Now that you’ve convinced a client they want to work with you, it’s up to you to define the terms of your working agreement. Your goal in the contract negotiation process is not to determine the best price, but to most accurately define the scope of your project. This is possibly the most critical factor in the success of your project, and it’s something most consultants completely fail to follow through on.
A Statement of Work (SOW) formally defines the scope of the activities and deliverables for a project. BusinessDictionary.com defines scope as the “chronological division of work to be performed under a contract or subcontract in the completion of a project.”
Some clients have a very specific chunk of work in mind, while others just know they need help. In either scenario, use your expertise to determine the appropriate amount of work to tackle, according to several key variables: needs, resources, location, schedule, and budget. Read More
Pitching is one of the most important skills for any UX designer to have. Your ability to pitch clients well naturally permeates your UX design outcomes. Knowing what makes a perfect pitch is something that undoubtedly comes with practice, but your pitches can be effective if you prepare them meticulously. Whether you’re working for a multinational design agency or are an independent UX designer, your design solutions are only as good as they appear to your clients. Therefore, a good design that you pitch poorly has very little impact.
Throughout all my years pitching designs to clients, there have been highlights and lowlights. Over the years, I’ve isolated what has worked well from what hasn’t. I’ve picked up the best ideas from how others pitch and formulated and refined my own approach to pitching. You can do the same. In this column, I’ll share my specific approach to pitching, including five strategies that have helped me impress my clients. Whether you’re a rookie UX designer or seasoned veteran, incorporating some or all of these pitching strategies can elevate your pitching skills to the next level. Read More
You’ve passed the seduction phase. You’ve made the client fall in love with you. You’ve determined the terms of your engagement. Now, you need to make things official.
When I used to do freelance on the side, while still employed full time, I never got my clients to sign contracts. I didn’t see the point, and I hated the formality. It felt stuffy, and I thought it would be a turnoff to my clients. Instead, I outlined a loose schedule and process in an email message, told them the dollar amount, then got to work while I waited for the check. If I didn’t get things done on time, it was no big deal, because my clients’ expectations of my commitment were pretty low. If the check came later than I was hoping, that was no big deal either, because I had my salary to rely on. All in all, everything was fine.
But once I quit my job to do consulting full time, all of that easy, breezy stuff had to change. I needed protection. And so did my clients. Read More