Product Overview
The Web Design Business Kit 2.0
Index Listing
Index
A
- abusive behavior
-
- dealing with, (Not Burning Bridges)
- example of, (Embracing Business Problems)
- accountability
-
- defined, (Implementing the Plan)
- accountants
-
- advice from, (Finding Good Advice)
- accounting reports
-
- frequency, (The Financial Impact of Expansion)
- ACT! client database software, (Develop a Client Database)
- action to goal
-
- defined, (Implementing the Plan)
- activeCollab project management software, (Using Project Management Software)
- add-on sales, (Put yourself on a Fast Track to Sales)
-
- explained, (Add-on Sales)
- limits to, (The Value of your Client)
- advantage (see competitive advantage)
- advertising
-
- for contractors, (Locating Candidates)
- Imagination Plus case study, (Magazine Ads, Lots of Leads ... and Conversions!)
- McDonald's example, (Benchmarking)
- options for, (Assessing your Advertising Options)
- Yellow Pages, (Conducting Surveys)
- advertising case study, (Newspapers: a Great Way to Advertise)
- advice
-
- obtaining for startup, (Finding Good Advice)
- Adwire case study, (Seven Keys to Success: Adwire)
- agendas, (Summary)
-
- (see also hidden agendas)
- for meetings, (Making the Pitch)
- aggressive behavior
-
- dealing with, (Not Burning Bridges)
- example of, (Embracing Business Problems)
- agreements
-
- legalities, (The Elements of the Agreement)
- signing, (Making the Pitch)
- analysis (see needs analysis; risk analysis)
- anecdotes
-
- telling in selling process, (Telling Stories and Anecdotes)
- anticipating
-
- questions and objections, (Making the Pitch)
- apologizing
-
- to clients, (Saying Sorry)
- articles
-
- writing, (Writing Articles), (Doing Business)
- asking
-
- for the job, (Making the Pitch)
- assessment
-
- projects, (Project Assessment)
- attitude
-
- for success, (Arming yourself for Success)
- for success, (About You)
- awards
-
- importance of, (Entering Awards)
B
- back-up plans (see contingency plans)
- balance of payment owed
-
- collecting, (Receiving the Balance)
- balance sheets
-
- explained, (The Balance Sheet)
- bankers
-
- advice from, (Finding Good Advice)
- Basecamp project management software, (Using Project Management Software)
- benchmarking, (Benchmarking)
-
- importance of, (Doing Business)
- benefits
-
- "pesky" clients, (The Benefits of Keeping the Pesky Client)
- of customer service, (The Benefits of Great Customer Service)
- of qualifying clients, (Quantifying the Benefits)
- quantifying, (Doing Business)
- Berrigan Doube
-
- on business legalities, (Business Legalities with Berrigan Doube )
- big business
-
- Reactive Media case study, (Landing the Big Clients)
- selling to, (How to Catch a Big Fish)
- body copy
-
- media releases, (Contents of a Media Release)
- bonuses
-
- staff, (Rewarding your Staff: Bonuses and Options)
- borrowing
-
- in advance of needs, (Borrowing Money When it’s Not Needed)
- boss
-
- being your own, (Why Be your Own Boss, Anyway?)
- Brag Walls, (Doing Business)
- branded merchandise
-
- using, (Using Branded Merchandise)
- breakeven analysis
-
- explained, (The Breakeven Analysis)
- breakeven point
-
- knowing, (Money Matters)
- "bribery"
-
- in client relationships, (Bribery: Keep it Subtle)
- brochures
-
- printing, (Printing Brochures)
- using, (Reaching your Target Market)
- brokers (see list brokers)
- budgets, (Budgeting for Expansion)
-
- for advertising, (Sticking to your Budget)
- financial impact of expansion, (The Financial Impact of Expansion)
- importance of, (Understanding the Financials)
- measuring costs, (Measuring your Costs)
- needs analysis questionnaire for, (The Needs Analysis)
- project cashflow, (Preparing to Quote)
- bundling services
-
- for add-on sales, (Increasing Add-on Sales by Bundling Services)
- business, (Summary)
-
- (see also big business; case studies; examples; legalities)
- asking for, (Asking for the Business), (Key #7: Go Back to Clients and Ask for More Business)
- benefits of, (Freelance or Small Business?)
- building from one client, (Build a Successful Business on Just One Client)
- dealing with client difficulties, (When the Good Client Turns Pesky)
- defining for you, (What Business are you Really In?)
