Contract - January/February 2015 - 58

IA has recently updated its
own office interiors in locations
including New York (left two),
San Francisco (top right two),
and Chicago (above right two).
All of these offices feature
open floor plans, areas for
casual conversations, as well
as glass-enclosed team
meeting rooms.

58

major banks in San Francisco. Mourning discovered that long-standing clients, are responsible for at least
he was good at selling to corporate customers like Wells half of the business of IA, which billed $73 million
Fargo and Bank of America, and didn't mind the lengthy in projects in 2014.
courtship process. "There were a lot of lunches, I played
Building a practice around a core competency
a lot of golf," he recalls.
In the early 1980s, EPR was acquired by Texas-based
As the banking business was expanding,
firm Caudill Rowlett Scott (CRS) and the relationship
a prominent San Francisco architect gave Mourning
between the two firms soon soured. That acquisition
a call in 1979, telling him about an opportunity to
was the impetus for Mourning to start his own business.
provide interior design services to IBM under an
"It was relatively easy because I had all these
on-call contract. Today, these master services
relationships with Merrill Lynch, but I did a couple of
agreements-in which a vetted company contracts
things differently that I felt were very important," says
to provide services for set prices, saving clients from
Mourning. First, he was determined to make interiors the
having to interview firms and negotiate on a projectcompany's only focus, rather than relegate interior design
by-project basis-are commonplace. But in the 1970s,
to a subset within a larger architecture firm where it could
it was a groundbreaking approach. Mourning seized
this chance that the other architect declined to pursue, potentially have second-class status. "It was important
that we provide an environment for people [who are all
and won IBM's business.
focused on commercial interiors]," Mourning says.
"I took this concept [of the master service
"There were no cultural conflicts. We are all on the same
agreement] to my banking clients, and they hit that
train and we are moving together, and the power of that
like a trout hits a fly," says Mourning. He then pitched
is pretty incredible."
the idea to investment banks like Merrill Lynch and
While other firms have pursued the soup-to-nuts
Paine Webber, and gained even more long-term
approach of doing everything from strategic planning to
financial clients. Today, master contracts, many with
contractdesign.com

