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DesignDirector,MuleDesignStudio • @monteiro
MIKEMONTEIRO
YOUHAVEBEENLIEDTO!
Qualityisnotenough.
Doesgooddesignsellitself?
NO
Iselldesign.
Getwork.1
Dowork.2
Ensurequality.3
Getpaid.4
Isn’tthatsales?
BUT MIKE,
Dogoodwork.1
Persuadethemit’sgood.2
Agooddesignerwhocansell
workismorevaluablethana
greatdesignerwhocan’t.
25,000,000SOLDOVERATWOMONTHPERIODIN1957
Youknow—forkids!
Youknow—forusers!
Sellingisacoreskill.
DONOTTRUST!DONOTTRUST!DONOTTRUST!DONOTTRUST!DONOTTRUST!
MAKESMONEY
COSTSMONEY
CANSELLDESIGN
CAN’TSELLDESIGN
DesignersScrewUpClientPresentations
WAYS13
Theworkisgood.1
Theworkisgood.1
Theworkistested.2
Youarenottheretobe
theclient’sfriend.
1
Happinessisaside-effect
ofgooddesign.
Ifyoucan’tbe
botheredtosellit…
…don’tbother
designingit.
Theywon’tbehappy6
monthsdowntheroad
whentheprojectfails.
Notgettingoffyourass.
2
I’mashyandquietperson.
BUT MIKE,
Confidenceisn’tabout
YOU
Confidenceisabout
THEM
Startingwithanapology.
3
Apologiesareexpensive.
Youarealways
presentingthecorrect
amountofwork.
Thebestwaytofixa
meetingistocancelit.
Shitrunsdownstream.
Apologiesrunupstream.
Notsettingthestage
properly.
4
Whyarewehere?1
Whencanweleave?
Whyarewehere?1
2
No
foreword by Austin Kleon
YOU’REMY
FAVORITECLIENT
Mike Monteiro
Brief books for people who make websites
12
NOT
ACTUALLY
LARRY
NOT
ACTUALLY
LARRY
NOT
ACTUALLY
LARRY
NOT
ACTUALLY
LARRY
NOT
ACTUALLY
LARRY
SOLD!
Givingtherealestatetour.
5
You’resellingahouseby
talkingaboutsheetrock.
Worklikeascientist.
Presentlikeasnake-charmer.
Takingnotes.
6
Readingascript.
7
Withoutpromotionsomething
terriblehappens…”
“
—PTBarnum
Withoutpromotionsomething
terriblehappens…
“
nothing
—PTBarnum
.”
Gettingdefensive.
8
Goodpeopledobadwork.
Thisisagreattimetokeep
yourmouthshut.
Everytypowillrevealitself
onceyoupublish.
Mentioningtypefaces.
9
Talkingabouthowhard
youworked.
10
You’renotgettinggraded
oneffort.
Reactingtoquestionsas
changerequests.
11
“Whyisthisblue?”
“Oh,Icanchangeit!”
Whyyouusingbricks?
Oh,Icanchangeit!
Notguidingthe
feedbackloop.
12
Doesthisreflectyourbrand?1
Doesthisreflectyourusers’needs
aswediscussedinthereasearch?
2
Doesthisreflectyouradstrategy?3
Asking“Doyoulikeit?”
13
Whydoyouhatedesigners?
BUT MIKE,
Thisthingwedo.
Wearegatekeepers.
Thanks.

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