Pub. 1 2020-2021 Issue 2

31 ONE LAST THING ... Did you know that you can enjoy your association news anytime, anywhere? Scan the QR code or visit: reflexion.thenewslinkgroup.org Check it out! The new online article build-outs allow you to: • Stay up to date with the latest association news • Share your favorite articles to social channels • Email articles to friends or colleagues There is still a flipping book for those of you who prefer swiping and a downloadable PDF. Circling Back Repeat clients provided a steady source of new work in a tumultuous year. BY MICHELE RUSSO FOR AIA ARCHITECT S eventy percent of all architecture firm billings were from repeat clients in 2019. Small firms (fewer than 10 employees) had over half (51%) of their billings come from noncompetitive repeat client projects and almost one-fifth (18%) from noncompetitive new-client projects. In contrast, the repeat business for the largest firms (over 50 employees) was split relatively evenly between noncompetitive projects (34%) and those that were competitively selected (36%). Midsized firms also had a more even distribution, although more of their repeat business was noncompetitive (44%) than competitive (30%). Overall, the share of firm billings from noncompetitive selection declined from 54% in 2017 to 49% in 2019. b Source: AIA Business of Architecture Firm Survey Report, 2020 ( aia.org/firmsurvey)