JANUARY | FEBRUARY 2015



http://www.contractdesign.com

Contract - January/February 2015

Table of Contents for the Digital Edition of Contract - January/February 2015

Contents
Editorial
Industry News
Columnist: Moving Practice Beyond Analog
Product Focus: A Family Affair
Product Briefs: Flooring, Seating, Textiles, and Wallcoverings
Designer of the Year
Legend Award
Annual Interiors Awards
Adaptive Reuse
Education
Entertainment
Healthcare
Historic Restoration
Hotel
Office: Large
Office: Small
Public/Civic
Restaurant
Retail
Sports
Student
Designers Select: Lighting
Sources
Ad Index
Installation: A Journey Through Austria Depicted on Screens
Contract - January/February 2015 - Intro
Contract - January/February 2015 - Cover1
Contract - January/February 2015 - Cover2
Contract - January/February 2015 - 1
Contract - January/February 2015 - 2
Contract - January/February 2015 - 3
Contract - January/February 2015 - Contents
Contract - January/February 2015 - 5
Contract - January/February 2015 - 6
Contract - January/February 2015 - 7
Contract - January/February 2015 - 8
Contract - January/February 2015 - 9
Contract - January/February 2015 - 10
Contract - January/February 2015 - 11
Contract - January/February 2015 - 12
Contract - January/February 2015 - 13
Contract - January/February 2015 - 14
Contract - January/February 2015 - 15
Contract - January/February 2015 - 16
Contract - January/February 2015 - 17
Contract - January/February 2015 - Editorial
Contract - January/February 2015 - 19
Contract - January/February 2015 - 20
Contract - January/February 2015 - 21
Contract - January/February 2015 - Industry News
Contract - January/February 2015 - 23
Contract - January/February 2015 - 24
Contract - January/February 2015 - 25
Contract - January/February 2015 - 26
Contract - January/February 2015 - 27
Contract - January/February 2015 - Columnist: Moving Practice Beyond Analog
Contract - January/February 2015 - 29
Contract - January/February 2015 - 30
Contract - January/February 2015 - 31
Contract - January/February 2015 - Product Focus: A Family Affair
Contract - January/February 2015 - 33
Contract - January/February 2015 - Product Briefs: Flooring, Seating, Textiles, and Wallcoverings
Contract - January/February 2015 - 35
Contract - January/February 2015 - 36
Contract - January/February 2015 - 37
Contract - January/February 2015 - 38
Contract - January/February 2015 - 39
Contract - January/February 2015 - Designer of the Year
Contract - January/February 2015 - 41
Contract - January/February 2015 - 42
Contract - January/February 2015 - 43
Contract - January/February 2015 - 44
Contract - January/February 2015 - 45
Contract - January/February 2015 - 46
Contract - January/February 2015 - 47
Contract - January/February 2015 - 48
Contract - January/February 2015 - 49
Contract - January/February 2015 - 50
Contract - January/February 2015 - 51
Contract - January/February 2015 - 52
Contract - January/February 2015 - 53
Contract - January/February 2015 - Legend Award
Contract - January/February 2015 - 55
Contract - January/February 2015 - 56
Contract - January/February 2015 - 57
Contract - January/February 2015 - 58
Contract - January/February 2015 - 59
Contract - January/February 2015 - 60
Contract - January/February 2015 - 61
Contract - January/February 2015 - 62
Contract - January/February 2015 - 63
Contract - January/February 2015 - 64
Contract - January/February 2015 - 65
Contract - January/February 2015 - 66
Contract - January/February 2015 - 67
Contract - January/February 2015 - 68
Contract - January/February 2015 - 69
Contract - January/February 2015 - Annual Interiors Awards
Contract - January/February 2015 - 71
Contract - January/February 2015 - Adaptive Reuse
Contract - January/February 2015 - 73
Contract - January/February 2015 - 74
Contract - January/February 2015 - 75
Contract - January/February 2015 - Education
Contract - January/February 2015 - 77
Contract - January/February 2015 - 78
Contract - January/February 2015 - 79
Contract - January/February 2015 - Entertainment
Contract - January/February 2015 - 81
Contract - January/February 2015 - 82
Contract - January/February 2015 - 83
Contract - January/February 2015 - Healthcare
Contract - January/February 2015 - 85
Contract - January/February 2015 - 86
Contract - January/February 2015 - 87
Contract - January/February 2015 - Historic Restoration
Contract - January/February 2015 - 89
Contract - January/February 2015 - 90
Contract - January/February 2015 - 91
Contract - January/February 2015 - Hotel
Contract - January/February 2015 - 93
Contract - January/February 2015 - 94
Contract - January/February 2015 - 95
Contract - January/February 2015 - Office: Large
Contract - January/February 2015 - 97
Contract - January/February 2015 - 98
Contract - January/February 2015 - 99
Contract - January/February 2015 - Office: Small
Contract - January/February 2015 - 101
Contract - January/February 2015 - 102
Contract - January/February 2015 - 103
Contract - January/February 2015 - Public/Civic
Contract - January/February 2015 - 105
Contract - January/February 2015 - 106
Contract - January/February 2015 - 107
Contract - January/February 2015 - Restaurant
Contract - January/February 2015 - 109
Contract - January/February 2015 - 110
Contract - January/February 2015 - 111
Contract - January/February 2015 - Retail
Contract - January/February 2015 - 113
Contract - January/February 2015 - 114
Contract - January/February 2015 - 115
Contract - January/February 2015 - Sports
Contract - January/February 2015 - 117
Contract - January/February 2015 - 118
Contract - January/February 2015 - 119
Contract - January/February 2015 - Student
Contract - January/February 2015 - 121
Contract - January/February 2015 - 122
Contract - January/February 2015 - 123
Contract - January/February 2015 - Designers Select: Lighting
Contract - January/February 2015 - 125
Contract - January/February 2015 - 126
Contract - January/February 2015 - 127
Contract - January/February 2015 - Sources
Contract - January/February 2015 - 129
Contract - January/February 2015 - 130
Contract - January/February 2015 - 131
Contract - January/February 2015 - 132
Contract - January/February 2015 - 133
Contract - January/February 2015 - 134
Contract - January/February 2015 - Ad Index
Contract - January/February 2015 - Installation: A Journey Through Austria Depicted on Screens
Contract - January/February 2015 - Cover3
Contract - January/February 2015 - Cover4
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