As a small Edinburgh Architecture practice, we have been looking into the sources of our projects. Over the last five years, nearly two-thirds of our work (by fee value) has come through word of mouth — referrals and existing relationships.

Around a quarter came via invited tenders, largely for the University of Edinburgh.

What surprised us most? Almost no projects originated from website searches or social media, none from open public-sector tenders — and 3% from a chance conversation on a ski chairlift.

There’s plenty for us to reflect on here. Relationships clearly matter, and there’s more work to do in how we communicate what we do digitally. But it’s also a reminder that opportunities often come from unexpected places.

If you have a project in mind – please get in touch