Prototyping Your Business

Transcript

1. Prototyping your business @d nielm ll d n@d nielm ll.com
7. Desi n Illustr tion iOS Motion Gr phics J v Script
9. “Portfolio piece”
10. “More work”
12. Wh do we just de l with this?
13. Business isn’t a science.
14. Business is an art.
15. “Desi n” isn’t limited to the thin s we m ke.
16. Desi n our process. Desi n our business.
17. Business is an art. Founder Desi n Director
18. Business is an art. Desi n Director
19. Business is an art. Inter ctive Director
20. february 2011
21. With ull-time s l r s b ckup, I w s ree to experiment with m business.
22. I w s ree to protot pe.
23. prototype A w to test h pothesis.
24. webdesi n oridiots.net/2012/11/pl n-le rnin -to-wire- r me/
30. How much should I charge?
31. I can make good money on side work H pothesis
32. I can make good money on side work H pothesis
33. rate cards
34. Princip l Art Director Sr. Desi ner Jr. Desi ner Intern $250/hr $200/hr $150/hr $100/hr $100/hr
35. Princip l Art Director Sr. Desi ner Jr. Desi ner Intern $250/hr $200/hr $150/hr $100/hr $100/hr
36. Hourly rates Spoiler: hourl r tes suck.
37. $25
38. $50
39. $100
40. $200
41. $400
42. $800 D
43. For me, it w s di icult to convince client to p more th n $150/hr.
44. No one went to school to be client.
45. paid hourly—$7/hr
46. paid hourly—$70/hr
47. paid hourly but went to school for 7 years $375/hr
48. Hourl r tes don’t sc le with experience.
49. Hourl R te $ 100
50. Hourl R te Hours $ 100 10 ×
51. Hourl R te Hours Tot l $ 100 10 $1000 ×
52. Hourl R te Hours Tot l $ 100 10 $1000 × $ 100
53. Hourl R te Hours Tot l $ 100 10 $1000 $ 100 5 × ×
54. Hourl R te Hours Tot l $ 100 10 $1000 $ 100 5 $ 500 × ×
55. Hourl R te Hours Tot l $ 100 10 $1000 $ 200 5 $1000 × ×
56. Hourl R te Hours Tot l $ 100 10 $1000 $ 400 5 $2000 × ×
57. Hourl R te Hours Tot l $ 100 10 $1000 $ 200 10 $2000 × ×
58. Hourl R te Hours Tot l $ 100 10 $1000 $ 100 20 $2000 × ×
59. Hourl r tes incentivize ou to be slower.
60. Director o Client Service 2008 Hourl Billin R tes * Over 500 emplo ees—http://dm ll.me/15CxrwU
61. Director o Client Service $ 533/hr 2008 Hourl Billin R tes * Over 500 emplo ees—http://dm ll.me/15CxrwU
62. Director o Client Service Executive Director Account Pl nnin $ 533/hr 2008 Hourl Billin R tes * Over 500 emplo ees—http://dm ll.me/15CxrwU
63. Director o Client Service Executive Director Account Pl nnin $ 533/hr $ 601/hr 2008 Hourl Billin R tes * Over 500 emplo ees—http://dm ll.me/15CxrwU
64. Director o Client Service Executive Director Account Pl nnin Executive Rese rch Director $ 533/hr $ 601/hr 2008 Hourl Billin R tes * Over 500 emplo ees—http://dm ll.me/15CxrwU
65. Director o Client Service Executive Director Account Pl nnin Executive Rese rch Director $ 533/hr $ 601/hr $ 427/hr 2008 Hourl Billin R tes * Over 500 emplo ees—http://dm ll.me/15CxrwU
66. Director o Client Service Executive Director Account Pl nnin Executive Rese rch Director Chie Cre tive Director $ 533/hr $ 601/hr $ 427/hr 2008 Hourl Billin R tes * Over 500 emplo ees—http://dm ll.me/15CxrwU
67. Director o Client Service Executive Director Account Pl nnin Executive Rese rch Director Chie Cre tive Director $ 533/hr $ 601/hr $ 427/hr $ 964/hr 2008 Hourl Billin R tes * Over 500 emplo ees—http://dm ll.me/15CxrwU
68. Director o Client Service Executive Director Account Pl nnin Executive Rese rch Director Chie Cre tive Director Executive Medi Director $ 533/hr $ 601/hr $ 427/hr $ 964/hr 2008 Hourl Billin R tes * Over 500 emplo ees—http://dm ll.me/15CxrwU
69. Director o Client Service Executive Director Account Pl nnin Executive Rese rch Director Chie Cre tive Director Executive Medi Director $ 533/hr $ 601/hr $ 427/hr $ 964/hr $ 478/hr 2008 Hourl Billin R tes * Over 500 emplo ees—http://dm ll.me/15CxrwU
70. Director o Client Service Executive Director Account Pl nnin Executive Rese rch Director Chie Cre tive Director Executive Medi Director Executive Director Print Production $ 533/hr $ 601/hr $ 427/hr $ 964/hr $ 478/hr 2008 Hourl Billin R tes * Over 500 emplo ees—http://dm ll.me/15CxrwU
71. Director o Client Service Executive Director Account Pl nnin Executive Rese rch Director Chie Cre tive Director Executive Medi Director Executive Director Print Production $ 533/hr $ 601/hr $ 427/hr $ 964/hr $ 478/hr $ 391/hr 2008 Hourl Billin R tes * Over 500 emplo ees—http://dm ll.me/15CxrwU
72. t t Time Ye rs in business
73. Clients should not be p in or our time. The should be p in or our expertise.
74. if not hourly, then what?
