SlideShare ist ein Scribd-Unternehmen logo
1 von 25
Downloaden Sie, um offline zu lesen
10 war stories you (probably)
won’t see on Slideshare



             Eric Reiss
            IA Summit
           April 9, 2010
           Phoenix, AZ
1 slot
10 stories
20 slides
30 suggestions
40 minutes
Caveat
 Tweet and blog with discretion
 Highlight the the generic lessons,
 not the gory details
 Don’t betray my confidence
 (I have the memory of an elephant)
“What shade of lipstick can you put on our pig?”

        What to do when the client doesn’t care
           (a story from the public sector)
Nota bene
 Do something quick and easy that makes your
 client look good
 (show that positive change is not impossible)
 Seek a true champion within the organization
 If you’re going to prostitute yourself, make sure
 the money is really, really good
“Would you consider a no cure, no pay agreement?”

         How to get screwed in one easy lesson
           (a story from the airline industry)
Nota bene
 Don’t let your enthusiasm get the better of you
 Always maintain control of the “cure”
 (and make sure the “cure” is well-defined)
 Ensure you establish your rights to the “cure” if
 the client gives your work to someone else for
 execution
 (and be prepared to sue)
“Who called this stupid meeting?”
     “Who are you guys?”
      “Why am I here?”
    How to avoid meetings from hell
    (a story from the financial sector)
Nota bene
 Write out a clear agenda and make sure
 everyone gets it prior to the meeting
 (hold the client-side organizer hostage)
 List your expected outcomes / decisions
 Provide short background documents if
 necessary
“But social media is free…”

The truth behind social-media marketing
           (a story about B2B)
Nota bene
 Don’t be greedy and accept a project unless
 proper internal resources have been allocated
 Understand that social media are not marketing
 tools, they are communications devices
 Focus on communications goals, not projects
 (and don’t be seduced by false metrics)
“BTW, I’m no longer in charge of this project…”

     What to do when the key decision-maker leaves
      the team a week before the contract is signed
             (a story from the private sector)
Nota bene
 Make sure the new person knows that you
 know they are calling the shots
 (Don’t threaten, be supportive)
 Find out what the new person has in terms of
 personal goals and hidden agendas
 (and find out why the other guy left/got fired)
 Avoid talking about legacy decisions
 (even when the new leader is clearly looking for
 a scapegoat)
“Oh, the contract is just a formality…”

What to watch out for when dealing with bureaucrats
        (a story about charities and NGOs)
Nota bene
 A contract is always a contract
 Cover Your Ass.
 Get something in writing from the client (an e-
 mail, for example) that shows they understand
 the true backstory and are gaming their system
 Be wary of contracts that appear after you’ve
 started the work
“We want the best damned site in our industry.
        Can we have it Thursday?”
        How to give clues to clueless clients
                (a story about B2B)
Nota bene
 Try and put the project into a familiar perspective
 (e.g. print: compare preparation needs and
 budgets with those for their annual report)
 Show how a proper development process works
 (e.g. www.fatdux.com/how/our-process)
 See if there is a link to an internal process
 (e.g. LEAN – muda, muri, mura)
 muda = elimination of fluctuation (e.g. quality)
 muri = eliminating unreasonable work (planning)
 mura = reactive elimination of causes
“You didn’t deliver what you promised…”

       How to avoid “deliverables creep”
        (a story from the private sector)
Nota bene
 Don’t be vague just to get the contract.
 Vague proposal language will return to
 bite you in the ass.
 Make sure you specify your deliverables – and
 that the client understands exactly what you
 mean (not everyone has the same definition of
 stuff, e.g. wireframes)
 Always be prepared to give more than you
 planned on giving.
“My wife says links should be blue…”

