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IT’S NOT ENOUGH TO BE BRILLIANT,YOU HAVE TO BE CONVINCING TOO.TIPS ON HOW TO SELL YOUR WORK AND BUILD GREAT RELATIONSHIPS
ANDREW DAVIES DEEPIKA MALIK LANNY GEFFEN
Monday, 22 April, 13
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VINCENT VAN GOGH1853 - 1890
ONE OF THE MOST INFLUENTIAL ARTISTS OF THE MODERN ERA
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Monday, 22 April, 13
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Monday, 22 April, 13
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Monday, 22 April, 13
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SOLD 1 PAINTING IN HIS LIFE
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Monday, 22 April, 13
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Monday, 22 April, 13
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THIS ISN’T ABOUT ART
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IT’S ABOUT YOUR SUCCESS
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IT’S ABOUT ARTICULATING VALUE
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IN A WAY THAT IS PERSUASIVEAND CONVINCING
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SOFT SKILLS GROW OUR CAREERS AND OPPORTUNITIES
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Novice
Junior
Intermediate
Senior
Expert
Student
Monday, 22 April, 13
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Novice
Junior
Intermediate
Senior
Expert
Student
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Novice
Junior
Intermediate
Senior
Expert
Student
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Novice
Junior
Intermediate
Senior
Expert
Student
Core Skills
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Novice
Junior
Intermediate
Senior
Expert
Student
Core Skills
Monday, 22 April, 13
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Novice
Junior
Intermediate
Senior
Expert
Student
Core Skills Professional Skills
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Monday, 22 April, 13
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SKEPTICAL
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SKEPTICALRUDE
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SKEPTICALRUDE
DISTRACTED
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SKEPTICALRUDE
DISTRACTED
IMPATIENT
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SKEPTICALRUDE
DISTRACTED
IMPATIENT
JUDGEMENTAL
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SKEPTICALRUDE
DISTRACTED
IMPATIENT
JUDGEMENTAL FORCEFUL
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SKEPTICALRUDE
DISTRACTED
IMPATIENT
JUDGEMENTAL FORCEFUL
SELF CONVINCED
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SKEPTICALRUDE
DISTRACTED
IMPATIENT
JUDGEMENTAL FORCEFUL
SELF CONVINCED
CAUSTICMonday, 22 April, 13
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SKEPTICALRUDE
DISTRACTED
IMPATIENT
JUDGEMENTAL FORCEFUL
SELF CONVINCED
CAUSTIC
DIFFICULT
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Monday, 22 April, 13
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SHOW ME WHAT
YOU’VE GOT
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WE WANT TO HELP
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ANDREWMANAGER OF CREATIVE,
SHAW MEDIA
DEEPIKASENIOR MANAGER, USER
EXPERIENCE DESIGN & NEW PRODUCT DEVELOPMENT,
ROGERS COMMUNICATIONS
LANNYCREATIVE DIRECTOR(UX STORYTELLER)
DIGIFLARE
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THERE IS NO MAGIC BULLET
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IT’S PROCESS AND TECHNIQUEMonday, 22 April, 13
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LET’S UNDERSTAND EXECS BETTER
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LET’S UNDERSTAND EXECS BETTER
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LET’S UNDERSTAND EXECS BETTER
Exec
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LET’S UNDERSTAND EXECS BETTER
Exec
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LET’S UNDERSTAND EXECS BETTER
Exec
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LET’S UNDERSTAND EXECS BETTER
ExecYou
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TALENT IS IMPORTANT TO EXECUTIVES
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MOST OF AN EXECUTIVES WORK IS DONE THROUGH THE PEOPLE THEY HIRE
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THEIR SUCCESS DEPENDS ON FINDING PEOPLE:✓THEY CAN TRUST
✓HIT DEADLINES
✓AVOID PROBLEMS
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THEY JUDGE YOU WHEN YOU PRESENT:
✓ CAN YOU HANDLE THE PRESSURE
✓ DO YOU KNOW YOUR BUSINESS
✓ ARE YOU CREDIBLE
✓ ARE YOU AUTHORITATIVE
✓ ARE YOU TRUSTWORTHY
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Monday, 22 April, 13
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LET’S UNDERSTAND YOU BETTER
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THERE’S A DIFFERENCE BETWEEN WHAT YOU DO AND WHAT’S YOUR JOB ?