- how big operators work, (Looking at What the Big Operators Do Differently)
- networking, (Networking for Business)
- practice of, (Doing Business)
- solving problems, (Embracing Business Problems)
- starting, (Starting the Business)
- structure, (Choosing the Right Business Structure)
- what not to do, (What Not to Do in Business)
- business cards
-
- design of, (Presenting Yourself)
- business names
-
- selecting, (Doing Business)
- business partners
-
- valuing, (Valuing your Business Partners)
- business people
-
- advice from, (Finding Good Advice)
- business philosophy
-
- focus on right clients, (Keeping the Right Clients)
- business plans
-
- process for, (Do you Really Need a Business Plan?)
- writing, (Doing Business)
- buy signals
-
- detecting, (Making the Pitch)
C
- calling (see cold calling; warm calling)
- calls
-
- about media releases, (Receiving the Call)
- campaigns (see postcard campaigns)
- candidates
-
- finding, (Finding Candidates)
- capabilities, (Summary)
-
- (see also skills)
- knowing you own, (Knowing your Capabilities)
- cards
-
- sending, (Client Relations)
- case studies, (Summary), (Practical Applications: Case Studies), (Case Studies with Matt Mickiewicz)
-
- (see also examples; scripts)
- Adwire, (Seven Keys to Success: Adwire)
- Christmas cheer, (Christmas Cheer!)
- CrashShop, (Five Minds are Better than One: CrashShop)
- Digital Creative, (Community Portal Boost: Digital Creative)
- Digital Skyline Studios, (Expand Without Offices or Staff: Digital Skyline Studios)
- exhibition map, (Making a Fortune from a Fifty-cent Map)
- free speech, (The Concept of Free Speech)
- housewarming gift, (Buy a Housewarming Gift in One Easy Step)
- Imagination Plus, (Imagination Plus: Building a Business—Twice!)
- keeping in touch, (Why to Keep in Touch with People who Say “No”)
- LrpDesigns, (Win New Clients Through Direct Mail: Lrpdesigns)
- Mr. Nice Guy, (Just Call Me Mr. Nice Guy)
- networking lunch, (The $15,000 Lunch: Networking for Success)
- newspaper advertising, (Newspapers: a Great Way to Advertise)
- outsourcing, (Some Case Studies)
- Reactive Media, (Starting Small, Growing Big: Reactive Media)
- referred prospects, (Why Referred Prospects are the Best Clients)
- sales pitch, (We Made the Perfect Pitch ...)
- Walmac Interactive, (Struggle to Success: Walmac Interactive)
- WebProjects, (Web Design Clients on Retainer: WebProjects)
- cashflow, (Summary)
-
- (see also money)
- forecasts, (The Cashflow Forecast), (Money Matters)
- importance of, (Get the Money In)
- issues, (Cashflow, Expenses, and Minimizing Risk)
- project budget, (Preparing to Quote)
- charging (see pricing)
- charities, (Summary)
-
- (see also donations)
- donations, (Offering a Token of Appreciation)
- sponsoring, (Reaching your Target Market)
- checklists
-
- client complaints, (Covering the Complaints Checklist)
- office lease, (Understanding the Lease)
- Christmas Cheer case study, (Christmas Cheer!)
- classified advertising
-
- cost of, (Classified Advertising)
- client management
-
- Reactive Media case study, (Secrets of Successful Client Management)
- client service, (Providing Excellent Client Service)
-
- benefits of, (The Benefits of Great Customer Service)
- distinctiveness, (Providing Distinctive Service)
- excellence in, (Excellent Client Care)
- needs of, (What Clients Really Want)
- value of, (The Value of your Client)
- clients, (Summary)
-
- (see also complaints; "pesky" clients; prospects)
- big business, (How to Catch a Big Fish)
- building business from, (Build a Successful Business on Just One Client)
- contacting, (Weapon Number Two: Contacting), (The Key to Repeat Sales)
- database of, (Develop a Client Database)
- finding the right ones, (Keeping the Right Clients)
- giving gifts to, (Treating them Right)
- importance of finding the right ones, (Find the Right Clients)
- keeping control of, (Don’t Ever Lose Control of the Client)
- keeping in touch, (Keeping in Touch)
- listening to, (Listening to Learn)
- lunches with, (Client Relations)
- maintaining, (System 5: Maintaining Client Contact)
- making offers to, (Put yourself on a Fast Track to Sales)
- qualifying, (Quantifying the Benefits)
- relationship, (Love at First Sight), (Client Relations)
- reporting to, (Client Reporting)
- researching, (Following the Process for Success)
- rewarding, (Ten Courses of Action), (Client Relations)
- rewards for, (Using Weapon Number One: Rewards)
- risk assessment, (Conducting Risk Assessment)
- staying in touch, (Client Relations)
- surveying, (Getting your Name in Print)
- winning your first one, (Pitch, Quote, and Win your First Client)
- coffee
-
- accepting, (Doing Business)
- cold calling
-
- about, (Cold Calling)
- Imagination Plus case study, (Cold-call Rejection Can Pay Off Big!)