    What to do when the CEO pulls rank
     (a story from the industrial sector)
Nota bene
 Pick your fights with care. Don’t waste time
 discussing the home page if you can win on stuff
 like better forms design.
 In a battle with the CEO’s wife, statistics will lose
 Get the CEO to choose between his personal
 business success and his wife
 (“You might become more profitable if you…”)
“But your proposal doesn’t contain all the stuff
         we want but didn’t ask for.”
          How to read between blurry lines
          (a story from the private sector)
Nota bene
 Find out how you got on the short list
 (probably because you are qualified)
 Don’t spend too much time proving your
 qualifications. Instead, show that you can think
 outside whatever box you’ve been given.
 Show folks success, not just process
 (People don’t want a drill, they want a hole.)
10 war stories about selling creative services
You can (usually) find Eric at:
The FatDUX Group ApS
Strandøre 15
DK-2100 Copenhagen
Denmark
www.fatdux.com

Office: (+45) 39 29 67 77
Mobil: (+45) 20 12 88 44
er@fatdux.com
skype: ericreiss
twitter: @elreiss

Weitere ähnliche Inhalte

Andere mochten auch

The Global Knowledge Center Network (GKCN) with The Global University System ...
The Global Knowledge Center Network (GKCN) with The Global University System ...The Global Knowledge Center Network (GKCN) with The Global University System ...
The Global Knowledge Center Network (GKCN) with The Global University System ...Ed Dodds
 
La rabia prevencion y tratamiento
La rabia prevencion y tratamientoLa rabia prevencion y tratamiento
La rabia prevencion y tratamientoRoberto Coste
 
Permaculture in El Salvador
Permaculture in El SalvadorPermaculture in El Salvador
Permaculture in El SalvadorEdward Marshall
 
Castells, M. & Borja, Jordi - La ciudad multicultural
Castells, M. & Borja, Jordi - La ciudad multiculturalCastells, M. & Borja, Jordi - La ciudad multicultural
Castells, M. & Borja, Jordi - La ciudad multiculturalgustavo carlos bitocchi
 
Listado libros primer tramo
Listado libros primer tramoListado libros primer tramo
Listado libros primer tramogelfling333
 
Hojas de vida candidatos a Decano para las diferentes facultades lecciones 26...
Hojas de vida candidatos a Decano para las diferentes facultades lecciones 26...Hojas de vida candidatos a Decano para las diferentes facultades lecciones 26...
Hojas de vida candidatos a Decano para las diferentes facultades lecciones 26...Carlos Gutierrez Delgado
 
Medicina tradicional-china-para-mujeres
Medicina tradicional-china-para-mujeresMedicina tradicional-china-para-mujeres
Medicina tradicional-china-para-mujeresGiovanni Aretino
 
Using New media to create a band of youth social journalists
Using New media to create a band of youth social journalistsUsing New media to create a band of youth social journalists
Using New media to create a band of youth social journalistsKeerthi Kiran K
 
Platform Healthblockchain NL MedicalPHIT Piet Hein Zwaal
Platform Healthblockchain NL MedicalPHIT Piet Hein Zwaal  Platform Healthblockchain NL MedicalPHIT Piet Hein Zwaal
Platform Healthblockchain NL MedicalPHIT Piet Hein Zwaal Piet Hein Zwaal
 
Social Media Behind The Firewall
Social Media Behind The FirewallSocial Media Behind The Firewall
Social Media Behind The FirewallEric Reiss
 
How To Increase Voter Turnout Ns Dg Edits
How To Increase Voter Turnout Ns    Dg EditsHow To Increase Voter Turnout Ns    Dg Edits
How To Increase Voter Turnout Ns Dg EditsDemocracyforAmerica
 
The Web Dogma 10 years on: tarnished or timeless?
The Web Dogma 10 years on: tarnished or timeless?The Web Dogma 10 years on: tarnished or timeless?
The Web Dogma 10 years on: tarnished or timeless?Eric Reiss
 
Reiss WIAD Los Angeles 2013
Reiss WIAD Los Angeles 2013Reiss WIAD Los Angeles 2013
Reiss WIAD Los Angeles 2013Eric Reiss
 

Andere mochten auch (20)

Social Media for Recruiters
Social Media for RecruitersSocial Media for Recruiters
Social Media for Recruiters
 
The Global Knowledge Center Network (GKCN) with The Global University System ...
The Global Knowledge Center Network (GKCN) with The Global University System ...The Global Knowledge Center Network (GKCN) with The Global University System ...
The Global Knowledge Center Network (GKCN) with The Global University System ...
 