75. Fixed pricing
76. Hourl R te Hours Tot l $ 100 10 $1000 ×
77. Hourl R te Hours Tot l $ 100 10 $1000 ×
78. Hourl R te Hours Tot l $ 100 10 $1000 ×
79. Hourl R te Hours Tot l $ 100 5 $1000 × v
80. Hourl R te Hours Tot l $ 100 15 $1000 × v
81. value pricing 0
82. V lue pricin is not the s me s ixed pricin . * However, ixed pricin is one t pe o v lue pricin .
83. V lue pricin o ten h s little to do with the project itsel . It’s more bout the service provider nd the client.
84. 1. touchy feely. 2. cool & calculated.
85. 1. touchy feely. 2. cool & calculated.
86. 1. touchy feely. 2. Cool & calculated.
88. d nielm ll.com/ rticles/object-v lue-pricin /
89. Trust our ut.
90. 1. touchy feely. 2. cool & calculated.
91. Fi ure out wh t ou need to e rn.
92. He lth Insur nce G m Mort e TV Services Auto expenses Groceries Misc shoppin Student lo n $472.62 $79.98 $700.00 $25.99 $887.27 $400 $407 $128.09 T xes Phone W ter Electric Tithe Propert T x Sewer Dept. Misc. $1000.00 $200.00 $80.00 $125.00 $300.00 $100 $33 $2000 $6938.95 Tot l
93. Round numbers m ke the m th e s .
94. 1 month project = $10K
95. 2 week project = $5K
96. 2 month project = $20K
97. 1 month project = $10K d nielm ll.com/ rticles/super riendl - nnu l-report-2012
98. Febru r 2012 1-month project, $10K
99. Febru r 2012 1-month project, $10K M rch 2012 1-month project, $10K
100. Febru r 2012 1-month project, $10K M rch 2012 1-month project, $10K April 2012 1-month project, $30K
101. Febru r 2012 1-month project, $10K M rch 2012 1-month project, $10K April 2012 1-month project, $30K M 2012
103. When ou’re he d on c sh low, ou h ve the reedom to be pick , rel xed, or mbitious.
104. When ou’re he d on c sh low, ou re more v lu ble.
105. V lue-b sed pricin is bout how v lu ble ou re.
106. V lue-b sed pricin is bout how v lu ble ou re ( t n iven time).
107. Save-the-date
108. They Really want to work with me. H pothesis
109. I’ll be honest: m time is in dem nd. To reserve speci ic time r me or our project, ou c n opt into n ddition l ret iner which u r ntees th t our project is m irst priorit st rtin October 30. This ret iner is non-re und ble. I choose to immedi tel reserve this time r me or m project nd will send $7500 lon with the si ned contr ct.
110. budget The B-Word
111. Wh t’s our bud et? You Well, we’d like to he r wh t numbers ou come up with. Client [li hts h ir on ire] You
112. ?
113. $60K
114. $60K $35K
115. $60K $105K
116. The M ic Question
117. “Is it closer to three thous nd, thirt thous nd, or three hundred thous nd?” The M ic Question
118. “Bud et” = This is wh t I think ou’re worth
119. The Questionnaire
120. • Wh t kind o time r me re we lookin t? Is there cert in event or d te th t is dependent on this site l unchin ? On m end, the soonest v il bilit I h ve to st rt this is in _____________. In the spirit o ull disclosure, I lso h ve nother prospective client interested in the s me time slot.
121. • Wh t kind o time r me re we lookin t? Is there cert in event or d te th t is dependent on this site l unchin ? On m end, the soonest v il bilit I h ve to st rt this is in _____________. In the spirit o ull disclosure, I lso h ve nother prospective client interested in the s me time slot. • Is there n work lre d st rted th t I should know bout? A new lo o? Some rou h desi ns or ide s or the site?
122. • Wh t kind o time r me re we lookin t? Is there cert in event or d te th t is dependent on this site l unchin ? On m end, the soonest v il bilit I h ve to st rt this is in _____________. In the spirit o ull disclosure, I lso h ve nother prospective client interested in the s me time slot. • Is there n work lre d st rted th t I should know bout? A new lo o? Some rou h desi ns or ide s or the site? • Wh t size is the project te m on our end? Would it just be ou? Or would it be whole te m on our end?