- communication
-
- skills for, (Communication Skills)
- within teams, (Planning Team Communications)
- companies
-
- legalities, (The Company)
- company culture
-
- developing, (The Team)
- staff issues, (Considering your Personnel)
- competitions
-
- running, (Reaching your Target Market)
- competitive advantage
-
- customer care, (Your Competitive Advantage)
- developing, (Developing your Competitive Advantage)
- everything you do, (Building your Competitive Advantage into Everything you Do)
- using, (Putting your Competitive Advantage into Action)
- competitors
-
- benchmarking, (Benchmarking Within your Own Industry)
- differentiating from, (Making the Pitch)
- information about, (Competitor Information)
- knowing, (Doing Business)
- market demand pricing, (Competition and Market Demand Pricing)
- needs analysis questionnaire, (The Needs Analysis)
- praising, (Praising your Competitors)
- relationship to, (Developing your Competitive Advantage)
- complaints, (Handling Client Complaints)
-
- apologizing, (Saying Sorry)
- asking for, (Asking for Complaints)
- benefits of, (Loving Complaining Clients)
- dealing with, (Dealing with Complaints)
- completion dates
-
- estimating, (Estimating Completion Dates)
- compliments
-
- giving, (Client Relations)
- confidentiality
-
- outsourcing, (Counting the Disadvantages of Outsourcing)
- consistency
-
- importance of, (Doing Business)
- Constant Contact newsletter editor, (Put yourself on a Fast Track to Sales)
- contacts
-
- client follow-up, (Weapon Number Two: Contacting)
- making, (Ten Courses of Action)
- Walmac Interactive case study, (Key #3: Use Existing or Past Contacts)
- contingency plans
-
- contractor work, (Starting Small with a Contingency Plan), (Having a Backup Plan)
- contractors, (Summary)
-
- (see also outsourcing)
- assessing, (Assessing Potential Contractors)
- finding, (Finding the Best Contractor for You)
- legalities, (The Contractor Relationship)
- management of, (Management Tips and Tricks)
- quotes from, (Preparing to Quote)
- working with, (Working with Freelancers and Contractors), (Working with your Chosen Contractor)
- contracts (see agreements)
- control issues
-
- outsourcing, (Counting the Disadvantages of Outsourcing)
- conversion rates
-
- inquiries to sales, (Doing Business)
- copy
-
- media releases, (Contents of a Media Release)
- copyright
-
- legalities, (Copyright)
- cost per thousand (CPM)
-
- analyzing, (Analyzing the CPM)
- costs, (Summary)
-
- (see also fixed costs; overhead costs; variable costs)
- for advertising, (Considering the Real Costs)
- classified advertising, (Classified Advertising)
- controlling, (Keep Costs Down)
- measuring, (Measuring your Costs)
- office space, (Conducting a Cost Comparison)
- outsourcing, (Counting the Advantages of Outsourcing)
- reducing, (Reduced Costs), (Doing Business)
- CrashShop case study, (Five Minds are Better than One: CrashShop)
- credibility
-
- demonstrating, (Demonstrating Credibility)
- establishing, (Establishing your Credibility), (Establishing Credibility)
- culture (see company culture)
- current assets
-
- defined, (The Balance Sheet)
- current liabilities
-
- defined, (The Balance Sheet)
D
- databases
-
- of clients, (Develop a Client Database)
- nursery example, (Conducting Surveys)
- dates (see completion dates)
- deadlines, (Summary)
-
- (see also milestones)
- working to, (Working to Deadlines)
- decision-makers
-
- selling to, (Selling to the Decision-maker)
- delegating
-
- leverage using, (Having Others Do the Work)
- saving time with, (Delegating)
- tasks, (Delegating Tasks)
- demonstrating
-
- credibility, (Demonstrating Credibility)
- expertise, (Demonstrating Expertise)
- deposits
-
- demanding in advance, (Demanding the Deposit)
- development (see expansion)
- differentiation
-
- from competition, (Standing Out: your Options)
- importance of, (Find your Point of Difference), (Marketing Tips)
- difficult clients (see "pesky" clients)
- Digital Creative case study, (Community Portal Boost: Digital Creative)