La rabia prevencion y tratamiento
La rabia prevencion y tratamientoLa rabia prevencion y tratamiento
La rabia prevencion y tratamiento
 
Permaculture in El Salvador
Permaculture in El SalvadorPermaculture in El Salvador
Permaculture in El Salvador
 
Mie lopatia final
Mie lopatia finalMie lopatia final
Mie lopatia final
 
Castells, M. & Borja, Jordi - La ciudad multicultural
Castells, M. & Borja, Jordi - La ciudad multiculturalCastells, M. & Borja, Jordi - La ciudad multicultural
Castells, M. & Borja, Jordi - La ciudad multicultural
 
Listado libros primer tramo
Listado libros primer tramoListado libros primer tramo
Listado libros primer tramo
 
TUGAS TIK BUAH
TUGAS TIK BUAHTUGAS TIK BUAH
TUGAS TIK BUAH
 
Hojas de vida candidatos a Decano para las diferentes facultades lecciones 26...
Hojas de vida candidatos a Decano para las diferentes facultades lecciones 26...Hojas de vida candidatos a Decano para las diferentes facultades lecciones 26...
Hojas de vida candidatos a Decano para las diferentes facultades lecciones 26...
 
Seminario Sellos de Confianza- Juan Pablo Altmark- Abril 2012
Seminario Sellos de Confianza- Juan Pablo Altmark- Abril 2012Seminario Sellos de Confianza- Juan Pablo Altmark- Abril 2012
Seminario Sellos de Confianza- Juan Pablo Altmark- Abril 2012
 
POLLOS BUCANERO
POLLOS BUCANEROPOLLOS BUCANERO
POLLOS BUCANERO
 
Medicina tradicional-china-para-mujeres
Medicina tradicional-china-para-mujeresMedicina tradicional-china-para-mujeres
Medicina tradicional-china-para-mujeres
 
Using New media to create a band of youth social journalists
Using New media to create a band of youth social journalistsUsing New media to create a band of youth social journalists
Using New media to create a band of youth social journalists
 
Best Practices for Second Life
Best Practices for Second LifeBest Practices for Second Life
Best Practices for Second Life
 
Platform Healthblockchain NL MedicalPHIT Piet Hein Zwaal
Platform Healthblockchain NL MedicalPHIT Piet Hein Zwaal  Platform Healthblockchain NL MedicalPHIT Piet Hein Zwaal
Platform Healthblockchain NL MedicalPHIT Piet Hein Zwaal
 
Social Media Behind The Firewall
Social Media Behind The FirewallSocial Media Behind The Firewall
Social Media Behind The Firewall
 
Crowdfunding workshop musea
Crowdfunding workshop museaCrowdfunding workshop musea
Crowdfunding workshop musea
 
How To Increase Voter Turnout Ns Dg Edits
How To Increase Voter Turnout Ns    Dg EditsHow To Increase Voter Turnout Ns    Dg Edits
How To Increase Voter Turnout Ns Dg Edits
 
The Web Dogma 10 years on: tarnished or timeless?
The Web Dogma 10 years on: tarnished or timeless?The Web Dogma 10 years on: tarnished or timeless?
The Web Dogma 10 years on: tarnished or timeless?
 