123. • Wh t kind o time r me re we lookin t? Is there cert in event or d te th t is dependent on this site l unchin ? On m end, the soonest v il bilit I h ve to st rt this is in _____________. In the spirit o ull disclosure, I lso h ve nother prospective client interested in the s me time slot. • Is there n work lre d st rted th t I should know bout? A new lo o? Some rou h desi ns or ide s or the site? • Wh t size is the project te m on our end? Would it just be ou? Or would it be whole te m on our end? • How did ou he r bout our work? Wh t speci ic ll interests ou bout it? An p rticul r projects th t ou're keen on?
124. • Wh t kind o time r me re we lookin t? Is there cert in event or d te th t is dependent on this site l unchin ? On m end, the soonest v il bilit I h ve to st rt this is in _____________. In the spirit o ull disclosure, I lso h ve nother prospective client interested in the s me time slot. • Is there n work lre d st rted th t I should know bout? A new lo o? Some rou h desi ns or ide s or the site? • Wh t size is the project te m on our end? Would it just be ou? Or would it be whole te m on our end? • How did ou he r bout our work? Wh t speci ic ll interests ou bout it? An p rticul r projects th t ou're keen on? • Are there other people th t ou’re t lkin to bout this project? Mi ht I sk how m n ? Wh t do ou like bout their work?
125. • Wh t kind o time r me re we lookin t? Is there cert in event or d te th t is dependent on this site l unchin ? On m end, the soonest v il bilit I h ve to st rt this is in _____________. In the spirit o ull disclosure, I lso h ve nother prospective client interested in the s me time slot. • Is there n work lre d st rted th t I should know bout? A new lo o? Some rou h desi ns or ide s or the site? • Wh t size is the project te m on our end? Would it just be ou? Or would it be whole te m on our end? • How did ou he r bout our work? Wh t speci ic ll interests ou bout it? An p rticul r projects th t ou're keen on? • Are there other people th t ou’re t lkin to bout this project? Mi ht I sk how m n ? Wh t do ou like bout their work? • Wh t kind o bud et do ou h ve lloc ted or this project?
126. • Wh t kind o time r me re we lookin t? Is there cert in event or d te th t is dependent on this site l unchin ? On m end, the soonest v il bilit I h ve to st rt this is in _____________. In the spirit o ull disclosure, I lso h ve nother prospective client interested in the s me time slot. • Is there n work lre d st rted th t I should know bout? A new lo o? Some rou h desi ns or ide s or the site? • Wh t size is the project te m on our end? Would it just be ou? Or would it be whole te m on our end? • How did ou he r bout our work? Wh t speci ic ll interests ou bout it? An p rticul r projects th t ou're keen on? • Are there other people th t ou’re t lkin to bout this project? Mi ht I sk how m n ? Wh t do ou like bout their work? • Wh t kind o bud et do ou h ve lloc ted or this project? • Wh t re ou speci ic ll lookin or rom me? Do ou lre d h ve developers or other p rtners lined up nd re lookin to us just or desi n? Or do ou w nt the whole thin desi ned nd built?
127. • Wh t kind o time r me re we lookin t? Is there cert in event or d te th t is dependent on this site l unchin ? On m end, the soonest v il bilit I h ve to st rt this is in _____________. In the spirit o ull disclosure, I lso h ve nother prospective client interested in the s me time slot. • Is there n work lre d st rted th t I should know bout? A new lo o? Some rou h desi ns or ide s or the site? • Wh t size is the project te m on our end? Would it just be ou? Or would it be whole te m on our end? • How did ou he r bout our work? Wh t speci ic ll interests ou bout it? An p rticul r projects th t ou're keen on? • Are there other people th t ou’re t lkin to bout this project? Mi ht I sk how m n ? Wh t do ou like bout their work? • Wh t kind o bud et do ou h ve lloc ted or this project? • Wh t re ou speci ic ll lookin or rom me? Do ou lre d h ve developers or other p rtners lined up nd re lookin to us just or desi n? Or do ou w nt the whole thin desi ned nd built? • An thin else th t I should know bout wh t ou’re lookin or rom me?
128. performance-based compensation V lue Pricin
129. Equit , s les bonuses, incentives, etc
130. Cashflow
131. When should ou et p id?
132. 50%-50%
133. Thirds
134. Good c sh low is bout miti tin risk.
135. Biweekly
136. 97%
137. Further areas to prototype
138. Contracts
139. Contracts stu ndnonsense.co.uk/projects/contr ct-killer
140. Proposals/pitches
141. Language
142. When ou w nt numbers to seem low, use “K.” When ou w nt them to seem hi h, write out the ull number. Pro Tip
143. “While our competitor mi ht be ch r in ou $372,000.00, we’re con ident we could et it done or bout $254K. Ex mple
144. Wh t clients w nt to bu more th n n thin is trust. businessolo show.biz @bizolo show in o@businessolo show.biz
145. Wh t clients w nt to bu more th n n thin is trust.
146. The more time ou spend buildin trust, the better our business will be.
147. Thanks! B u @d nielm ll d n@d nielm ll.com