- Digital Skyline Studios case study, (Expand Without Offices or Staff: Digital Skyline Studios)
- direct mail campaigns
-
- exhibition case study, (Background)
- dismissing
-
- "pesky" clients, (Making the Decision to Cut a Client Loose)
- distinctiveness
-
- client service, (Providing Distinctive Service)
- delighting your clients, (Delighting your Clients)
- distributing
-
- media releases, (Distributing your Release)
- documentation
-
- project management, (Documentation)
- domain names
-
- selecting, (Doing Business)
- donations
-
- to charities, (Offering a Token of Appreciation)
- in gaining recognition, (Delighting for Wider Recognition)
- DVDs
-
- preparing, (Preparing Videos or DVDs)
E
- emergency "pesky" client type
-
- described, (Defining the Characteristics of Peskiness)
- managing, (Resolving the Emergency)
- employees
-
- legalities, (Employee or Contractor?), (The Employment Relationship)
- empowering
-
- team members, (Empowering Team Members)
- enthusiasm
-
- in selling process, (Selling Enthusiasm)
- equipment
-
- renting, (Managing Expenses)
- saving expenses on, (Saving on Equipment)
- equity (ownership), (Summary)
-
- (see also retained profit)
- sharing, (Sharing Ownership)
- estimating
-
- completion dates, (Estimating Completion Dates)
- evaluation
-
- projects, (Project Evaluation)
- examples, (Summary), (Managing Expansion)
-
- (see also case studies; scripts)
- 12 week marketing campaign, (Do Something!)
- add-on sales, (The “Right” Time to Sell Additional Tools or Functionality), (Making the Add-on Sale)
- announcing the donation, (Delighting for Wider Recognition)
- bike shop, (The Perfect Salesperson)
- breakeven analysis, (The Breakeven Analysis)
- café, (Narrowing the Field)
- charity donations, (Offering a Token of Appreciation)
- client service, (The Value of your Client)
- complaint resolution, (Covering the Complaints Checklist)
- contact + care = profits, (Your Competitive Advantage)
- Dell, (Standing Out: your Options)
- domain name show, (Putting On a Show)
- eighth-day letter, (Receiving the Balance)
- electronic messenger, (Spam)
- family business postcard, (Your Own Postcard Campaign)
- final letter, (Receiving the Balance)
- freelance brief, (Writing the Project Brief)
- helicopter rescue service, (Providing Free Samples of your Work)
- interviews, (Delighting for Wider Recognition)
- it's an ill wind ..., (Embracing Business Problems)
- koala idea, (Stealing: the Good Kind)
- leverage what you learn, (Leveraging What you Have)
- losing control, (Some Case Studies)
- luring the big fish, (Pitching to the Big Fish)
- mailout with testimonial, (Thinking Outside the Box)
- McDonald's, (Benchmarking)
- media release, (Commencing a Media Plan)
- Nike products, (The Reasons People Buy)
- no-decision client, (Stirring No-decision into Action)
- nursery, (Conducting Surveys)
- poster asking for complaints, (Asking for Complaints)
- quantification, (Selling Superiority)
- quantifying email to client, (Reporting Success)
- rejection letter, (Keeping in Touch)
- repeat sales, (Repeating Sales)
- Rolex watches, (Valuing your Knowledge)
- setting up a business, (Managing Expansion)
- showing you care, (The Value of your Client)
- Tailored Consulting, (Writing Reports)
- thanking the media, (Thanking the Media)
- too busy for new clients, (Some Case Studies)
- ultimate objection, (Fielding Objections from Clients)
- warm calling follow-up letter, (Warm Calling), (Really Warm Calling)
- warm calling icebreaker, (Warm Calling)
- web design woes, (Trademarks)
- exhibition case study, (Making a Fortune from a Fifty-cent Map)
- expansion, (Preparing for Expansion), (Managing Expansion), (Expanding Staff and Office Space)
-
- Digital Skyline case study, (Expansion—Virtually)
- first steps, (First Steps to Being Big)
- foundations for, (Laying the Foundations)
- growing faster, (The Three Easiest Ways to Speed Growth)
- how big operators work, (Looking at What the Big Operators Do Differently)
- management principles, (Management Principles Matter!)
