Selling design value to clients.

Stop selling hours and learn how to sell value.

This is a workshop for studios wanting to upskill in human centred design.

At it’s most basic, most designers want clients to buy from them rather than someone else. That will only happen when designers understand why a client buys design. Not understanding what makes clients respond is like exploring a new city without a map: you can get there in the end, but your route will be haphazard, confusing, and inefficient.

That’s where empathy mapping comes in – it’s a roadmap to client wants and needs.

Selling design value to clients is a four hour, inhouse, face-to-face workshop that explains empathy mapping and how it can be used to write design value propositions specific to your clients. Using tried and tested methods honed running workshop and mentoring, Greg will show you how a targeted DVP can be used to sell design value. The workshop is followed by four weekly skype mentoring sessions .

This workshop includes:

  • background material supplied pre-workshop for you to read/watch
  • tailored presentations / activities to help you analyse your existing existing clients to understand how to sell value
  • take-away practical tools to help develop empathy maps for clients and define your design value proposition, and
  • post-workshop mentoring to help put your new model into action.

Post workshop:

  • we’ll help you refine your design value proposition
  • we’ll help tailor your pitch presentation for different client segments
  • we’ll help you get out of the building and put your pitch into action, and
  • we’ll help analyse results and refine your pitch as needed.

In a nutshell:

What: a flexible inhouse workshop for studios wanting to move their studio away from selling on an hourly rate.

When: in your studio at at time that suits you.

Length: 4 hours workshop followed by post-workshop mentoring.

Presenter: Greg Branson

Who it would suit: mature studios wanting to upskill in human centred design

Cost: $1700 (+GST) depending on complexity.

Contents of the program:

  • identifying where you are adding value to your clients
  • examining client segmentation and why it works
  • discussing value add services in a client segment
  • demonstrating empathy mapping
  • researching how empathy mapping can work for your clients
  • creating a design value proposition for one of your clients
  • developing a list of services that add value to your clients
  • converting your design value proposition to a sales pitch
  • developing and implementing action list.

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