Reiss WIAD Los Angeles 2013
Reiss WIAD Los Angeles 2013Reiss WIAD Los Angeles 2013
Reiss WIAD Los Angeles 2013
 

Ähnlich wie 10 war stories about selling creative services

A guide for entrepreneurs trying to raise angel and venture capital
A guide for entrepreneurs trying to raise angel and venture capitalA guide for entrepreneurs trying to raise angel and venture capital
A guide for entrepreneurs trying to raise angel and venture capitalguest8e6a0
 
Burn the Whiteboard - Webinar for TechServ Alliance Members
Burn the Whiteboard - Webinar for TechServ Alliance MembersBurn the Whiteboard - Webinar for TechServ Alliance Members
Burn the Whiteboard - Webinar for TechServ Alliance MembersChief Listening Officers
 
Consulting pitch – win big contracts
Consulting pitch – win big contractsConsulting pitch – win big contracts
Consulting pitch – win big contractsNams19
 
One Day For Design
One Day For DesignOne Day For Design
One Day For DesignTomFoulkes
 
Felix fidelsberger how-to-web
Felix fidelsberger how-to-webFelix fidelsberger how-to-web
Felix fidelsberger how-to-webHow to Web
 
Build Your 2016 Sales Plan with Scott Sambucci
Build Your 2016 Sales Plan with Scott SambucciBuild Your 2016 Sales Plan with Scott Sambucci
Build Your 2016 Sales Plan with Scott SambucciSalesQualia
 
Interviewing Domain Experts - Heuristics From the Trenches (DDD Europe 2016 M...
Interviewing Domain Experts - Heuristics From the Trenches (DDD Europe 2016 M...Interviewing Domain Experts - Heuristics From the Trenches (DDD Europe 2016 M...
Interviewing Domain Experts - Heuristics From the Trenches (DDD Europe 2016 M...Cyrille Martraire
 
Collaboration, Publications, Community: Building your personal tech brand
Collaboration, Publications, Community: Building your personal tech brandCollaboration, Publications, Community: Building your personal tech brand
Collaboration, Publications, Community: Building your personal tech brandDr Janet Bastiman
 
Robert Solomon
Robert SolomonRobert Solomon
Robert SolomonINBOUND
 
Crafting a Killer Pitch Deck - Peter Harris
Crafting a Killer Pitch Deck - Peter HarrisCrafting a Killer Pitch Deck - Peter Harris
Crafting a Killer Pitch Deck - Peter HarrisPeter Harris
 
Pitch deck pointers_by_virginia_cha[1]
Pitch deck pointers_by_virginia_cha[1]Pitch deck pointers_by_virginia_cha[1]
Pitch deck pointers_by_virginia_cha[1]virginiacha
 
Networking At Conferences
Networking At ConferencesNetworking At Conferences
Networking At ConferencesGUY FLEMMING
 
It's Okay to be Wrong (Accelerator Academy Oct '17)
It's Okay to be Wrong (Accelerator Academy Oct '17)It's Okay to be Wrong (Accelerator Academy Oct '17)
It's Okay to be Wrong (Accelerator Academy Oct '17)Matt Mower
 
Kickbox Lvl6 Presentation.pdf
Kickbox Lvl6 Presentation.pdfKickbox Lvl6 Presentation.pdf
Kickbox Lvl6 Presentation.pdfdcylee
 

Ähnlich wie 10 war stories about selling creative services (20)

A guide for entrepreneurs trying to raise angel and venture capital
A guide for entrepreneurs trying to raise angel and venture capitalA guide for entrepreneurs trying to raise angel and venture capital
A guide for entrepreneurs trying to raise angel and venture capital
 
Pitching 101
Pitching 101Pitching 101
Pitching 101
 
Burn the Whiteboard - Webinar for TechServ Alliance Members
Burn the Whiteboard - Webinar for TechServ Alliance MembersBurn the Whiteboard - Webinar for TechServ Alliance Members
Burn the Whiteboard - Webinar for TechServ Alliance Members
 
Consulting pitch – win big contracts
Consulting pitch – win big contractsConsulting pitch – win big contracts
Consulting pitch – win big contracts
 