- money issues, (Money Matters)
- office space, (Finding an Office)
- organization for, (Organizing for Expansion)
- overview, (So, you Want to Be Big)
- pitfalls of, (Avoiding the Pitfalls: Top Ten Tips)
- staff issues, (Considering Expansion of your Staff)
- team motivation, (Motivating your Team)
- WebProjects case study, (Expansion)
- expectations
-
- exceeding, (Exceeding Expectations Pays)
- expenses
-
- managing, (Managing Expenses)
- planning for, (Expenses and Eventualities)
- expert clients (see web developer "pesky" client type)
- expertise
-
- demonstrating, (Demonstrating Expertise)
- eye contact, (Handshake and Eye Contact)
F
- failure
-
- accepting, (About You)
- feelings
-
- warning signs for "pesky" clients, (Conducting Risk Assessment)
- financial issues, (Summary)
-
- (see also cashflow; money)
- in business expansion, (Understanding the Financials), (The Financial Impact of Expansion)
- firing
-
- employees, (Firing)
- first impressions
-
- importance of, (Presentation, Perception, Perfection!)
- fitness
-
- importance of, (About You)
- fixed assets
-
- defined, (The Balance Sheet)
- fixed costs
-
- defined, (The Breakeven Analysis)
- flyers
-
- delivering, (Delivering Flyers)
- follow-up
-
- client complaints, (Covering the Complaints Checklist)
- to client meetings, (Following the Process for Success)
- sales process, (Ten Courses of Action)
- system for, (System 2: Following Up)
- forecasting
-
- cashflow, (The Cashflow Forecast), (Money Matters)
- formula
-
- for pricing, (The Pricing Formula)
- forums
-
- finding contractors, (Locating Candidates)
- online, (Online Project Forums)
- franchises
-
- defined, (The Trust, the Joint Venture, and the Franchise)
- free samples
-
- providing of your work, (Providing Free Samples of your Work)
- freelancers, (Summary)
-
- (see also contractors)
- working with, (Working with Freelancers and Contractors)
- freelancing
-
- benefits of, (Freelance or Small Business?)
- friends
-
- advice from, (Finding Good Advice)
- as contractors, (Locating Candidates)
- rates for, (Networking for Business)
G
- Gantt chart
-
- milestones, (Estimating Completion Dates)
- gaps
-
- skills, (Filling the Gaps)
- gifts
-
- to clients, (Treating them Right)
- compared to recognition, (It’s Not All About Gifts)
- housewarming gift case study, (Buy a Housewarming Gift in One Easy Step)
- selection of, (Client Relations)
- goals, (Summary)
-
- (see also objectives)
- business planning, (A Goal)
- defined, (Arming yourself for Success)
- identifying yours, (Identifying your Goal)
- goatees
-
- perception of, (How Do Other People See You?)
- growth (see expansion)
- guarantees
-
- offering, (Offering a 100% Money-back Guarantee), (Offering Guarantees), (Doing Business)
- "guerrilla" attitude, (Marketing Tips)
- guest speaking
-
- as a promotion, (Guest Speaking)
- gut feelings
-
- listening to, (Conducting Risk Assessment)
H
- handshakes, (Handshake and Eye Contact), (Doing Business)
- headlines
-
- media releases, (Contents of a Media Release)
- health
-
- importance of, (About You)
- hidden agendas
-
- finding, (Finding the Hidden Agenda)
- high school motto, (My Old High School Motto)
- hiring
-
- staff, (Hiring)
- hourly rates, (Naming your Price)
- housewarming gift case study, (Buy a Housewarming Gift in One Easy Step)
I
- image, (Presentation, Perception, Perfection!)
-
- elements of, (Do you Measure Up?)
- perception and reality, (Perception is Reality)
- selling yourself, (Selling Yourself)
- Imagination Plus case study, (Imagination Plus: Building a Business—Twice!)
- implementing
-
- projects plans, (Implementing the Plan)
- impressions (see first impressions; image)
- initiation
-
- of sales pitches, (Following the Process for Success)
- intellectual property
-
- legalities, (Protecting your Intellectual Property)
- protecting, (Doing Business)
- internal reporting
-
- project management, (Internal Reporting)
- interviews
-
- in gaining recognition, (Delighting for Wider Recognition)
- potential employees, (How Can you Find the Truth During the Assessment Phase?)
