of the session. Through growling like tigers, split second karaoke, trying to sound British, and constructing single word-by-word sentences from a six headed doctor the scholars learned the importance of the “Yes, And” principle.
Presentation #2: Improv, photo 2
Utilizing his previous experience in marketing as well as his expertise in improv, Shawn demonstrated how open communication, egoless behavior, and encouraging trust between colleagues can lead to better and more creative collaboration. At the end of the presentation the scholars discussed how using the same mindset learned in improvised comedy could be brought into their workplace. The scholars learned that eye contact, being vulnerable, not overthinking, and having fun are simple strategies to develop creative communication skills.

Presentation #3 – Application
Presentation #3, Application, Photo #1
David Shove-Brown, Partner at //3877, concluded the session with a presentation on understanding how the day’s lessons could be applied directly to the architectural profession. With previous experience in both personality assessment programs and improv seminars, David was able to demonstrate aspects he personally uses in his own firm. The presentation first focused on the awareness that architects are not taught how to be collaborative in school, and how the reality of the profession requires complete collaboration with clients, consultants and colleagues. David shared his experience of surrounding himself with team members that compliment his weaknesses through their strengths. He also described action items the scholars could start using in their daily work and small tasks that could have a large impact on effective operations. Next, David shared 10 rules for conversation and strategies were discussed for developing communication skills. Finally, David encouraged the scholars to employ empathy, use clear communication tools, and to be willing to address difficult topics in order to improve relationships within an organization as well as with the clients they are working with. The scholars learned that human connection is important to be a successful leader.

Class of 2019 Bootcamp

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Date: September 7, 2018
Location: District Architecture Center, 421 7th St NW, Washington, DC
Led by: Teri Coates and Kate Renner

CKLDP kicked off the first official session of the year at the District Architecture Center with the new class of scholars on Friday September 7th. Teri Coates, current chair, and Kate Renner, past chair, collaborated to organize the events for the day and kicked off the afternoon by congratulating and welcoming the incoming class. Kate touched on the history of the program and it’s growth over the last five years.  Teri provided a summary of the goals and expectations for the program and outlined the schedule for the day. She spoke from experience, as a former scholar, in reminding the class that what they put into the program is what they will get out of it and challenged the scholars to dream big as they embarked on the journey together.

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To kick of the leadership discussion for the afternoon, Teri introduced the first Keynote, Rachel Zsembery of Bergmeyer Associates, Inc., whose presentation focused on practicing with purpose. She emphasized the need to align your professional goals with your personal values in an effort to have the most fulfilling career. Zsembery outlined the behaviors of high trust individuals: the ability to talk straight, deliver results, and demonstrate concern among others. Scholars were presented with the idea that there is a difference between a mentor and an advocate and the idea that a successful career relies on both of these roles, often occupied by different people.

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Following the keynote, the sixteen scholars were asked to present a pecha kucha presentation in 90 seconds with 3 images: one to describe themselves, one representing the type of leader they are, and an image representing the future leader they wanted to be.

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After the presentations, the scholars broke up into groups of four to discuss their expectations for each session. With the help of some colored post its, each group was tasked with coming up with their ideas and expected outcomes for the overall topic and asked to report back to the class to summarize the information gathered.

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After regrouping, scholars were partnered up and tasked with creating an outline for their assigned session. With the vision boards as a guide, each pairing was given the opportunity to break out and further develop their ideas.

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After the brainstorming session, the advisory committee briefly introduced the scholars to the basic guidelines for graphics, the website, sponsorship, communications and online resources. Shannon Kraus concluded the leadership discussion by presenting the idea of servant leadership.  His talk, titled “Leaders Wanted. (Apply Within)” described a leader as someone who focuses on people, shares power, and puts the needs of others first.

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Kraus discussed why leadership should revolve around bettering others as you better yourself, highlighting the idea that we often limit our expectations without realizing it. Following the key note, the class continued to discuss their excitement and expectations for the year over happy hour at nearby bar, Dirty Habit . If the energy and ambition of the class is any indication, it’s going to be a great year!

