How to get on the shortlist before the RFQ
Research found by the time clients send a RFQ, they’ve already decided who they want to work with. They’ve chosen a designer from reputation, knowledge and past experience. They’ve chosen someone who is visible.
They may not have worked with them previously, but they’re most likely engaged with them – very probably on LinkedIn.
This means you need to be visible before clients start looking.
Identify who you want to work with
LinkedIn is the perfect forum to build reputation but posting without building a connection list first is like yelling into the wind. Better to build a connection list of potential clients, industry experts and peers, then write discussion posts to interact and incite conversation.
Start with your existing clients – who are their colleagues, suppliers, competitors? Connect strategically, not randomly.
Be visible
Stalking, observing or just liking posts on LinkedIn doesn’t get you on the shortlist. Instead, comment meaningfully on posts. Add your opinion, make an observation or share a relevant experience.
The goal isn’t to sell – it’s to be remembered as someone who understands their industry sector and challenges.
Be proactive
You don’t have to write opinion pieces – an easy way to start is to curate and share material of interest to your potential clients. Could be research, trend reports, or case studies. The Up to the Light survey found clients don’t have time to research their own industry sectors but they’re thirsty for knowledge.
Position yourself as someone who knows stuff, who brings valuable insights, not just design skills.
So what?
Getting chosen happens long before the RFQ arrives. By the time clients are asking for proposals, they’re often just confirming what they already know – they want to work with the designer who’s been visible, helpful and engaged.
PS: Here’s more info about using LinkedIn to find the right clients. And if you’re in Brisbane next month (June 2026), join us for a workshop, this is a little of what we’re talking about.
As always, happy to discuss further, just email Carol
Carol Mackay
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About Carol
After 30+ years running a design studio, I accumulated a pretty special network of fellow designers. One thing most have in common: a need for more information about the ‘business’ side of design. Most are impatient with any task competing for time spent doing what they love – designing so they wanted more info about how to work more efficiently and effectively.
Not me. I love that intersection between design and business. I built a career working with Ombudsman schemes, the Emergency Services sector and the Courts. My special power has always been an ability to use design to translate the difficult to understand or the unpalatable message.
I now use exactly the same skills with creative business owners. I translate the indigestible into bite-sized chunks of information. I share insights, introduce tools and embed processes to help others build confidence business decision-making skills. More confidence makes it easier to grasp opportunities. More confidence makes it easier to recognise a good client from the bad.
Outside DBC I have mentored with Womentor, AGDA The Aunties, and most recently Regional Arts NSW.
And I’m a proud volunteer and board member of Never Not Creative.
Always happy to chat, I can be contacted here.