- invoicing
-
- ensuring payment, (Receiving the Balance)
- process for, (Don’t Put Off Invoicing)
J
- job candidates
-
- finding, (Finding Candidates)
- joint ventures
-
- defined, (The Trust, the Joint Venture, and the Franchise)
- junior staff
-
- paying, (How Much Will you Pay?)
K
- keeping in touch
-
- with clients, (Keeping in Touch)
- key differentiators, (Standing Out: your Options)
- knowledge
-
- value of, (Valuing your Knowledge)
L
- leading
-
- versus management, (Leading and Managing)
- leads
-
- generating, (Generating the Perfect Lead), (Doing Business)
- leases, (Summary)
-
- (see also renting)
- office space, (Understanding the Lease)
- legalities, (Business Legalities with Berrigan Doube )
-
- agreements, (Trading on your Terms)
- business structure, (Choosing the Right Business Structure)
- contractors, (Employment and Contractor’s Agreements), (The Contractor Relationship)
- employees, (Employee or Contractor?)
- intellectual property, (Protecting your Intellectual Property)
- outsourcing, (Counting the Disadvantages of Outsourcing)
- privacy, (Privacy and Spam)
- spam, (Spam)
- staff, (Employment and Contractor’s Agreements)
- letters
-
- of thanks, (Following the Process for Success)
- rejection letters, (Keeping in Touch)
- warm call follow-up, (Warm Calling), (Really Warm Calling)
- leveraging
-
- extra services, (Delivering Extra Services)
- process for, (Learning to Leverage)
- liabilities (see current liabilities; long-term liabilities)
- list brokers
-
- using, (Develop a Client Database)
- listening
-
- to clients, (Listening to Learn)
- locations
-
- office space, (Location, Location, Location)
- logo
-
- design of, (Presenting Yourself)
- long-term liabilities
-
- defined, (The Balance Sheet)
- loving feeling
-
- in client relationships, (Love at First Sight)
- Lrpdesigns case study, (Win New Clients Through Direct Mail: Lrpdesigns)
- lunches
-
- case study, (The $15,000 Lunch: Networking for Success)
- with clients, (Client Relations)
- for marketing, (Reaching your Target Market)
- "lying"
-
- to your clients, (Lying: a Key to Success)
- to your clients, (Client Relations)
M
- magazines
-
- ads, (Magazine Ads, Lots of Leads ... and Conversions!)
- writing for, (Writing Articles for Submission to Industry Magazines)
- mailings
-
- example with testimonial, (Thinking Outside the Box)
- Lrpdesigns case study, (Moving with the Times)
- using lists, (Develop a Client Database)
- maintenance
-
- clients, (System 5: Maintaining Client Contact)
- needs analysis questionnaire, (The Needs Analysis)
- malls
-
- office space, (Types of Office Locations)
- management, (Summary)
-
- (see also business plans; goals; objectives; operational plans; planning; project management)
- contractors, (Management Tips and Tricks)
- expenses, (Managing Expenses)
- principles matter, (Management Principles Matter!)
- time, (Managing your Time), (Managing your Time)
- versus leading, (Leading and Managing)
- manners
-
- importance of, (Client Relations)
- market demand pricing, (Competition and Market Demand Pricing)
- marketing, (Summary), (Marketing your Business)
-
- (see also niche marketing; target market)
- advertising, (Assessing your Advertising Options)
- controlling cost, (Why your Marketing Should Be Very, Very Cheap)
- evaluation, (Evaluating the Market)
- free samples, (Providing Free Samples of your Work)
- message, (Your Marketing Message)
- needs analysis questionnaire, (The Needs Analysis)
- planning, (A Plan of Action)
- promotion, (Which Promotional Option Suits You?)
- public relations, (A Public Relations Primer)
- strategy, (Your Marketing Strategy)
- taking action, (Do Something!)
