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What makes a designer successful in business? This workshop looks at some of the key challenges facing SME designers in growing their design business. It specifically explores growing and differentiating your design business, building more profitable client relationships and winning more tenders in less time!
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1 Grow your design business workshop
Welcome
2
THE ONE THING YOU
WOULD LIKE TO GET
FROM TODAY?
4
Grow your design business workshop
YOUR BUSINESS CHALLENGES
Key themes from IDI members survey and
meetings
• Developing new business
• Differentiation
• Marketing for a return on investment
• Tenders and pitching
• Scoping, pricing and fee negotiations
• Talent retention
5
Grow your design business workshop
KEY STAGES OF THE SALES
CYCLE
Focused on your challenges
The
relationship
The
opportunity
The
proposal
The
negotiation
The
service
6
• Consumer demands
• Value-focused cost conscious
customer
• Technology/ DIY
• No ‘clients for life’
• Impact of tendering
• Lower barriers to entry
• Generation Y expectations
• Personal demands
7
Grow your design business workshop
DESIGN INDUSTRY
LANDSCAPE “New normal”
“If you don’t like change, your going to like irrelevance even
less” GENERAL ERIC SHINSEKI, FORMER CHIEF OF STAFF US ARMY
8
9
LOTS OF OPPORTUNITIES
10
Grow your design business workshop
KEY STAGES OF THE SALES
CYCLE
Focused on your challenges
The
relationship
The
opportunity
The
proposal
The
negotiation
The
service
The service
11
13
Grow your design business workshop
EXPERIENCE THE KEY
DIFFERENTIATOR BY 2020
BDO/ Economist Intelligence Unit
Service Megatrends 2020 Report
0%
10%
20%
30%
40%
50%
60%
Quality Experience Cost Other
2011 2020
“Loyal customers…they don’t simply do
recommend you, they insist that their friends do
business with you.” FOUNDER CHIP BELL GROUP
16
HOW LIKELY ARE YOU TO RECOMMEND EXAMPLE DESIGN CO?
NET PROMOTER SYSTEM
Bain Consulting &
Company Image:
www.persuasiveconcepts.com
CLIENT ORGANISATION
STRUCTURE
Type of information
you get back
John Smith Managing Director Satisfaction: 5/10
Likely to recommend: 5/10 Get more
recommendations: Tailor to my needs
Decision Maker
Mary Browne Marketing Director Satisfaction: X/10 Did not respond
Decision maker
Management Team
Marketing Team
Brian Jones Web Developer Satisfaction: 7/10
Likely to recommend: 7/10
Get more recommendations:
Share and collaborate
Influencer
Rachel Murphy Marketing Manager
Satisfaction: 9/10 Likely to recommend: 9/10
Why I recommend: Help me make a
difference
Influencer
Donna West Social Media Manager
Satisfaction: 10/10 Likely to recommend: 9/10
Why I recommend: Say it how it is
Other
“We’re far too busy to do this”
“There’s only me & there’s just no time”
“Design projects are different” “We already know what our clients think”
“Negative feedback would demotivate
our people”
“How would I deal with negative feedback”
“Our clients are too busy to do this”
“Our clients won’t respond” “Clients would use it as an opportunity to
complain”
20
ALL THE REASONS NOT TO DO THIS
EXAMPLES
STEP 1… KNOWING YOUR CUSTOMERS
• Think of your favourite
customer
• Answer ‘Yes’/ ‘No’ to
each question
• Multiple the number of
‘Yes’ answers by 4 to
calculate your customer
relationship rating %
22
HOW WELL DO YOU KNOW YOUR CUSTOMER?
5 MINUTE EXCERCISE
STEP 2… ASKING FOR AND ACTING ON FEEDBACK?
STEP 3… CREATING A WOW
EXPERIENCE
MAPPING THE EXPERIENCE
LEGO Designing the Experience
Image: www.experiencematte
rs.wordpress.com
Customer experience
video
Are you doing
everything you can to
create a ‘wow’
experience for your
customers?
28
Grow your design business workshop
SUMMARY TAKEAWAYS Customer service and
loyalty
• 3 key steps…
– Know your customers
– Ask for and act on feedback
– Wow them!