One Day For Design
One Day For DesignOne Day For Design
One Day For Design
 
Felix fidelsberger how-to-web
Felix fidelsberger how-to-webFelix fidelsberger how-to-web
Felix fidelsberger how-to-web
 
Build Your 2016 Sales Plan with Scott Sambucci
Build Your 2016 Sales Plan with Scott SambucciBuild Your 2016 Sales Plan with Scott Sambucci
Build Your 2016 Sales Plan with Scott Sambucci
 
Interviewing Domain Experts - Heuristics From the Trenches (DDD Europe 2016 M...
Interviewing Domain Experts - Heuristics From the Trenches (DDD Europe 2016 M...Interviewing Domain Experts - Heuristics From the Trenches (DDD Europe 2016 M...
Interviewing Domain Experts - Heuristics From the Trenches (DDD Europe 2016 M...
 
Collaboration, Publications, Community: Building your personal tech brand
Collaboration, Publications, Community: Building your personal tech brandCollaboration, Publications, Community: Building your personal tech brand
Collaboration, Publications, Community: Building your personal tech brand
 
Do's and Don't of Corporate.pdf
Do's and Don't of Corporate.pdfDo's and Don't of Corporate.pdf
Do's and Don't of Corporate.pdf
 
Robert Solomon
Robert SolomonRobert Solomon
Robert Solomon
 
Crafting a Killer Pitch Deck - Peter Harris
Crafting a Killer Pitch Deck - Peter HarrisCrafting a Killer Pitch Deck - Peter Harris
Crafting a Killer Pitch Deck - Peter Harris
 
Pitch deck pointers_by_virginia_cha[1]
Pitch deck pointers_by_virginia_cha[1]Pitch deck pointers_by_virginia_cha[1]
Pitch deck pointers_by_virginia_cha[1]
 
Entrepreneurship
EntrepreneurshipEntrepreneurship
Entrepreneurship
 
Making Your Case
Making Your CaseMaking Your Case
Making Your Case
 
Networking At Conferences
Networking At ConferencesNetworking At Conferences
Networking At Conferences
 
It's Okay to be Wrong (Accelerator Academy Oct '17)
It's Okay to be Wrong (Accelerator Academy Oct '17)It's Okay to be Wrong (Accelerator Academy Oct '17)
It's Okay to be Wrong (Accelerator Academy Oct '17)
 
Kickbox Lvl6 Presentation.pdf
Kickbox Lvl6 Presentation.pdfKickbox Lvl6 Presentation.pdf
Kickbox Lvl6 Presentation.pdf
 
Darden_2012.pdf
Darden_2012.pdfDarden_2012.pdf
Darden_2012.pdf
 
Interview questions
Interview questionsInterview questions
Interview questions
 

Mehr von Eric Reiss

The Ethics of AI – dealing with difficult choices in a non-binary world
The Ethics of AI – dealing with difficult choices in a non-binary worldThe Ethics of AI – dealing with difficult choices in a non-binary world
The Ethics of AI – dealing with difficult choices in a non-binary worldEric Reiss
 
Shared references Dhaka, Bangladesh 2019
Shared references Dhaka, Bangladesh 2019Shared references Dhaka, Bangladesh 2019
Shared references Dhaka, Bangladesh 2019Eric Reiss
 
Ethics and ux ux sofia nov 2018
Ethics and ux ux sofia nov 2018Ethics and ux ux sofia nov 2018
Ethics and ux ux sofia nov 2018Eric Reiss
 
Ethics and UX IxDA Berlin 2018
Ethics and UX IxDA Berlin 2018Ethics and UX IxDA Berlin 2018
Ethics and UX IxDA Berlin 2018Eric Reiss
 
Copenhagen letter lightning talk at Techfestival 2018
Copenhagen letter lightning talk at Techfestival 2018Copenhagen letter lightning talk at Techfestival 2018
Copenhagen letter lightning talk at Techfestival 2018Eric Reiss
 
