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Web Intensive Week 3 - Day 4


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Web Intensive Week 3 - Day 4

  3. 3. WHAT IS YOUR INCOME GOAL?Be realistic.What is your cost of living?What is your workload?.
  4. 4. RATE FORMULAS Annual Income Goal+ Annual Business Expenses= Annual Revenue Needed Annual Revenue Needed (from above)/ Expected annual billable hours== Hourly rate needed to reach goal
  5. 5. RATE FORMULAS (EXAMPLE) $15,000 Annual income goal+ $10,000 Annual business expenses= $25,000 Annual revenue needed $25,000 Annual revenue needed (from above)/ 520 hours Expected annual billable hours= $48.08 Hourly rate needed to reach goal
  6. 6. TIME TRACKINGIt’s important that you keep track of your time.Helps keep projects on schedule and avoids scope creep.Helps to set your rates.Many online resources that include invoicing, projectmanagement.Look in your iPhone or Android app store as well.
  9. 9. BUSINESS PROPOSALSA business proposal is a written offer from a seller to aprospective buyer. Business proposals are often a key stepin the complex sales process—i.e., whenever a buyerconsiders more than price in a purchase. Wikipedia
  10. 10. BUSINESS PROPOSALSDocument that details what you propose to do for a client.Outlines your approach and strategy.Provides details about your background and experience.Try to have a template, but customize for each client.Include details and references to conversations you’ve had.
  12. 12. ONE PAGE PROPOSALSBasically a confirmation letter or cost estimate.Good for small projects, projects.Can send via email.
  13. 13. SMALL PROPOSALS1-3 pagesGood for new prospect that is already sold.Good if you have gone over process in person.Outlines bare bones of a project but with some detail.SamplePresentation
  14. 14. MEDIUM PROPOSALS4-10 pagesFor a medium to large project for a prospect you don’t knowor for client who will be selling up the chain to others.Client generally has higher expectations.Usually requires more copy. (Consider hiring copywriter.)Include title page and cover letter.
  15. 15. LARGE PROPOSALS10+ pagesAn important marketing too.General rule: higher your fee, the more pages your proposalshould have.Shows you understand the project well and you know whatyou are talking about.Will include relevant examples that position you as an expert.
  16. 16. WHAT TO INCLUDEDescription – what they need and what you are proposing todo for them.Deliverables – what they get, how many, etc…CostsTimeline – realistic production scheduleApproval – client signs off
  17. 17. FOR LARGER PROPOSALSInformation about you or your company, including othercontributorsTry to include work samples: most relevant ones. - Client References - Client Responsibility
  18. 18. PROPOSAL VS CONTRACTOften proposals double as contracts by adding terms andconditions.Otherwise, conclude with a line like this:“Upon acceptance of our proposal, [company name] willsubmit project agreement, terms and conditions.”
  19. 19. PRESENTING YOUR PROPOSALTry to present in person or over the phone.Allows client to ask questions in real time.Listen to prospect’s response.Highlight why you are better than the competition.
  20. 20. COMMON OBJECTIONS“We can’t afford this.”Get specifics.Try breaking the project into manageable phases.Rewrite to highlight services as “a la carte.”Revise to lower prices, but less services.
  21. 21. COMMON OBJECTIONS“We don’t have the budget.”Different that “We can’t afford it.”Get specifics; No budget for this kind of work? For this year?“We are staying with our current vendor.”Reinforce why working with you will make their lives easier.Stay in their radar.
  22. 22. CLOSING THE DEALAsk if there are any final questions.Outline in conversation and in writing the next step.Give a deadline – create a sense of urgency.“Prices are good for 30 days.”“We have one slot left in our schedule. I can hold that for youif you decide by Friday.”
  23. 23. IF YOU DON’T GET THE PROJECT Remember: It’s part of doing business. Not the only opportunity out there. Lay ground work for future business. Follow up graciously. Thank for the opportunity. Offer to stay in touch. Ask for feedback on the proposal. Ask about future projects. Follow up and stay in touch.
  25. 25. CONTRACTSHave a letter of agreement or contract for EVERY project.Protects both the artist and the client.Can be simple – informal letter of agreement, purchase orderor invoice.Or comprehensive requiring signatures of all parties.
  26. 26. CONTRACTS SHOULD INCLUDE: Logo Company Name Address, Phone, Fax, E-mail Date Name of Client/Company Address Phone/FAX Name, email, phone number of Contact Person
  27. 27. CONTRACTS SHOULD INCLUDE: Copyright Usage Rights transferred Duration of usage Limitations on media in which used (if not covered under “rights,” (e.g., print rights only, no electronic usage) Limitations on number of insertions (if appropriate) Limitations on geographical use (ie. North American, English speaking editions, etc) Owner of Original Art
  28. 28. CONTRACTS SHOULD INCLUDE: A STATEMENT OF WORK (SOW) Project Title (if any; clients purchase order number, if available.) Engagement Effective Date Date of SOW Fees Services Deliverables Credit (Permission to give credit to your company)
  29. 29. SAMPLE TERMS Care of GAG
  30. 30. TIME TRACKINGIt’s important that you keep track of your time.Helps keep projects on schedule and avoids scope creep.Helps to set your rates.Many online resources that include invoicing, projectmanagement.Look in your iPhone or Android app store as well.