• Benefits
– Happy loyal customers
– Differentiation
– Referrals
– Tangible revenue growth
29
Grow your design business workshop
KEY STAGES OF THE SALES
CYCLE
Focused on your challenges
The
relationship
The
opportunity
The
proposal
The
negotiation
The
service
The relationship
30
1. Relationship, compatibility, fit
2. Demonstrated in-depth knowledge
of the client’s business and issues
3. Internal chemistry of the provider’s
team (and consistency)
4. Product and technical knowledge
(considered ‘a given’)
31
Grow your design business workshop
WHY CLIENTS CHOOSE
ADVISORS Franklin Covey
• Skills and characteristics
• Definition
32
Grow your design business workshop
TRUSTED ADVISORS
SKILLS AND
CHARACTERISTICS
WHY BOTHER BUILDING
RELATIONSHIPS?
WHO SHOULD I BUILD RELATIONSHIPS WITH?
What’s the benefit to a client or contact of knowing you?
35
Making it part of my
day-to-day
The catch-
up
Making contact
36
Grow your design business workshop
BUILDING RELATIONSHIPS
3 KEY CHALLENGES
Are we calling to sell something?
37
• Guilt of not being in contact
• “Why are they calling me?”
• No particular issue to discuss
38
Grow your design business workshop
CHALLENGE 1: MAKING CONTACT
BUILDING RELATIONSHIPS
• Introduce/re-introduce yourself
• Why you’re calling…
• Benefit to them….
• Possible pushbacks?
39
Grow your design business workshop
ADDRESSING CHALLENGE 1:
MAKING CONTACT
BUILDING RELATIONSHIPS
Making it part of my
day-to-day
The catch-
up
Making contact
41
Grow your design business workshop
BUILDING RELATIONSHIPS
3 KEY CHALLENGES
• No particular issue to discuss
• How much can you probe in your
questions
• Ensuring it’s a good use of time for
both parties
42
Grow your design business workshop
ADDRESSING CHALLENGE 2: THE CATCH-UP
BUILDING RELATIONSHIPS
43
WHAT WOULD YOU LIKE YOUR
CONTACT TO THINK OR SAY
AFTER THE MEETING?
44
WHAT WOULD YOU LIKE TO FIND OUT
ABOUT THE PERSON, THE ROLE
AND THE BUSINESS?
• Objective?
• Agenda?
• Intent
• Approach
• Discussion themes/clouds!
45
Grow your design business workshop
ADDRESSING CHALLENGE 2: THE CATCH-UP
BUILDING RELATIONSHIPS
Making it part of my
day-to-day
The catch-
up
Making contact
46
Grow your design business workshop
BUILDING RELATIONSHIPS
3 KEY CHALLENGES
WHAT CAN YOU DO TO MAKE RELATIONSHIP BUILDING PART OF YOUR DAY-TO-DAY?
48
Grow your design business workshop
KEY STAGES OF THE SALES
CYCLE
Focused on your challenges
The
relationship
The
opportunity
The
proposal
The
negotiation
The
service
The opportunity
49
INTENT AND ASK, NOT TELL!
Issues and impact
Success and cost/
benefit
Options and next
steps
51
Grow your design business workshop
THE OPPORTUNITY
3 STEP PROCESS
• Wouldn’t know how to have a
conversation like this
• Not my responsibility
• They wouldn’t want to have that
conversation with me
• Not in my area of expertise
52
Grow your design business workshop
ISSUES AND
IMPACT KEY CHALLENGES
• Think of a work issue
• 5 min discussion in pairs
• Questions only
• Swop roles and repeat
53
ISSUES AND IMPACT 10 MINUTE EXCERCISE
PITFALLS… MAKING ASSUMPTIONS, JUMPING TO SOLUTIONS AND OFFERING SERVICES
• Genuine curiosity
• Ask lots of questions
• Active listening (hooks)
• Focused on the client
• Showing empathy
55
Grow your design business workshop
ISSUES AND
IMPACT KEY TAKEAWAYS
56
Grow your design business workshop
THE OPPORTUNITY
3 STEP PROCESS
Issues and impact
Success and cost/
benefit
Options and next
steps
• Take a minute to think of
your ideal holiday
• Visualisation exercise
• Discussion
57
VISION OF SUCCESS
2 MINUTE EXERCISE
List and quantify…
• the benefits
• the costs
Then, is it worth it?