EthUX - ethics and ux
EthUX - ethics and uxEthUX - ethics and ux
EthUX - ethics and uxEric Reiss
 
Ethics and IA - seven deadly sins that prevent us from building a better world
Ethics and IA - seven deadly sins that prevent us from building a better worldEthics and IA - seven deadly sins that prevent us from building a better world
Ethics and IA - seven deadly sins that prevent us from building a better worldEric Reiss
 
Innovation vs. Best Practice
Innovation vs. Best PracticeInnovation vs. Best Practice
Innovation vs. Best PracticeEric Reiss
 
Misunderstood value proposition (mvp)
Misunderstood value proposition (mvp)Misunderstood value proposition (mvp)
Misunderstood value proposition (mvp)Eric Reiss
 
Product Camp Poland 2017
Product Camp Poland 2017Product Camp Poland 2017
Product Camp Poland 2017Eric Reiss
 
UX Camp Europe 2017
UX Camp Europe 2017UX Camp Europe 2017
UX Camp Europe 2017Eric Reiss
 
Ux strategy for st petersburg 2017 rud
Ux strategy for st petersburg 2017 rudUx strategy for st petersburg 2017 rud
Ux strategy for st petersburg 2017 rudEric Reiss
 
UX Strategy at CExp Forum, Bucharest 2017
UX Strategy at CExp Forum, Bucharest 2017UX Strategy at CExp Forum, Bucharest 2017
UX Strategy at CExp Forum, Bucharest 2017Eric Reiss
 
Ux strategy - the secret sauce that defines the pixie dust
Ux strategy - the secret sauce that defines the pixie dustUx strategy - the secret sauce that defines the pixie dust
Ux strategy - the secret sauce that defines the pixie dustEric Reiss
 
A bigger view of UX
A bigger view of UXA bigger view of UX
A bigger view of UXEric Reiss
 
Five UX myths - UXCE16, Berlin, Germany
Five UX myths - UXCE16, Berlin, GermanyFive UX myths - UXCE16, Berlin, Germany
Five UX myths - UXCE16, Berlin, GermanyEric Reiss
 
UX strategy at UX Sofia 2016
UX strategy at UX Sofia 2016UX strategy at UX Sofia 2016
UX strategy at UX Sofia 2016Eric Reiss
 
UX Strategy - the secret sauce that defines the pixie dust
UX Strategy - the secret sauce that defines the pixie dustUX Strategy - the secret sauce that defines the pixie dust
UX Strategy - the secret sauce that defines the pixie dustEric Reiss
 
WIAD Ghent 2016
WIAD Ghent 2016WIAD Ghent 2016
WIAD Ghent 2016Eric Reiss
 
Creative uses for a Bulgarian souvenir
Creative uses for a Bulgarian souvenirCreative uses for a Bulgarian souvenir
Creative uses for a Bulgarian souvenirEric Reiss
 

Mehr von Eric Reiss (20)

The Ethics of AI – dealing with difficult choices in a non-binary world
The Ethics of AI – dealing with difficult choices in a non-binary worldThe Ethics of AI – dealing with difficult choices in a non-binary world
The Ethics of AI – dealing with difficult choices in a non-binary world
 
Shared references Dhaka, Bangladesh 2019
Shared references Dhaka, Bangladesh 2019Shared references Dhaka, Bangladesh 2019
Shared references Dhaka, Bangladesh 2019
 
Ethics and ux ux sofia nov 2018
Ethics and ux ux sofia nov 2018Ethics and ux ux sofia nov 2018
Ethics and ux ux sofia nov 2018
 
Ethics and UX IxDA Berlin 2018
Ethics and UX IxDA Berlin 2018Ethics and UX IxDA Berlin 2018
Ethics and UX IxDA Berlin 2018
 
Copenhagen letter lightning talk at Techfestival 2018
Copenhagen letter lightning talk at Techfestival 2018Copenhagen letter lightning talk at Techfestival 2018
Copenhagen letter lightning talk at Techfestival 2018
 
