According to Up to the Light’s annual survey ‘What Clients Think 2016’: “The top three reasons for winning a pitch are good chemistry, bringing creative to life and confidence in delivery. “62% of clients believe that agency new business presentations feel generic. These two pieces of feedback could be warning signs for the design industry.
I spoke with James Hurst, Executive Strategic Creative Director at DesignStudio about his experience of working with a coach and what he gets from the relationship. James has taken an unusual route to his current job. At first, he danced with the idea of having his own company. Then he worked in design agencies, then
There have been many benefits to Lisa’s move from Sydney to Shanghai, and indeed a good few ‘what have I done moments’. Lisa hails from the UK where she spent 8 years working in London, before moving to Sydney, Australia 5 years ago. She recently decided to move to Cowan Shanghai and has been there
It starts with how you think about your people right now and what motivates them. I’m going to draw on Daniel Pink’s excellent book Drive, where he talks about the 3 factors that he believes motivate people. These are Autonomy, Mastery and Purpose, defined as follows: • Autonomy: the level of freedom, responsibility and control
Isn’t it important that everyone in an Association feels comfortable with selling? Associations are deeply dependent on money when it comes to delivering for their communities and especially their day to day functioning. And on delivering value in return for that money in order to continue to do so, long term. So with this in
A question to raise about the appointment of leaders is how many are chosen because of a proven ability to lead. Typically, the emphasis has been on what someone knows. It’s shifted in recent times to the value of their network, and who they know. But on both counts, the confidence of the candidate and
What is the role of the phone call today, what are the benefits of it? What might prevent you from using it and how do you become more confident? Why use the phone to speak to people? A phone call sits nicely between an email and a meeting. A telephone conversation is richer and tells
The two issues with email are: that it is seductive because the problems associated with it come disguised as benefits. And secondly, the more you use email, the less practice you get at non-email means of communication. The problems are disguised as benefits Speed: email delivers messages fast. But this is a somewhat deceptive benefit.
Your approach should be to draw your new client towards you, before you start to approach them. If two people are moving towards each other, they are more likely to keep going and close the gap. They also meet as equals. When one person pursues another, the chase can be energy sapping for both parties.
New ways of buying have emerged and designers have had to adapt. The good news is that the skills and behaviours that make a good sales person today, are a good fit for how designers work, because they use them when they have been engaged by a client. The trick is to deploy these skills