But what’s the best way to win new clients? Can you
charge fees for pitching? How do the best design businesses
deal with it? How do you deal with procurement departments? And what do the clients think?
half-day workshop session will tell you all you need to
know. We’ll take you through the top tips for winning
clients. We’ll go into what prospects are really looking
for when you meet them, and give you practical ways to improve
your skills and increase your chance of success. Together
we’ll think through what you should do before and
after, and why that’s important. In doing so we’ll
explore the elements that make an ideal credentials meeting
or pitch – and why free pitching is a sure-fire recipe
for failure. We’ll also ask – can you avoid
pitching altogether? It’s a stimulating session that
could transform your ability to win new business.
'Really great to get a solid perspective on some challenges that we face as a design business.'
Matthew Seward, Kilo 75 Limited.
'Practical tips that feel very possible to implement.' Anna Klüver, Prospect.
Shan Preddy, Partner, PREDDY&CO
Shan specialises in marketing consultancy and skills training for design firms, helping them to improve their performance and profitability. Preddy&Co's consultancy work blends new business development strategy and planning with client relationship management. Their training programmes cover presentations, conference speaking, credentials meetings, pitches, sales, negotiation and client relationships.
Shan is a regular speaker at, and chair of, international design conferences, and regularly delivers marketing seminars for design-sector organisations across Europe. She is a skilled workshop facilitator, and delivers several training modules for the DBA.
She is an accredited consultant on the DBA Experts Register and sits on the Advisory Board of the UK Design Alliance. Her professional affiliations include the Chartered Institute of Marketing and the Marketing Society. She is a member of the Institute of Directors, an Elected Associate of D&AD and a Fellow of the RSA.
Shan's book How to Market Design Consultancy Services: Finding, Winning, Keeping and Developing Clients has become an international industry standard. Her new book, How to Run a Successful Design Business: The New Professional Practice, joined it in March 2011. Both are published by Gower with the Design Council's endorsement.