EthUX - ethics and ux
EthUX - ethics and uxEthUX - ethics and ux
EthUX - ethics and ux
 
Ethics and IA - seven deadly sins that prevent us from building a better world
Ethics and IA - seven deadly sins that prevent us from building a better worldEthics and IA - seven deadly sins that prevent us from building a better world
Ethics and IA - seven deadly sins that prevent us from building a better world
 
Innovation vs. Best Practice
Innovation vs. Best PracticeInnovation vs. Best Practice
Innovation vs. Best Practice
 
Misunderstood value proposition (mvp)
Misunderstood value proposition (mvp)Misunderstood value proposition (mvp)
Misunderstood value proposition (mvp)
 
Product Camp Poland 2017
Product Camp Poland 2017Product Camp Poland 2017
Product Camp Poland 2017
 
UX Camp Europe 2017
UX Camp Europe 2017UX Camp Europe 2017
UX Camp Europe 2017
 
Ux strategy for st petersburg 2017 rud
Ux strategy for st petersburg 2017 rudUx strategy for st petersburg 2017 rud
Ux strategy for st petersburg 2017 rud
 
UX Strategy at CExp Forum, Bucharest 2017
UX Strategy at CExp Forum, Bucharest 2017UX Strategy at CExp Forum, Bucharest 2017
UX Strategy at CExp Forum, Bucharest 2017
 
Ux strategy - the secret sauce that defines the pixie dust
Ux strategy - the secret sauce that defines the pixie dustUx strategy - the secret sauce that defines the pixie dust
Ux strategy - the secret sauce that defines the pixie dust
 
A bigger view of UX
A bigger view of UXA bigger view of UX
A bigger view of UX
 
Five UX myths - UXCE16, Berlin, Germany
Five UX myths - UXCE16, Berlin, GermanyFive UX myths - UXCE16, Berlin, Germany
Five UX myths - UXCE16, Berlin, Germany
 
UX strategy at UX Sofia 2016
UX strategy at UX Sofia 2016UX strategy at UX Sofia 2016
UX strategy at UX Sofia 2016
 
UX Strategy - the secret sauce that defines the pixie dust
UX Strategy - the secret sauce that defines the pixie dustUX Strategy - the secret sauce that defines the pixie dust
UX Strategy - the secret sauce that defines the pixie dust
 
WIAD Ghent 2016
WIAD Ghent 2016WIAD Ghent 2016
WIAD Ghent 2016
 
Creative uses for a Bulgarian souvenir
Creative uses for a Bulgarian souvenirCreative uses for a Bulgarian souvenir
Creative uses for a Bulgarian souvenir
 

Kürzlich hochgeladen

Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarNathanielSchmuck
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Winbusinessin
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examplesamberjiles31
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsyasinnathani
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxWorkforce Group
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGlokeshwarmaha
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHelene Heckrotte
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Lviv Startup Club
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...Khaled Al Awadi
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfAnhNguyen97152
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Onlinelng ths
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinAnton Skornyakov
 
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)tazeenaila12
 
A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.mcshagufta46
 
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...Brian Solis
 

Kürzlich hochgeladen (20)

Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry Webinar
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examples
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story points
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
 
WAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdfWAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdf
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Online
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup Berlin
 
Investment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV IndustriesInvestment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV Industries
 
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
 
A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.
 
