How to market design consultancy services : finding, winning, keeping and developing clients / Shan Preddy.

Format:

Book

Author/Creator:

Preddy, Shan.

Language:

English

Subjects (All):

Design services--Europe--Marketing.

Design services.

Design services--Europe--Management.

Management.

Marketing.

Europe.

Physical Description:

xiv, 224 pages : illustrations ; 25 cm

Edition:

Second edition.

Place of Publication:

Aldershot, Hants, England ; Burlington, VT : Gower, [2004]

Contents:

Part I The Principles: How to Do It 1

1 Marketing and mousetraps 5

2 Looking backwards to look forwards 8

3 Where are you going? The vision thing 13

4 The marketplace: clients' selection criteria 19

5 What are you and what do you do? How to establish your market positioning 31

6 Who wants you? How to define your target markets 41

7 Why should they bother? Developing sales propositions 49

8 How will they find out about you? Approach media 54

9 I think, therefore I plan: putting it all together 70

10 Words and pictures: it's what you say and the way you say it 76

11 Life's a pitch: getting the business 87

12 Resources: man and machine 97

13 Just hang on to what you've got: client care and retention 107

14 Deeper and wider: client development 116

Part II The Practice: How It Is Done 121

20/20, UK / Richard Mott 123

Bravis International, Japan / Fumi Sasada 124

Citigate Lloyd Northover, UK / Jim Northover 126

Coley Porter Bell, UK / Cheryl Giovannoni 129

Conran Design Group, UK / David Worthington 131

Design Bridge, UK / Jill Marshall 133

Elmwood, UK / Jonathan Sands 135

Enterprise IG, UK / Dave Allen 137

Event Communications, UK / Celestine Phelan 139

FutureBrand Benelux, The Netherlands / Ype Jorna 141

IDEO, UK / Ingelise Nielsen 143

Imagination, UK / Ralph Ardill 144

Kinneir Dufort, UK / Jim Orkney 146

Landor Associates, UK / Charles Wrench 148

Lewis Moberly, UK / Robert Moberly 150

Lothar Bohm, Germany / Lothar Bohm 152

Lumsden Design Partnership, UK / Callum Lumsden 154

Mildberry Brand Building Solutions, Russia / Oleg Beriev, Pavel Parfenov 156

Minale Tattersfield, UK / Marcello Minale, Alex Maranzano 159

Pineapple Design, Belgium / Rowland Heming 162

seymourpowell, UK / Dick Powell 164

Summa, Spain / Conrad Llorens 165

syzygy, UK / Stephen Priestnall 167

Tayburn, UK / Erick Davidson 170

Team Creatif, France / Sylvia Vitale-Rotta 172

Part III The Private Views: How It Could Be Done Better 175

Design and marketing bodies and associations 177

Consultants and advisers 181

Legal advisers 185

Financial consultants 187

Design management, brand and innovation consultants 188

Journalists and writers 192

University academics 196

Digital asset management 199

Selection agencies and directories 200

Recruitment companies 203

Telemarketing companies 204

PR consultants 206

Part IV The Priority: How Clients Would Like It to Be Done 209.

Notes:

Includes index.

ISBN:

0566085941

OCLC:

53178466