Tom,
I think some of the need for "salesmanship" is rooted in the factions within the club.
Often, those in power have a mission in mind, which results in inviting an architect to submit plans. But, those in power may not represent the will of the general membership.
Sometimes clubs don't know what they want, but know that something is lacking, so they extend an invitation to an architect.
Irrespective of who extends the invitation or why it was a extended, in order for a project to proceed it must be approved by the general membership, and that's often when "Salesmanship" rears it's head, because the project requires funding which requires membership approval.
I think that people in general resist change, and that the invited architect is going to feel that resistance. Ergo, the need for "salesmanship".
That seems to be one of the dilemmas you face in democratically run clubs