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Architecture firms · Account based marketing

Target the developers and institutions worth a dedicated pitch.

Account based marketing for an architecture firm means identifying a short list of developers, hospitality groups or institutions likely to commission the kind of project you want more of. It also means building a specific approach for each one. GullySales identifies these accounts and builds the materials to open the conversation.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

Realistic editorial illustration of architecture firms at work in India

What account based marketing means

Account based marketing is picking a short list of specific companies you want as customers. It runs marketing aimed only at the people who decide there, instead of a broad campaign for anyone. GullySales builds this list after the first conversation and writes content aimed at each named account rather than a general offer.

Also for architecture firms

Sales and marketing for architecture firms, the overview.

Last updated 8 Nov 2026. Rules for this trade differ by state and professional body, and they change. We describe restrictions in general terms, so check the current position with your own council or adviser before you publish anything.

For architecture firms

Where it usually goes wrong, and what we would do.

  • “A developer account is won over multiple projects, not one pitch”

    A relationship with a developer who builds several properties a year is worth cultivating for the second and third project, not just the first.

  • “Institutional accounts need a different proof point”

    A school or hospital board wants to see experience with similar regulatory and safety requirements, not a general portfolio.

  • “The pitch should reference the account's own recent work”

    A proposal that references a developer's last two projects shows research a generic capability deck cannot match.

What we do

What we deliver for architecture firms.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. A named list of developer and institutional targets

    A short list of developers, hospitality groups or institutions matched to the project type and scale you actually want to win.

    Result: Effort goes toward accounts worth the time a pitch takes to prepare.

  2. A research brief on each target account

    A short document on a target's last two or three projects, used to make the pitch specific rather than a generic capability deck.

    Result: The pitch shows research the target can recognise as real interest.

  3. A safety and approval proof pack for institutions

    A document showing experience with the safety and approval requirements a school or hospital board actually asks about.

    Result: An institutional board sees the exact proof it is looking for.

  4. A tracked follow-up plan per account

    A schedule for staying in touch with each named account over the months a relationship like this takes to develop.

    Result: A target account hears from you consistently, not only when a brief is open.

How the result is measured

  • Accounts engaged
  • Meetings secured per account
  • Accounts converted to customers

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full account-based marketing page

One-page brief per account

Write this one-page brief for every developer or institution on your list.

Keep one page per account, kept by the principal. If you cannot fill a line, that is the next thing to find out before you write to them.

Who signs the appointment
Name the managing director, the projects head and the design head, and note who actually signs an architect's appointment. For a trust or a school it may be a trustee or a chairman.
Their last three projects
Note the type, the location and what buyers or users saw on completion. Quote one of them back in your first message so it is clear you looked at their work.
Sign of the next project
Record any land purchase, RERA registration, tender notice or campus announcement, with the date and where you saw it. A dated signal beats a general hope.
Nearest proof from your work
Pick the finished project closest in type and scale, with a client who has agreed to take a call. For an institution, add the approvals and sanction experience on that project.
Way in and who introduces
Note the mutual contact, consultant or event that can introduce you. Decide who makes the introduction before anyone writes to the account.
Next step, owner and date
End with one line: what was sent, to whom, by whom, and when it will be followed up. A brief without a next step is a file, not a plan.

Who it is for

This is written for these architecture firms.

  • Residential and villa architecture practices
  • Commercial and corporate campus architecture firms
  • Hospitality architecture practices
  • Institutional architecture firms, schools and hospitals
  • Interior-architecture hybrid practices
  • Sustainable and green building specialists
  • Practices working on government and public sector tenders
  • Boutique single-principal practices

Not for

It is not the right fit if.

  • You have no completed project of a kind the developer builds, so a dedicated pitch would have nothing of yours to point to
  • Nobody in the practice can name the person who signs a developer's appointments, and a pitch sent to the wrong desk is lost
  • Your studio is full with current drawings and cannot take on a developer's pipeline, so winning the account would only strain the work

How it works

How the account based marketing work runs

The work itself, in order. How an engagement starts, from your brief to a written scope, is set out on our method page.

  1. 1

    Understand the target market

    We agree what a good account looks like: sector, plant size, what it buys, how it approves a vendor, and how many accounts your team can work at one time.

  2. 2

    Audit the current pipeline

    We check which target accounts your sales team already has a foot in, so effort is not duplicated on a relationship that exists. Past quotes and lost deals are read for the reason, not just the outcome.

  3. 3

    Build and score the list

    Named accounts are ranked by fit and signal. Your sales head signs off the first batch before anything goes out.

  4. 4

    Research and create

    Each account gets its own research brief, a buying-group map and a short piece of content written for its situation.

  5. 5

    Run coordinated outreach

    Marketing and sales approach the account in one planned order. Every reply, silence and referral to a colleague goes into the shared record.

  6. 6

    Measure and refresh the list

    Results are read against the baseline recorded at the start. Accounts that have gone cold are dropped or parked, and new ones are proposed. How often you are reported to is agreed in writing.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales process design, at stage 0, foundation. The audit comes before it, and sales management keeps it running.

  1. Step 1

    Sales audit

    Find where deals are being lost and what to fix first.

    Start here if you cannot say where orders are lost.

  2. Step 2 · you are here

    Sales process design

    One written way to sell, from first enquiry to repeat order.

    Start here if every salesperson sells differently.

  3. Step 3

    Sales management

    A target, a review routine and someone who owns the number.

    Start here if the team has targets and no routine.

Tell us what you need Your brief is read before we call. Scope, fee and term in writing.

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
Is this only for large practices?
No, even a small practice can identify two or three local developers or institutions worth a dedicated approach.
How long does this take to pay off?
Often months, since architecture accounts are won on relationship and proof over several conversations.
Should we send a free concept sketch to win an account?
Avoid it. Unpaid design work sets the wrong value on your time, and the account may use it elsewhere. Send a short note on their site or brief, and the one past project that fits. Offer a paid concept stage if they want to see more.
How do we choose which developers to put on the list?
Start with those who build the type of project you want more of and whose last projects match your scale. Check whether they use outside architects at all. A developer with an in-house design team is a poor target for a boutique practice.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts, split into our time, your media spend and production.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
Your brief, and a conversation. After that, access to whatever this work touches, such as your website, your accounts or your enquiry record, and time with the people who handle your enquiries.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

From the blog

Further reading for architecture firms.

All articles

More for architecture firms

Everything else we would do for you.

Closest to this: leads and follow-up

Also for architecture firms

Or start from the overview: sales and marketing for architecture firms.

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