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YOUR REAL JOB IS:CUSTOMER SERVICE
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QUALITYEFFICIENCY
SERVICERELIABILITY
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QUALITYEFFICIENCY
SERVICERELIABILITY
Monday, 22 April, 13
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QUALITYEFFICIENCY
SERVICERELIABILITY
User
Monday, 22 April, 13
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QUALITYEFFICIENCY
SERVICERELIABILITY
User
Monday, 22 April, 13
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QUALITYEFFICIENCY
SERVICERELIABILITY
User
}Monday, 22 April, 13
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QUALITYEFFICIENCY
SERVICERELIABILITY
User
}Monday, 22 April, 13
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QUALITYEFFICIENCY
SERVICERELIABILITY
User
}Experience
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PRESENTING IS ABOUT GIVING WORK TO YOUR CLIENT
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PACKAGED SO THEY WILL APPRECIATE IT’S QUALITIES AND VALUE YOUR EFFORT
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BUT FIRST, YOU NEED TO UNDERSTAND WHAT THEY NEED AND WANT
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PART 1: DISCOVERY
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FROM THE FIRST MEETING ...
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UNDERSTAND YOUR CLIENT & THEIR NEEDS✓ Strategy✓ Goals✓ Requirements✓ Competitors✓ Constraints✓ Audience
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RESPECT YOUR CLIENTSKNOWLEDGE AND OUTLOOK
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DON’T BE AFRAID OF THEM
“EXECUPHOBIA”
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FEAR FOR THEMUnderstand their fears so you can
help them more.
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100% OF YOUR TIME
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MAY BE THE 10% OF TIME THEY HAVE FOR A SOLUTION
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IT’S ESSENTIAL TO DEFINE THEIR NEEDS, AND DELIVER A SOLUTION IN
THE TIME THEY HAVEMonday, 22 April, 13
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ALL TYPES OF STAKE HOLDERS ON THE PROJECT
VISUAL
DATACENTRIC
DETAILORIENTEDCRITICAL
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BUILD UNDERSTANDINGMonday, 22 April, 13
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IT’S A POWER TOOL FOR YOU
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BRIDGE TO THE EXPECTATIONSTHEY WILL HAVE OF YOU
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LISTEN TWICE AS MUCH AS YOU SPEAK
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DON’T GET AHEAD OF YOURSELF
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PART II: PROCESS(Mostly another topic... )
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INCREMENTAL AND CONCENTRIC
Monday, 22 April, 13
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PARTICIPATORY DESIGN& COLLABORATION
Include the client early on.
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MAKE CHOICES TOGETHER, TO MAINTAIN ALIGNMENT AND CREATE PARTNERSHIP
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Monday, 22 April, 13
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PART III: DELIVERY
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YOU DO GREAT WORK
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XMonday, 22 April, 13
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DON’T LEAVE CLIENTS TOTHEIR OWN DEVICES
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CAUTION
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Monday, 22 April, 13
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SHOW THEM THE MAGIC
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#1: BE PREPARED AND READY
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KNOW YOUR AUDIENCE WELL
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Monday, 22 April, 13
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WHO SETS UP? WHO PRESENTS?Work it out before hand
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COME TO THE TABLEON THE SAME PAGE
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USE AN AGENDAMonday, 22 April, 13
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LEAVE TIME FOR CONVERSATIONMonday, 22 April, 13
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#2: USE A STORY TO GET EVERYONEON THE SAME PAGE
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SET A VISION BEFORE DETAILS
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WALK YOUR CLIENTS DOWN A USER’S PATHMonday, 22 April, 13
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USE A LINEAR NARRATIVE
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USER PERSONAS & CONCEPT FLOWSMonday, 22 April, 13
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BEFORE DROPPING THEM INTOTHE MEAT OF A DESIGN
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Monday, 22 April, 13
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#3: THEY DON’T NEED TOUNDERSTAND YOUR FIELD
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BUT YOU NEED TO SHOW THAT YOU UNDERSTAND THEIR BUSINESS
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DON’T OVER-EXPLAIN YOUR DISCIPLINE
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DEMONSTRATE THE VALUE OF THE CHOICES YOU’VE MADE
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ALWAYS, ALWAYS TIE BACK TO THE BUSINESS
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EXPLAIN HOW YOURSOLUTION FITS THEIR NEEDS
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LEVERAGE THE KEY POINTS YOU HEARD EARLIER
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#4: MANAGE APRODUCTIVE CONVERSATION
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DON’T BE DEFENSIVE:RESPECT THE FEEDBACK YOU HEAR
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EXPECT FEEDBACK & CHANGESMonday, 22 April, 13
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TAKE NOTES
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ASK A LOT OF QUESTIONS
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DON’T ASSUME YOUR CLIENTS KNOW HOW TO GIVE FEEDBACK ON DESIGN
You’ve been to design school, they haven’t.Try telling them what you want feedback on for starters.
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#5 SUMMARIZE OUTCOMES AND NEXT STEPS
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IT’S THE END OF A (HOT) DATE, BUT THE RELATIONSHIP CONTINUES...
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AIM FOR LONGEVITY BY BUILDING TRUST AND GOING FOR BUY-IN
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YOU ARE ROCK STARS!
Monday, 22 April, 13
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ATTRIBUTIONS
• “5 Tips for Presenting to Executives”, Bruce Gabrielle, speakingppt.com
Monday, 22 April, 13