  33. 33. WHAT IS A CREATIVE BRIEF?A creative brief is a document used by creative professionalsand agencies to develop creative deliverables: visual design,copy, advertising, web sites, etc. The document is usuallydeveloped by the requestor (in most cases a marketing teammember) and approved by the creative team of designers,writers, and project managers. In some cases, the projectscreative brief may need creative director approval beforework will commence. Wikipedia
  34. 34. CREATIVE BRIEFSThe more detailed, the more successful the project will be.Less detail tells you the client doesn’t know what they want.Make sure the client does not use ambiguous language.Get sign off.One size does not fit all.Questions are determined by the project: Web? Print? TV?Facebook page?
  37. 37. PROJECT MANAGEMENTProject management is the discipline of planning, organizing,securing, managing, leading, and controlling resources toachieve specific goals. Wikipedia
  38. 38. PROJECT MANAGEMENT ELEMENTS Resources People, material Time Task durations, dependencies, critical path Money Costs, contingencies, profit Scope Project size, goals, requirements
  39. 39. SCOPEWhat the project in supposed to accomplish within budgetand timeline.Change in scope must have matching change in budget andtime.
  40. 40. SCOPE CREEPSmall tasks that add up.Become significant when aggregated.
  41. 41. PROJECT MANAGEMENT BASICS 1. Definition 2. Planning 3. Execution 4. Control 5. Closure
  42. 42. #1 DEFINITIONWhat the project is and what users hope to achieve.List of deliverables.Outcome.
  43. 43. #2 PLANNINGBreakdown all the activities. List of tasks and how they relate. How long each task will take. How each task is tied to a deadline. Relationship between tasks.
  44. 44. #2 PLANNINGBreakdown all the activities. List of tasks and how they relate. How long each task will take. How each task is tied to a deadline. Relationship between tasks.
  45. 45. #2 PLANNINGConsider constraints Schedule Resources Budget Scope
  46. 46. #3 EXECUTIONBuild project team.Assign resources (budget) and people.
  47. 47. #4 CONTROLRecord actual time for each task.Provides updates to team and client.
  48. 48. #5 CLOSUREAnalyze final outcome with team.Lessons learned.
  49. 49. ONLINE TOOLSOnline tools are a great way to handle project managementbecause they can be accessed from any computer (and frommost mobile devices).
  50. 50. STREAK streak.comUse for sales, customer relations, hiring, bug tracking orown campaigns
  51. 51. ASANA asana.comUse for sales, customer relations, hiring, bug trackingUser friendlyFree up to 30 users
  52. 52. TRELLO trello.comFreeBased on same productivity as Asana and Streak
  53. 53. HIGHRISE HQ highrisehq.com37Signals GroupManage your contactsOrganize notes and emailsKeep track of proposals and dealsHelps with follow ups (texts or email)
  54. 54. OTHER TOOLS highrisehq.comGoogle DocsPowerpointNumbers
  55. 55. OPERATIONS
  56. 56. OPERATIONSCRITICAL to have systems and procedures in place.
  57. 57. OPERATIONS 1. Opening a New Job 2. Maintaining Active Jobs 3. Following Job Procedures 4. Naming Files 5. Maintaining Timesheets 6. Meeting Deadlines 7. Getting All Necessary Approvals 8. Following Job Release Procedure 9. Billing 10. Maintaining Quality Control Standards 11. Keeping Customers Happy
  58. 58. #1 OPENING A NEW JOBCreate a folderCreate spreadsheet Date, tasks, deadlineEnter client contact information HighriseHQ Contact spreadsheet Address bookLet client know How You Work
  59. 59. #2 MAINTAINING ACTIVE JOBSRecord all actions taken and interactions with client relatedto deliverable:• Tasks to be taken / assigned.• Actions completed.• Received files or comments from client.• Sent files or comments to client.• Conversation that changes the job specifications, deadlines, costs, etc.• Rounds of Design and Revisions sent.
  60. 60. #2 MAINTAINING ACTIVE JOBSTry to use the following format:1.Today’s date.2. Use a verb to indicate the action. Be as specific as possible: (ie. write ”e-mailed” not ”sent.”)3. Indicate what round was sent or files received.4. Indicate person sent to.5. Indicate next action.
