Secret sauce revealed. And, the recipe shows to be too potent in its simplicity for the many others - especially those with account teams - to pull off.
Thanks for sharing, Jared. On Wed, Sep 3, 2008 at 8:39 AM, Jared Spool <[EMAIL PROTECTED]> wrote: > > On Sep 3, 2008, at 8:33 AM, Trost Ann-Marie wrote: > > I'm doing a UX project pitch to a bank. It includes going mobile. Right >> now, our ppt. is a little flat and wondered if you all might have a jazzy, >> shazam point or two that has been effective. Our case studies are solid but >> just no pop on huge ROI of why they need to sign up now (at least at my read >> of it). >> > > Here's my suggestion (based on virtually no information about your > project): Rewrite your ppt to make *no* mention of "User Experience", > "Design", or "Usability". Also, nuke your case studies. > > Instead, focus it entirely on things that your client has identified are > the critical challenges in their business. Talk about their issues in their > language. > > The largest usability testing project we've ever done ($750,000 for 72 > users with a user remuneration budget of $95,000) we won with a 7 page > proposal that never mentioned the word "usability" once. It talked > completely about the client's current problems and how, if we knew more > about the customers, we could get them to spend more money. (There were no > case studies and the "About UIE" section was 2 sentences long.) > > If you really want to be radical, nuke the ppt entirely and don't talk for > more than 30 seconds in the first 10 minutes of your time with the client. > Instead, just keep asking questions and let them explain their issues to > you. > > If you want to be truly as radical as we are, make your 30 seconds of > talking be, "You guys seem really smart and with-it. You've got a good team > and you've done some amazing stuff. I don't see why you think you need us. > What could we possibly do for you that you can't do yourselves?" Then sit > back as they work really hard to pitch to you why they should be your > client. That's how we roll. > > :) > > Hope that helps, > > Jared > > Jared M. Spool > User Interface Engineering > 510 Turnpike St., Suite 102, North Andover, MA 01845 > e: [EMAIL PROTECTED] p: +1 978 327 5561 > http://uie.com Blog: http://uie.com/brainsparks > > > > > ________________________________________________________________ > Welcome to the Interaction Design Association (IxDA)! > To post to this list ....... [EMAIL PROTECTED] > Unsubscribe ................ http://www.ixda.org/unsubscribe > List Guidelines ............ http://www.ixda.org/guidelines > List Help .................. http://www.ixda.org/help > -- Jay A. Morgan ________________________________________________________________ Welcome to the Interaction Design Association (IxDA)! To post to this list ....... [EMAIL PROTECTED] Unsubscribe ................ http://www.ixda.org/unsubscribe List Guidelines ............ http://www.ixda.org/guidelines List Help .................. http://www.ixda.org/help
