A New Business Development Strategy For Designers
by Ted Leonhardt, howdesign.comIn the high stakes game of new business this is how designers can win. Used well, you can move from having no leverage to holding all the cards.
Step One: Fit In
To get on a prospect’s wavelength, to get invited to the pitch part…
Winning without pitching=> “I’m terribly sorry, I know that this will be an uncomfortable moment, and I’m sorry about that, but we can’t do creative for less than four times that amount. We use a process that requires a focused analysis. We simply don’t do ‘preliminary creative’ because it just doesn’t work. That’s why our work is in demand.”
