Learn how to win design projects, convince your clients to go with the best solutions, and cultivate lasting working relationships.
- I'm Sean Adams and I'd like to welcome you to this course about running a design business and selling to clients. The intent of this course is to provide designers with the tools to work more effectively with clients, collaborate to reach a positive outcome, and continue the relationship for more work. This course, also, is geared towards designers, helping them to sell their own work, concepts, and solutions. Over the last 30 years, I've worked as a professional designer, running an internationally recognized firm, teaching, and now heading the graduate program at Art Center College of Design.
Over that time, I've learned that I can have the most incredible solution, but it's pointless if I can't convince the client to use it. How many designers lament the great idea that never was, or the beautiful logo that was rejected? It's a common issue. Part of this is the subjective nature of what we do. Part of it is the work itself. But, more often, it is about explaining to a client why it is the best and only solution.
In this course, we'll explore how to begin the relationship with a potential client, from the first contact, to the presentation of previous projects. We'll look at ways of setting expectations and the top five things not to do when trying to win a project. You'll learn what to ask and how to develop criteria that will aid in solving the problem and convincing a client that your idea is right. This course provides the information and tools that will enable you to succeed winning the project, convincing the client to use the best solution, and continue a good working relationship for years.
Welcome to this course about running a design business and selling to clients.
Instructor Sean Adams shows how to begin a working relationship with a potential client, explaining how to sell yourself, present previous projects, and set appropriate expectations. He also provides tips for communicating during the design phase, crafting and delivering an impactful presentation, and dealing with a variety of common conflicts. In addition, he discusses how to maintain lasting relationships with clients, create more work, and determine when it's time to part ways with a client.
- First contact
- Setting expectations
- Beginning the work
- Developing criteria for approval
- Communication during the design phase
- Crafting and delivering a presentation
- Dealing with conflict
- Clients who want to play designer
- When a client plays mix and match with a solution
- Choosing your battles
- Maintaining a relationship over time
- Determining when to end a client relationship