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
 

10 war stories about selling creative services

  • 1. 10 war stories you (probably) won’t see on Slideshare Eric Reiss IA Summit April 9, 2010 Phoenix, AZ
  • 2. 1 slot 10 stories 20 slides 30 suggestions 40 minutes
  • 3. Caveat Tweet and blog with discretion Highlight the the generic lessons, not the gory details Don’t betray my confidence (I have the memory of an elephant)
  • 4. “What shade of lipstick can you put on our pig?” What to do when the client doesn’t care (a story from the public sector)
  • 5. Nota bene Do something quick and easy that makes your client look good (show that positive change is not impossible) Seek a true champion within the organization If you’re going to prostitute yourself, make sure the money is really, really good
  • 6. “Would you consider a no cure, no pay agreement?” How to get screwed in one easy lesson (a story from the airline industry)
  • 7. Nota bene Don’t let your enthusiasm get the better of you Always maintain control of the “cure” (and make sure the “cure” is well-defined) Ensure you establish your rights to the “cure” if the client gives your work to someone else for execution (and be prepared to sue)
  • 8. “Who called this stupid meeting?” “Who are you guys?” “Why am I here?” How to avoid meetings from hell (a story from the financial sector)
  • 9. Nota bene Write out a clear agenda and make sure everyone gets it prior to the meeting (hold the client-side organizer hostage) List your expected outcomes / decisions Provide short background documents if necessary
  • 10. “But social media is free…” The truth behind social-media marketing (a story about B2B)
  • 11. Nota bene Don’t be greedy and accept a project unless proper internal resources have been allocated Understand that social media are not marketing tools, they are communications devices Focus on communications goals, not projects (and don’t be seduced by false metrics)
  • 12. “BTW, I’m no longer in charge of this project…” What to do when the key decision-maker leaves the team a week before the contract is signed (a story from the private sector)
  • 13. Nota bene Make sure the new person knows that you know they are calling the shots (Don’t threaten, be supportive) Find out what the new person has in terms of personal goals and hidden agendas (and find out why the other guy left/got fired) Avoid talking about legacy decisions (even when the new leader is clearly looking for a scapegoat)
  • 14. “Oh, the contract is just a formality…” What to watch out for when dealing with bureaucrats (a story about charities and NGOs)
  • 15. Nota bene A contract is always a contract Cover Your Ass. Get something in writing from the client (an e- mail, for example) that shows they understand the true backstory and are gaming their system Be wary of contracts that appear after you’ve started the work
  • 16. “We want the best damned site in our industry. Can we have it Thursday?” How to give clues to clueless clients (a story about B2B)
  • 17. Nota bene Try and put the project into a familiar perspective (e.g. print: compare preparation needs and budgets with those for their annual report) Show how a proper development process works (e.g. www.fatdux.com/how/our-process) See if there is a link to an internal process (e.g. LEAN – muda, muri, mura) muda = elimination of fluctuation (e.g. quality) muri = eliminating unreasonable work (planning) mura = reactive elimination of causes
  • 18. “You didn’t deliver what you promised…” How to avoid “deliverables creep” (a story from the private sector)
  • 19. Nota bene Don’t be vague just to get the contract. Vague proposal language will return to bite you in the ass. Make sure you specify your deliverables – and that the client understands exactly what you mean (not everyone has the same definition of stuff, e.g. wireframes) Always be prepared to give more than you planned on giving.
  • 20. “My wife says links should be blue…” What to do when the CEO pulls rank (a story from the industrial sector)
  • 21. Nota bene Pick your fights with care. Don’t waste time discussing the home page if you can win on stuff like better forms design. In a battle with the CEO’s wife, statistics will lose Get the CEO to choose between his personal business success and his wife (“You might become more profitable if you…”)
  • 22. “But your proposal doesn’t contain all the stuff we want but didn’t ask for.” How to read between blurry lines (a story from the private sector)
  • 23. Nota bene Find out how you got on the short list (probably because you are qualified) Don’t spend too much time proving your qualifications. Instead, show that you can think outside whatever box you’ve been given. Show folks success, not just process (People don’t want a drill, they want a hole.)
  • 25. You can (usually) find Eric at: The FatDUX Group ApS Strandøre 15 DK-2100 Copenhagen Denmark www.fatdux.com Office: (+45) 39 29 67 77 Mobil: (+45) 20 12 88 44 er@fatdux.com skype: ericreiss twitter: @elreiss