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How to Win & Work with Big Clients

997a6f759a83b5a097bdffe351132d7e?s=47 Tom Willmot
September 22, 2012

How to Win & Work with Big Clients

Tom and Joe share experience and tips on how to win and work with big [good] clients, mostly learned through making every mistake in the book whilst going from being freelancers working on small sites to running an agency working on big sites for big clients.

997a6f759a83b5a097bdffe351132d7e?s=128

Tom Willmot

September 22, 2012
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Transcript

  1. How to Win & Work With Big Clients Monday, 24

    September 12
  2. Human Made Limited @humanmadeltd • Founded in 2010 • WordPress

    only Agency • Based in Matlock, Derbyshire • 8 Employees (5 full-time) • WordPress VIP partner agency Monday, 24 September 12
  3. Joe Hoyle @joe_hoyle Freelancer since 2007 - self taught Technical

    lead for Human Made (whatever that is) Not very good at charging people money happytables WP Remote WP Realm Technical Editor Human Made Co-founder Monday, 24 September 12
  4. Tom Willmot humanmade • happytables • rufflr tomwillmot.com rufflr.com happytables.com

    @tomwillmot @rufflr @happytables Has a mortgage! Monday, 24 September 12
  5. Those aren’t big clients! Monday, 24 September 12

  6. Why a Company? • Multiple strengths, but not multiple weaknesses

    • More capacity for larger jobs • Can take on multiple jobs at once • It’s a little bit like... Monday, 24 September 12
  7. Joe Matt Owain Tom Theo Human Made Team Photo 2012

    Monday, 24 September 12
  8. Humanmadezord Monday, 24 September 12

  9. Why a Company? • Multiple strengths, but not multiple weaknesses

    • More capacity for larger jobs • Can take on multiple jobs at once • We get to dress up as Power Rangers! Monday, 24 September 12
  10. Why Work with Bigger Clients • Charge more • Projects

    last longer • Projects are more organised • People will remember you for ever Monday, 24 September 12
  11. How to Win Big Clients Monday, 24 September 12

  12. 1. Be Focused Monday, 24 September 12

  13. We provide web design & development, video production, letter heads,

    SEO, WordPress, Joomla, graphic design, business card design, e-commerce, MySpace profiles & Twitter backgrounds to small businesses, global enterprises and everybody in-between. Monday, 24 September 12
  14. We provide web design & development, video production, letter heads,

    SEO, WordPress, Joomla, graphic design, business card design, e-commerce, MySpace profile design & Twitter backgrounds among other things to small business’s, global enterprises and everybody in-between. But we’re a bit crap. Monday, 24 September 12
  15. Do one thing well Monday, 24 September 12

  16. Only do that for certain people Monday, 24 September 12

  17. If offering that other service would lower the overall quality

    of the work you are delivering, don’t offer it. Monday, 24 September 12
  18. 2. Be Credible Monday, 24 September 12

  19. Be Excellent Have a strong portfolio Use past clients as

    references Get testimonials for every project Monday, 24 September 12
  20. To start off Get involved in Open Source (rather than

    fake projects) Freelance for an agency who does what you do Partner with someone who offers complimentary services Monday, 24 September 12
  21. 3. Learn to Charge Monday, 24 September 12

  22. Hello, my name is Tom Willmot and I charge £666.66

    per day. Monday, 24 September 12
  23. Don’t assume your clients are cheap. Monday, 24 September 12

  24. Probably don’t do fixed price work. Monday, 24 September 12

  25. “This sounds like a 20 - 50K project.” Monday, 24

    September 12
  26. Charge based on your customers location Monday, 24 September 12

  27. 4. Be Excellent Monday, 24 September 12

  28. It’s not just about ability, but have that nailed. Monday,

    24 September 12
  29. We are WordPress developers, but I can talk about iOS

    integration, Front-end development, Sphinx Search, AWS, Munin-Node, CDNs, Experience with numerous 3rd Party APIs, Varnish, Nginx configuration, to name some Monday, 24 September 12
  30. Be the Guy You want to be the party they

    think of when needing your service. Monday, 24 September 12
  31. Aim to be at the top You don’t have to

    be, but aim for it Monday, 24 September 12
  32. Keep Improving You have to keep up with the Jones’.

    Some stuff I have on the back-burner NodeJS, Cappuccino, KnockoutJS PHP Changelog, WordPress Changelog Numerous GitHub Projects HackerNews Monday, 24 September 12
  33. Make the decision to hire you an easy one. Monday,

    24 September 12
  34. Keeping Clients Monday, 24 September 12

  35. Find an internal champion. Monday, 24 September 12

  36. Create yourself work to do. Monday, 24 September 12

  37. Stay professional over the long term. Monday, 24 September 12

  38. Become indispensable. Monday, 24 September 12

  39. Done! Monday, 24 September 12

  40. Thanks For Listening Monday, 24 September 12

  41. Ask Questions Now Or later on twitter @joe_hoyle / @tomwillmot

    Monday, 24 September 12