- tips, (Marketing Tips)
- McDonald's
-
- marketing success story, (Benchmarking)
- measuring, (Summary)
-
- (see also benchmarking)
- benefits, (Doing Business)
- costs, (Measuring your Costs)
- marketing results, (Measurement)
- ROI, (Don’t Neglect to Measure ROI)
- success, (Measuring Success)
- media
-
- interviews with, (Delighting for Wider Recognition)
- plan, (Commencing a Media Plan)
- receiving coverage, (Commencing a Media Plan)
- media releases
-
- contents of, (Contents of a Media Release)
- sending, (Ten Courses of Action)
- what not to do, (What Not to Do with your Media Release)
- meetings
-
- agendas for, (Making the Pitch)
- delivering proposals, (Following the Process for Success)
- with potential clients, (Following the Process for Success)
- project management, (Meetings)
- mentors
-
- seeking, (Doing Business)
- merchandise
-
- using branded, (Using Branded Merchandise)
- message
-
- in marketing, (Your Marketing Message)
- Mickiewicz, Matt
-
- case studies, (Case Studies with Matt Mickiewicz)
- Microsoft Office Project project management software, (Using Project Management Software)
- milestones, (Summary)
-
- (see also deadlines)
- Gantt chart, (Estimating Completion Dates)
- mindset
-
- for starting business, (Forming the Right Mindset)
- mistakes
-
- admitting, (Client Relations)
- money, (Summary)
-
- (see also cashflow; financial issues)
- borrowing, (Borrowing Money When it’s Not Needed)
- focus on, (Focusing on Making Money)
- issues, (Money Matters)
- tips about, (Money Matters)
- motivating
-
- your team, (Motivating your Team)
- motto
-
- from high school, (My Old High School Motto)
- Scout motto, (Client Relations)
- Mr. Nice Guy case study, (Just Call Me Mr. Nice Guy)
- multiple projects
-
- managing, (Managing Multiple Projects)
- MySpace magician "pesky" client type
-
- described, (Defining the Characteristics of Peskiness)
- managing, (Treading Carefully with the MySpace Magician)
N
- names, (Summary)
-
- (see also business names; domain names)
- getting yours in print, (Getting your Name in Print)
- needs analysis, (The Needs Analysis)
-
- for systems, (System 1: Conducting the Needs Analysis)
- networking
-
- for business, (Networking for Business)
- finding contractors through, (Locating Candidates)
- promoting your business, (Networking)
- news stories
-
- interpreting, (Demonstrating Credibility)
- newsletters
-
- producing, (Producing Newsletters)
- use of, (Ten Courses of Action)
- newspapers
-
- advertising in, (Newspaper Advertising), (Newspapers: a Great Way to Advertise)
- niche marketing
-
- WebProjects case study, (Niche Marketing: it’s a Classic!)
- no-decision "pesky" client type
-
- described, (Defining the Characteristics of Peskiness)
- managing, (Stirring No-decision into Action)
- nursery
-
- business marketing example, (Conducting Surveys)
O
- objections
-
- anticipating, (Making the Pitch)
- fielding from prospects, (Fielding Objections from Clients)
- raising your own, (Raising your Own Objections)
- objectives, (Summary)
-
- (see also goals)
- marketing, (An Objective)
- in needs analysis questionnaire, (The Needs Analysis)
- project management, (Project Management)
- offers, (Summary)
-
- (see also proposals; quotes; sales pitches)
- making, (Put yourself on a Fast Track to Sales), (Repeating Sales), (Reaching your Target Market)
- office blocks
-
- office space, (Types of Office Locations)
- office space
-
- Digital Skyline case study, (Expand Without Offices or Staff: Digital Skyline Studios)
- finding, (Finding an Office)
- image of, (Presenting your Office)
- saving expenses on, (Saving on Office Space)
- online list databases, (Develop a Client Database)
- online project forums
-
- project management, (Online Project Forums)
- operational plans
-
- developing, (An Operational Plan)
- options (stock)
-
- staff, (Rewarding your Staff: Bonuses and Options)
- organization, (Summary)
-
- (see also planning; project management; teams)
- for expansion, (Organizing for Expansion)
- importance of, (Be Organized)
- keeping on track, (Keeping On Track and Organized)
- outsourcing, (Summary), (Outsourcing for Great Profits)
-
- (see also contractors)
- explained, (Defining Outsourcing)
- finding contractors, (Finding the Best Contractor for You)
- management of, (Management Tips and Tricks)
- working with contractors, (Working with your Chosen Contractor)