61
Grow your design business workshop
COST/ BENEFIT
ANALYSIS IS YOUR HOLIDAY
WORTH IT?
Case study hand-out
62
SUCCESS AND COSTS/ BENEFITS CASE STUDY
SUCCESS AND
COSTS/ BENEFITS
• Lack of clarity on what success looks
like
• Moving ahead without clear
understanding of cost/benefits
• Resolving issues that aren’t worth
fixing
• Lack of genuine appetite to deal
with the issue
63
Grow your design business workshop
PITFALLS
• Have patience
• Share insights
• Be clear about what a successful
outcome looks like
• Fully consider all costs/benefits
64
Grow your design business workshop
SUCCESS AND
COSTS/ BENEFITS
KEY TAKEAWAYS
65
Grow your design business workshop
THE OPPORTUNITY
3 STEP PROCESS
Issues and impact
Success and cost/
benefit
Options and next
steps
Lynsey has now had a conversation
with her boss and they’ve decided
that it is worth taking some action in
relation to the graduate recruitment
campaign. You are back in the
office planning for your next
conversation with her.
1. What questions might you ask to
explore the options with her?
2. What other preparation would
you do in advance of the
meeting?
66
OPTIONS EXERCISE
• Options
- Do nothing
- Do it in-house
- External advisors
• Preparation
- Examples of similar projects
- Insights from relevant experts
- Consult
67
Grow your design business workshop
OPTIONS KEY TAKEAWAYS
INTENT… BEST OPTION FOR THE CLIENT
• Other stakeholders
• Introducing experts
• Getting senior buy-in
• Agreement on next steps
• Follow up
69
Grow your design business workshop
NEXT STEPS
KEY TAKEAWAYS
INTENT ...ALWAYS ACTING IN THE BEST INTERESTS OF THE CLIENT
71
Grow your design business workshop
THE OPPORTUNITY
3 STEP PROCESS
Issues and impact
Success and cost/
benefit
Options and next
steps
72
Grow your design business workshop
KEY STAGES OF THE SALES
CYCLE
Focused on your challenges
The
relationship
The
opportunity
The
proposal
The
negotiation
The
service
The proposal
73
74
Grow your design business workshop
LETS RE-CAP
Let’s be clear on the easiest way to win
work!
Issue
Do it themselves
Do nothing
External advisors
Non-competitive
Competitive
Knew about it
Didn’t know about it
Stop/go Scoping meetings
Document
Scoping meeting
Pitch planning Deliver pitch
Client decision
75
THE PROPOSAL
PROCESS Internal and external
activities
“IT’S ALL OVER” SCENARIO DISCUSSION
77
Grow your design business workshop
CHANGE IN FOCUS
Spending more time with our potential
client
External
meetings
Internal
activities
Stop/go Scoping meetings
Document
Scoping meeting
Pitch planning Deliver pitch
Client decision
78
THE PROPOSAL
PROCESS Internal and external
activities
79
Grow your design business workshop
STOP/GO DECISION
Factors to consider
• Relationships
• Knowledge of bid
• Length of response time
• Availability of resources
• Clear differentiator
• Opportunity cost of time
• Risk
WILLINGNESS TO GIVE US TIME AND ACCESS IS KEY
Stop/go Scoping meetings
Document
Scoping meeting
Pitch planning Deliver pitch
Client decision
81
THE PROPOSAL
PROCESS Internal and external
activities
82
CLIENT MEETINGS What are the things we
need to think about BEFORE, DURING and
AFTER?
83
Be
fore
Who should we meet?
Who should go?
How will we set up the meetings?
Agenda and prep
D
urin
g
Current responsibilities v prior experience
Reporting lines including access to power/ decision-makers ?
Key initiatives and priorities?
Understanding their issues and why they exist?
