Southampton Graphic & Web design course 'Pitching & Qualification' presentation
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Transcript of Southampton Graphic & Web design course 'Pitching & Qualification' presentation
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Hello.
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Apologies for the silly pictures! (…they tend to be memorable)
Firstly…
Does everyone know what a ‘pitch’ is?
Some of the principles I’ll chat about can be applied when looking for a job
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WHO am I ?
@renemorency
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1999 - 2002
A student. . .
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Graphic Designer
2003 - 2007
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Founded Browser
2008 - onwards
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The business side of design
Here to talk about…
Behind the heart of every great design agency, lies a great business mind
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www.browserlondon.com
WHO ARE we
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4 years old
Lots of long hard work (… on ironing boards)
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Crazy but excellent office parties
Quite a few
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We met lots of new friends (business & social)
Along the way
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We’re a digital agency
Strategy
Innovation
Design/build UX UI Technical development
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12 person team, and growing
Business development
Creative
Technical
Finance
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WHy digital
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It’s fast paced, exciting, fresh and always moving forward
Why digital
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Why digital
Creation and innovation are always at the forefront
Projection mapping Shoreditch http://tiny.cc/0upmnw
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Why digital
It’s a buoyant market at the moment, and it’s continuing to grow
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Pitching & Qualification
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Does everyone know what pitching is?
Pitch process (in a nut shell)
1. Receive brief and qualify
2. Internal meeting, research & concept creation
3. Craft the pitch and proposal document
4. Choose team to present present
Does everyone know what pitching is? 5. Present pitch
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First, ask yourself…
Does it fit with our Strategic objec3ves?
Will it help us get to where we want to be?
Remember your mountain
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The Pitching rules
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When not pitch
If the brief doesn’t fit with your specialty
Eg. Will pitching for an ad campaign benefit you or the client?
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When the client won’t meet you face to face
When not pitch
Business is built on rela>onships, get a feeling for their needs
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When not pitch
If you’re too busy and don’t have the resource available (always aim to put in 100%)
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If you don’t fit into their criteria (eg. An integrated agency required)
When not pitch
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When not pitch
If the budget is undisclosed
It could be £1 or £100,000
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When not pitch
If you don’t understand the Need behind the project
If it ain’t broke . . .
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When not pitch
If you don’t know the basis for selec3on, is it cost, quality, technology?
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When not pitch
If their expecta3ons are unaDainable/unrealis3c
Example: re-‐build ebay
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When not pitch
How much will it cost us to pitch (ie: does the risk jus3fy the reward?)
Average cost per pitch?
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Only go for projects you know you stand a very good chance of winning
And lastly. . .
When not pitch
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Before A pitch
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Before a pitch
Research! Research! Research!
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Before a pitch
What’s the company background, are they who they say they are
Check background info
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Before a pitch
Find out who you’re pitching to (ie: Finance director or marketing director)
It’s best to prepare yourself for specific questions
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Before a pitch
How long have they been with the company/who have they worked with before?
Each and every person have their own objectives
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Before a pitch
Who else is pitching? What are their strengths and weaknesses?
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Before a pitch
What does the pitch criteria consist of? why were we asked to pitch?
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Before a pitch
Most importantly keep in touch with everyone . . . Become friends! You never know where their next job will be -‐ and what doors could open
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Fine tuning the pitch
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Who do they want to see? Creative / technical team
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What’s important to them? Visuals, team structure, financial stability
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The proposal, who’s best to present it?
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The value of Your knowledge
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Listen to what they want - But explain what they need
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We’re the experts, let them know our insider info The next big thing is…
Example: hSp://>ny.cc/qv3unw
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We’re the experts, let them know our insider info Example: Flash is on it’s way out
Example: hSp://>ny.cc/sy3unw
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Don’t just present, Put on A show!
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Presenting a pitch
People buy into people (get the right people involved on the pitch)
Example: hSp://>ny.cc/kk4unw
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Presenting a pitch
Show your credibility and examples of similar projects
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Presenting a pitch
Try to proactively deal with objection and weaknesses (ie: responsive Vs web app)
See: http://tiny.cc/htymmw
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Presenting a pitch
Confidence is assurance!
Explain how to maximise ROI, scalability and support
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Presenting a pitch
Involve everyone in the room Remember – we’re designing for humans!
Capture the imagina>on!
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Following Up the pitch
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Call them! Keep in touch, it’s always good to talk
Following up the pitch
Call them!
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Following up the pitch
Tie up any loose ends Unanswered questions, clarification points, any additional info
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about 2 weeks After the pitch…
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All of the qualification and hard work paid off!
We get a call telling us we’ve won :)
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Or we’ve lost :(
If so, we ask why we lost, and we learn from our mistakes
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If that’s the case, then quite often . . .
It’s budget related It’s a very competitive market
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Or. . .
We didn’t qualify the project correctly and made a mistake in the pitch direction
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It’s something else… (e.g. our dress sense!)
Or. . .
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Suggested resources
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Books
‘Design is a job’ ISBN 10: 0-13-285836-3
‘Pitching to win’ ISBN 10: 190573624X
‘Paul Arden series’ ISBN 10: 0714843377
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Links and blogs
www.gov.uk/designprinciples
www.browserlondon.com/blog
www.smashingmagazine.com
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@browserlondon
@SmashingMag @dbushell
@elliotjaystocks
@netmag
@verge
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Keep in touch
@renemorency
/browserlondon
in Search ‘rene morency’