  61. 61. #3 FOLLOW JOB PROCEDURESAssign tasksKeep files properly named (See naming guidelines)Create separate folders Administrative ArtKeep folders organized
  62. 62. #4 NAMING FILESProper naming ensures files can be found quickly and avoidssending client wrong files.All files should be labeled consistently: Today’s date-creator of file’s initials – name of file – version # - correct extension 071812-cm-operations.01.docxRemoves the need for “final.133. psd
  63. 63. #5 MAINTAIN TIMESHEETS DAILYTimesheets are necessary for managing jobs and projectprofitability,documenting work performed for clients, estimatingfuture jobs, and evaluating clients for future projects andanalyzing the classification of work performed quarterly.1. Timesheet elements include project name, date, billing code, and time spent on each project in 15 minute increments.2. Timesheets should be filled out daily.
  64. 64. #6 MEETING DEADLINESDue to: Lax work procedures Lax project management Belief that it is the client’s responsibility or reliance on client Poor follow-through with client
  65. 65. #6 MEETING DEADLINESTo meet deadlines: Know and record deadlines Assign and oversee tasks and deliverables Follow-through with client and vendors Document work
  66. 66. #7 GETTING APPROVALSDo not work out of scopeInform clients of what round of design you are showingGet approvals in writing – email – at each stageSample
  67. 67. #8 BILLINGGet non-refundable depositOrganize payment to fit deliverablesPay vendorsDiscuss and determine payment method with client 2 weeksbefore job is to be released to allow for billing / credit approval.
  68. 68. #9 CLOSE JOBSRemove from Active JobsReview and clean project foldersBack up files
  69. 69. #10 QUALITY CONTROLMust ensure all jobs meet quality control standards Design Photography and Artwork Production Websites E-newsletters Templates
  70. 70. #11 KEEP CUSTOMERS HAPPYHow? Do excellent work – creative ideas and execution Provide good value (projects completed within budget) Provide excellent service (provide expertise and keep clients updated) Meet deadlines Understand and manage expectations
  71. 71. #11 KEEP CUSTOMERS HAPPYHow? Maintain regular contact Manage projects to stay in budget Address changes in job scope Communicate with appropriate parties Document your work GO THE EXTRA MILE
  73. 73. #1 UNDERSTAND WHY YOU WERE HIREDIf you are hired based on referral for expertise it provides abetter basis for a relationship.
  74. 74. #2 UNDERSTAND PERSONALITY TYPESRecognize client’s personality and learning type:•Auditory (prefers to hear information) phone and personal contact, can negotiate verbally•Visual (prefers to see information) wants written proposals, letters, e-mail•Kinesthetic (prefers to feel positive about the situation)
  75. 75. #3 UNDERSTAND AGENDASAsserting their independence, ego, etc.
  76. 76. #4 ESTABLISHING CLEAR PARAMETERSRecognize client’s personality and learning type:•assumptions.client’s industry, customary trade practices and Consider the•Use clients’ language and terms.•Deliverables – determine steps and deliverables.•Outcomes/results – what if they are not met•Process – steps/time/roles•Communication – use clients preferred mode•Cost and Terms • Timing•Roles and Responsibilities • Availability•Legal Aspects – contracts and agreements
  77. 77. #5 GAINING TRUSTPerformance + Personality + Process = Trust
  78. 78. #6 DOCUMENTING YOUR PERFORMANCEProcessTimelines / FlowchartsDeliverablesScheduleBudgetFeedbackMethods: Conference calls, reports, and timesheets
  79. 79. #7 TAKING FEEDBACKMeasure performance, process and communication:•Informal (in person) During the process, so that you can adjust performance or expectations•Formal (evaluation/survey) After the process, for comparison
  80. 80. #8 MEASURING AND EVALUATING BENEFITS•What are your ratios? How could you improve?•How can you set expectations for the next client?
  81. 81. #9 RESOLVING CONFLICTS•Involve all parties•Question / Restate assumptions (consider client’s industry practices)•Define terminology•Listen carefully and be open to other points of view•Consider the interests of the other parties•Offer solutions that meet those interests
  82. 82. VALUES
  83. 83. VALUESValues are an important component in having your ownbusiness.Act as motivators leading to personal fulfillment andachievement.Benefits your customers.Empowers your brand over the competition.Benefits your staff.
  84. 84. INTEGRITY - ACCOUNTABILITYHonor your word as yourself. We need to depend on oneanother and trust completely.
  85. 85. COLLABORATIONLeverage collective genius. Were all in this together, lets bethe best team possible.
  86. 86. PASSIONLove the clients, work, and team.
  87. 87. SYSTEMS - CONSISTENCYFind a system solution to every problem. Dont blame theperson; fix the system.