Current advisors – like/ not like/ change?
Questions about other advisors?
Their understanding of us?
A
fte
r
Debrief
Changes to our understanding?
Confirm next steps (in writing)
Agree team actions
Stop/go Scoping meetings
Document
Scoping meeting
Pitch planning Deliver pitch
Client decision
84
THE PROPOSAL
PROCESS Internal and external
activities
85
Grow your design business workshop
DOCUMENT TYPICAL
SECTIONS Contents
• Executive summary
• Team
• Approach
• Fees
• Appendices
Case study on good and bad
executive summary examples
86
DOCUMENT CASE STUDY
Stop/go Scoping meetings
Document
Scoping meeting
Pitch planning Deliver pitch
Client decision
87
THE PROPOSAL
PROCESS Internal and external
activities
THE BEST PITCH YOU’VE EVER SEEN?
Barack Obama in Dublin video
89
EXAMPLE PRESENTATIONS PLAY CLIP 11.30-12.30
90
Grow your design business workshop
WHAT DOES A WINNING
PITCH LOOK LIKE?
Key components
1. It’s not about you
2. Understands your business
3. A compelling story/ reason to
choose you
4. Genuine enthusiasm and hunger
5. Good interaction
6. Value for money
7. Confident answers in Q&A
91
Grow your design business workshop
THE PITCH Things to consider
when planning your pitch
• Who from the client?
• What do they want to cover?
• What are their priorities (by
individual)?
• What questions are they likely to
have?
• How will we generate interaction?
• Who will they expect to see?
92
Grow your design business workshop
KEY STAGES OF THE SALES
CYCLE
Focused on your challenges
The
relationship
The
opportunity
The
proposal
The
negotiation
The
service
The negotiation
93
Vendor-client negotiation
video
94
Vendor-client negotiation video
The washing
machine negotiation
95
“A strategic
discussion that
resolves an issue in
a way that both
parties find
acceptable” WWW.INVESTOPEDIA.COM
96
• Scope of work
• Staff mix
• Timing of work
• Payment terms
• Quality of deliverables
• Invites to their conferences
• Access to other decision makers
• Follow up meetings / calls
97
Grow your design business workshop
THE NEGOTIATION
TRADABLES
98
Grow your design business workshop
THE NEGOTIATION
5 STEP APPROACH
FISHER & URY
1. Prepare
2. Open
3. Discover
4. Explore
5. Close
WIN: WIN
• Win : Win
• Walkaway point
• Opening position
• Ask for help - test your approach
• Flag overruns early
• Adapt for different personality types
• Take time to fully understand what the
client wants and why
• Adopt collaborative mindset—making
the deal work for both sides
100
Grow your design business workshop
THE NEGOTIATION
IN SUMMARY - DO
• Enter negotiations prematurely
• Let fear of losing lead to a bad deal
• Be rigid about only one outcome
• Making concessions early or without
getting something in return
• Talk too much
• Be afraid of silence
• Let the client’s tactics affect you
101
Grow your design business workshop
THE NEGOTIATION
IN SUMMARY – DON’T
102
Grow your design business workshop
KEY STAGES OF THE SALES
CYCLE
Focused on your challenges
The
relationship
The
opportunity
The
proposal
The
negotiation
The
service
103
Grow your design business workshop
TOP 10 OBSERVATIONS FROM OUTSIDE THE INDUSTRY
Specific request
1. Challenge
2. Get involved early
3. Value and charge your time
4. Good content and design expertise
5. Less jargon
6. Transparency of inputs
7. Share more example
8. Be proactive
9. Personal brand/ customer service
10.Running a business!
Wrap-up
104
• Your big takeaway
• Remaining challenges?
• Feedback
105
Grow your design business workshop
WRAP UP CLOSING THOUGHTS
Derek Howard derek@thecustomer.ie
ie.linkedin.com/in/howardderek/
@derekhoward012
Niamh O’Connor niamh@thecustomer.ie
ie.linkedin.com/in/neevoconnor/
@NeevOConnor
106
WE’D LOVE TO HEAR FROM YOU The Customer
Thank you!
107
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