Business Development

We’ve written 18 blog posts about Business Development. View all topics »

1. 

   Connecting KPIs to Goals and Objectives

   

   12/22/16

   by Dave DeRuchie

   On October 5, 2016 I published an article in Cognition entitled Deciphering goals and objectives. In that article I described how clients use goals and objectives interchangeably in Request for Proposals (RFPs). I also offered one solution for how to clarify goals from objectives to ensure a proper project approach. Once the goals and objectives of the project are understood, the next step is to identify key performance indicators (KPIs). If you are unsure how to identify and connect KPIs to goals and objectives, here is one method to consider that’s been used successfully at Happy Cog.

2. 

   Deciphering Goals & Objectives

   

   10/5/16

   by Dave DeRuchie

   Recently I’ve noticed that the terms “goals” and “objectives” are being used interchangeably in requests for proposals (RFPs) that we receive. It struck me that writing an article that explains how to differentiate goals from objectives has been tried many times before, but the message isn’t being received. Clients still use them interchangeably, making it difficult to differentiate the broader, more strategic purpose of the project (Goals) from the steps that will be taken (Objectives) to fulfill that strategy. If you receive a request for project work, and your prospect has taken some liberties with the use of goals and objectives, here’s one way to translate them into clear statements you can use to help determine your approach to the project.

3. 

   Show Your Work

   

   7/30/15

   by Joe Rinaldi

   There is no Angie’s List for creative service companies. No IMDb for project credits. No peer review requirements for blog posts. Our industry is out here on its own, and left to act on our collective best behavior.

4. 

   Sharpen Your #2 Pencil. It’s RFP time.

   

   4/23/15

   by Katie High

   Around here, it’s PSSA (Pennsylvania System of School Assessment) season. I hear lots of stories from friends and family about the extremes of testing. Most recently, my brother-in-law demonstrated for us how he is required to respond to student questions during the test. Monotone. Neutral. Dispassionate. Not an easy task for a music teacher.

5. 

   Little Wins: Monthly Invoicing

   

   2/19/15

   by Joe Rinaldi

   When I joined Happy Cog there were whispers about the elusive holy grail called monthly billing. It was hardly a new concept, but it was new to us. In theory, monthly billing would keep a regimented stream of cash coming in the front doors, and steady cash flow is almost more important to running a business than overall revenue. But we’d never made the move. We structured contracts so that our deliverable-based invoicing occurred at reasonable intervals, but if deadlines shifted, our payments did too.

6. 

   Conf Hack

   

   1/15/15

   by Joe Rinaldi

   I don’t attend a ton of large conferences each year. I attend local events, but when I dedicate a few consecutive days to a larger event, I want to make it count. You may do the same—feeling like you only get one shot to attend a conference and learn all you can. Here are some tips I’ve learned for how to make the most out of these unique opportunities.

7. 

   The Magpie, the Peacock, and the Mole King

   

   9/25/14

   by Michael Johnson

   We lost another job to spec work.

   Originally I came here, to this previously blank page, horrifyingly white (both myself and the screen—it’s been a busy summer) and blinded by rage, to rail against designer injustices (the ones made for designers and by designers) and gnash my teeth and furiously hammer out another scathing anti-spec article (that no one needs), when I remembered a conversation.

8. 

   Crafting a Business Ecosystem

   

   9/11/14

   by Greg Hoy

   Sure, do it for money. But just as importantly, do it for fun.

   We’re currently working on a digital redesign for Lagunitas Brewing Company. It’s our first foray into the craft beer world and a bucket-list item for me personally, having long been a fan of Lagunitas. Many of their beers are complete style mashups (they are not staples at the Great American Beer Festival in part because their beer doesn’t fit neatly into judging categories). Their brand is decidedly lo-fi, but filled with personality. If you haven’t read a story on one of their beer bottles or some of the prose on a case, just have a gander.

9. 

   Taking the Local

   

   6/12/14

   by Joe Rinaldi

   A prospective client recently raised the (periodic) concern that our team wasn’t in close proximity to their headquarters. My reply was thorough: “We have two locations ourselves; successfully working remotely is in our DNA.” “We have a track record of working with clients all over North America and abroad, and a laundry list of client testimonials and references.” “Even when we work with a client in Philadelphia or Austin (where we’re based), those projects behave the same way as when we work with a client in South Dakota. Our process is location-agnostic.” Etc. etc. etc.

   The client seemed to appreciate my response, but in the end, they chose a local firm instead. I missed my opportunity to win that particular project, but the next time our proximity to clients comes into question, I’ll have a different response. My answer should have been simple, concise.

10. 

    And They All Look Just the Same

    

    4/24/14

    by Greg Storey

    The article’s title is borrowed from Malvina Reynolds’ song, “Little Boxes.” No doubt, many of you have heard the lyrics, though sung by a different artist than the original songwriter. Malvina wrote the song to protest the mass conformity of home development taking place in a suburb of San Francisco in the early 1960s. If you have ever driven through the area, you can still see all the ticky-tacky, little boxes dotting the hillsides and throughout the area. Though Daly City provided the inspiration for the song, Suburbs of Sameness are prevalent throughout the country.

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