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Win Some, Lose Some
We work in a wonderfully open community where ideas and best practices are shared and implemented liberally. Well, except when it comes to sales.
Happy Cog
Cognition
Sales
In which Happy Cog staff discuss the dance steps before the design engagement.
We’ve written 9 blog posts about Sales. View all topics »
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Shut It Down!
While cruising the boardwalk with my family this weekend, I was struck by what the boardwalk has in common with web design and development: ABSOLUTELY NOTHING.
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RFP Advice From The Front Lines
Stop what you’re doing! John Conner sent me from the future to prevent you from authoring this RFP. I’ve seen the aftermath. Internal teams at odds over the redesigned site, users confused by an experience that somehow got more complicated, unreconciled technologies, hopes dashed, dogs and cats living together, mass hysteria.
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Buying Wins
Investing in business development is like investing in anything else; you have a finite amount of resources to invest in a wide variety of options. In retail, the success of an enterprise often hinges entirely upon managing inventory. The difference between a successful and an unsuccessful venture often rests in the balance of ordering enough merchandise to meet demand, while subsequently avoiding over-ordering, and wasting money on overstock. In professional sports, a team’s success often rests in combining value among contracts, as much as in combining the right line up of athletes. In my role, the resource I invest is time. Money too, but man, it’s the time I miss.
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What’s the ROI on Cool?
Industry creative folks I’m friends with personally and respect professionally have uttered the following to me on multiple occasions:
“I want to make cool shit.”
I’ll be honest, I just don’t get it. To be fair, it’s safe to say I don’t get “cool” in general. I routinely dress like I’m headed to a corporate team-building ropes course, and I’m still waiting for Firefly to be picked up for season 2. So maybe it’s no surprise that the quest for cool escapes me. I don’t get the allure of making something cool for the sake of it being cool. Further, I don’t understand how you sell that to clients, or more importantly, why they would pay for it.
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The Devil is in The Invoice
If you run a creative services business and haven’t seen Mike Monteiro’s F*ck You. Pay Me. talk, take 40 minutes and watch it. In his ever-so-subtle style, Mike provides a real world overview of the red flags that result in you not getting paid for your work. A lot of the talk focuses on the importance of having a sound contract and a lawyer’s ear, both of which are crucial. While Mike’s talk hit on the big points, there are also some smaller details that can a make big difference. For example, how you invoice.
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Typecasting Ourselves
In the movie business when an actor plays the same role over and over, he is considered “typecast.” A word that carries negative connotations and general disdain. The typecast label implies actors only play one role well, emoting the same expressions throughout projects, and presenting the same personality no matter the situation. Generally, being typecast is not something an actor strives for.
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The Beginning of a Relationship
At Happy Cog, I am responsible for the bulk of our sales efforts along with ensuring that our ongoing client relationships are positive. The early days of the professional relationship are not unlike the very early stages of courtship and dating. If there’s a connection to be made, its foundation is built on listening and sharing, which are sincere efforts for us to understand and help each other.
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Bloodhounding Budgets
Laying the groundwork to earn a respectable wage in any service business can be a cat-and-mouse game. I’d like to share a few tactics I’ve picked up over the years that have helped us root out the answer to the queen mother of all biz dev questions: “What’s your budget?”
