Selling design services

Abstract: The purpose of this project has been to create an understanding of how a design consultant can identify opportunities for design within SMEs, and communicate the value of design in the context of organisational objectives. The project has been focusing on three areas: (1) understanding what best represents business value in relation to design, what kind of value design can contribute with, and how the need of it can be identified withing an organisation; (2) what factors need to be considered within client communication in order to foster good client relationships; and finally (3) how to deal with complex sales mainly in relation to selling design services and commissioning design projects. The first two areas became a model, The Design Sales Threshold, which contributed to the third area in which I used its content to develop The Design Sales Dialogue meant to function in selling design services. Both models were then put in the book Selling Design Services, aiming to improve skills in selling design services for the moment, while at the same time building long-term client relationships where design is a strategic resource in the client's business development.