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Session 8: The Future of Our Culture

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Date: May 4, 2018
Location: District Architecture Center 421 7th Street NW Washington, DC 20004
Led by: Alison Pavilonis and Adam Davie
Sponsors: Coakley Williams Construction, AIA|DC

Overview
Eleanor Choi and Mike Johnson II organized the eighth and final session of the year focused on the topic, “The Future of Our Culture,” held on May 4 at the District Architecture Center. Through a series of presentations, small group discussions, and a unique personality assessment, CKLDP Scholars were able to gain insight into their individual management styles, better understand how biases impact decision-making, and hear about how a panel of industry leaders overcame bias and other challenges to find success. To close the session, the Scholars highlighted lessons learned over the course of this year’s CKLDP program, also discussing strategies for how to integrate those lessons into daily practice as they transition into principal leadership roles moving forward.

Presentation #1 – Personal Development: Understanding Thinking Styles and Skills to Best Impact Firm Culture
Understanding one’s own strengths and weaknesses and how to leverage them can be key factors to achieving success within a firm. With more than twenty years of experience working with diverse and influential companies, Cable Clarke, President of Clarke Consulting, kicked off the day’s session with a presentation on effective leadership styles and implementing culture change within an organization.

Prior to the day’s session, Cable asked participants to complete an online personality assessment that resulted in a comprehensive analysis of each person’s collaboration and management styles. Sharing anecdotes of how previous clients were able to utilize the assessment’s insights to improve company culture and team dynamics, Cable described several ways everyone might interpret the results of their personality assessments in order to become more collaborative, strategic, and effective leaders.

Looking Beyond Labels: Either/Or
Jamē Anderson wears a lot of labels: architect, artist, spouse, and mom were a handful of them she mentioned specifically, but a common thread tying these labels together was “maker.” Currently working as a Principal in SmithGroupJJR’s Cultural Studio, Jamē relies on her diverse artistic background to inform her architecture work and keep her inspired as she continues to take on new professional challenges and evolve her art.
After a fascinating overview of Jamē’s non-traditional career path as an artist, exhibition designer at the National Gallery of Art, and architect, Jamē then spoke on the topic of bias. Having studied in-depth the way women are portrayed in the arts, and experiencing her own journey through a male-dominated profession, Jamē has developed a strong point of view about the role bias plays in the workplace.

In an exercise intended to highlight others’ biases, the class divided into smaller groups and participated in an exercise where two hypothetical candidates’ resumes and interviewers’ observations were provided. After reviewing the information, each group was asked to select a candidate to hire and then explain why they made that decision. The follow-up discussion about balancing one’s subjective impressions and biases against a candidates’ qualifications on paper left the Scholars with some interesting food for thought as the activity ended.

Becoming an Architect and Career Challenges
A roundtable discussion moderated by Eleanor Choi and Mike Johnson II brought four esteemed architecture professionals to the table to share personal experiences regarding education, diversity, career challenges, and achieving work/life balance. Hazel Edwards, Ph.D, FAICP, Assoc. AIA of Howard University; Gene Klus, AIA, LEED AP of Stantec; Kevin Sneed, FAIA, IIDA, LEED AP BD+C of OTJ Architects; and Jamē Anderson, AIA of SmithGroupJJR answered questions and shared their perspectives on changes impacting the field of architecture and architecture education.

CKLDP Reflections
“What is the biggest lesson you’ve learned in the CKLDP program? How will you apply what you’ve learned? What will your path be moving forward?”

Reflecting on these questions, this year’s class of CKLDP Scholars discussed their key takeaways as the program ended. A few of the points made include: discovering the many ways to be leaders together; gaining perspective into the diversity found within the practice of architecture; finding the courage to break out of one’s comfort zone; becoming inspired to engage more with the wider community; and learning how to advocate for a better, more equitable profession in which everyone thrives.

As Scholars talked, graphic artist Steph Brown translated the comments onto an oversize poster. By the end of the session, Scholars had filled the poster with lasting impressions from their nine months participating in the CKLDP program.