  88. 88. STRONG COMMUNICATIONMake all words constructive.Keep work an open dialogue.Manage client and team expectations through clearcommunication. COMMUNICATION
  89. 89. WIN-WINStrive for solutions with clients without compromisingeffectiveness.
  90. 90. BALANCEMake Studio K&M a vital component of life, not the endall be all.
  91. 91. REMARKABLEStand out and be visible.
  92. 92. WEB CAREERS
  93. 93. PROJECT MANAGEROverview: Accomplishes project objectives by planning andevaluating project activities.Responsibilities: Developing Budgets, Coaching, Supervision,Staffing, Project Management, Management Proficiency,Process Improvement, Tracking Budget Expenses, Self-Development, Planning, Performance ManagementAverage Salary: $88,000Related degrees: Arts Management, Business, Accounting
  94. 94. WEB DESIGNEROverview: Develops Web sites by planning and executingdesign; maintains and upgrades service.Responsibilities: Web Graphic Design, Web Savvy, Planning,Web User Interface Design, Web Programming Skills,Teamwork, Illustration Tools, Multimedia ContentDevelopment, Understanding Browser Capabilities, InternetPresence, Verbal CommunicationAverage Salary: $97,000Related degrees: Web design, Graphic Design, New Media
  95. 95. FRONT END DEVELOPEROverview: Serve as the bridge between designers and backend developers.Responsibilities: HTML and CSS coding, Troubleshooting,CMS systems, Quality Control, Debugging, MaintenanceAverage Salary: $85,000Related degrees: Web design, Graphic Design, New Media,Computer Science
  96. 96. BACK END DEVELOPEROverview: Create web based applications and systems basedon design direction.Responsibilities: Advanced coding, Database management,Troubleshooting, CMS systems, Testing and DebuggingAverage Salary: $110,000Related degrees: Computer Programming, Web design, NewMedia, Computer Science
  97. 97. SERVER ADMINISTRATOROverview: Maintain the computer networking system in anoffice environment.Responsibilities: Tracking Server Activity, UpgradingSoftware, Maintaining Hardware, Database Management,Troubleshooting, Testing and Debugging, CMS systemsAverage Salary: $75,000Related degrees: Computer Programming, ComputerScience, Information Technology
  98. 98. INFORMATION ARCHITECTOverview: Organize the content of a website based onusability standards and analysis.Responsibilities: Audience Research, Content Inventory,Navigation Structures and Labels, Site Maps, Usability TestingAverage Salary: $90,000Related degrees: Information Architecture, Library Science,Web Design, Human-Computer Interaction
  99. 99. USABILITY DESIGNEROverview: Design websites or applications based on usabilitystandards and user testing.Responsibilities: Audience Research, Analyzing UserInteractions, Usability Testing, Wireframing, PrototypingAverage Salary: $90,000Related degrees: Human-Computer Interaction,Information Architecture, Web Design, Computer Science
  100. 100. INTERNET MARKETEROverview: Develops a companys advertising on web andmobile platforms.Responsibilities: Research, Develop and Execute MarketingCampaigns, Write Copy, Graphic Design, Social Media, SEOAverage Salary: $56,000Related degrees: Marketing, Public Relations, Web Design,Graphic Design, Communications, New Media
  101. 101. SOCIAL MEDIA STRATEGISTOverview: Communicates with a brand’s audience and usersthrough the use of online social media toolsResponsibilities: Research, Develop Social Media Campaigns,Post Content, Customer Service, Google Analytics, CMS SystemsAverage Salary: $100,000Related degrees: Marketing, Public Relations, CreativeWriting, Journalism, Communications, New Media
  102. 102. INTERNSHIPOverview: Learn the responsibilities of a web career in ahands on setting and gain experience.Responsibilities: Research, Brainstorming, Design,Development, Administrative Tasks, CMS Systems, Social MediaAverage Salary: Unpaid, low wage, or lunch.
  103. 103. NETWORKING
  104. 104. NETWORKINGBefore you can start networking you need:•Business Cards•Elevator Pitch
  105. 105. HOW TO NETWORKTH E WI SDOM O F DA LE C A R N E G I E I N F I V E B U L L E T P O I NT S•Smile•Ask a question – builds credibility•Listen – people love to talk about themselves. Engage them.•Business cards – effective way for you to leave your name behind•Say the person’s name – people like to hear their own name.
  106. 106. MORE NETWORKING TIPS Be authentic. Don’t apologize for being awkward. Tap into your Passions Start by attending events that relate to an interest or activity you enjoy. Talk about stuff that interests you. Ask the person their name and about their work
  107. 107. MORE NETWORKING TIPS Ask for introductions Make introductions Remember birthdays, children’s names Follow up – email, coffee, lunch Maintain your network. Take Risks
  108. 108. NETWORKING GROUPS LinkedIn Breakfast Groups – BNI Meet ups Professional Groups Conferences