- overhead costs
-
- minimizing, (Money Matters)
- ownership
-
- sharing, (Sharing Ownership)
P
- parties
-
- throwing, (Client Relations)
- partnerships (see business partners)
-
- legalities, (The Partnership)
- patents
-
- legalities, (Patents)
- payment
-
- "pesky" clients, (Conducting Risk Assessment)
- contractors, (Being Clear About Payment)
- payment reminders, (Don’t Put Off Invoicing)
- payroll
-
- issues, (Discussing Payroll Practicalities)
- perceived value
-
- versus price, (Doing Business)
- perception
-
- personal, (Perception is Reality)
- performance reviews, (Sharing the Spoils)
- personal presentation
-
- elements of, (Presenting Yourself)
- importance of, (Personal Presentation)
- personnel (see contractors; staff)
- "pesky" clients, (Dealing with Pesky Clients)
-
- avoiding, (Avoiding the Pesky Client)
- dismissing, (Making the Decision to Cut a Client Loose)
- from good to bad, (When the Good Client Turns Pesky)
- reason to avoid, (The Reason to Avoid Pesky Clients)
- solving, (Solving Peskiness)
- types of, (Peskiness: Let me Count the Ways)
- philosophy
-
- focus on right clients, (Keeping the Right Clients)
- phone calls, (Summary)
-
- (see also cold calling; warm calling)
- in meetings, (Doing Business)
- returning, (Client Relations)
- pitches (see proposals; offers; quotes; sale pitches)
- pitfalls
-
- avoiding, (Avoiding the Pitfalls: Top Ten Tips)
- planning, (Summary)
-
- (see also business plans; contingency plans; operational plans)
- client management, (Creating a Plan)
- defined, (Arming yourself for Success)
- for expansion, (Planning for the Future)
- for marketing, (A Plan of Action)
- getting started, (Ten Courses of Action)
- goal setting, (Making a Plan)
- media, (Commencing a Media Plan)
- role in project management, (Planning)
- for success, (Planning to Achieve)
- portals
-
- Digital Creative case study, (Community Portal Boost: Digital Creative)
- postcard campaigns
-
- Lrpdesigns case study, (Your Own Postcard Campaign)
- PR Agencies
-
- using, (Is there an Advantage in Using a PR Agency?)
- PR campaigns
-
- starting, (Reaching your Target Market)
- preparation
-
- importance of, (Client Relations)
- prequalifying
-
- prospects, (Prequalifying)
- presentation, (Summary)
-
- (see also first impressions; image; personal presentation; sale pitches)
- personal, (Doing Business)
- presentations
-
- proposals, (Making the Pitch)
- press (see media)
- press releases (see media releases)
- pricing
-
- big business clients, (What Should you Charge?)
- contractor work, (Assessing Potential Contractors)
- multiple prices, (Offering Multiple Prices and Solutions)
- outsourcing and, (Charging Plenty)
- policies for, (Naming your Price)
- value and, (Dealing with the “P” Word)
- versus perceived value, (Doing Business)
- principles
-
- in management, (Management Principles Matter!)
- printing
-
- brochures, (Printing Brochures)
- priorities
-
- identifying for expansion, (Identifying your Major Priorities)
- setting, (Setting Priorities)
- privacy
-
- legalities, (Privacy and Spam)
- productivity
-
- about, (Ensuring Productivity)
- profit, (Summary)
-
- (see also retained profit)
- "pesky" clients, (Conducting Risk Assessment)
- importance of, (Money Matters)
- project briefs
-
- writing, (Writing the Project Brief)
- project forums
-
- online, (Online Project Forums)
- project management, (Managing Web Projects)
-
- assessment, (Project Assessment)
- multiple projects, (Managing Multiple Projects)
- organization, (Keeping On Track and Organized)
- overview, (Project Management)
- time frames, (Working with Time Frames)
- promotion
-
- options for, (Which Promotional Option Suits You?)
- proposals, (Summary)
-
- (see also offers; quotes; sales pitches)
- delivery of, (Following the Process for Success)
- presenting, (Making the Pitch), (System 4: Presenting the Proposal)
- system for compiling, (System 3: Compiling the Proposal)
- Walmac Interactive case study, (Key #6: Spend Time on the Proposal)
- prospects, (Summary)
-
- (see also clients)
- case study, (Why Referred Prospects are the Best Clients)
- characteristics of, (Defining your Market)
- fielding objections from, (Fielding Objections from Clients)
- finding, (Finding Prospects: What Works, and Why)
- hidden agendas, (Finding the Hidden Agenda)
- identifying problems, (Client Relations)
- learning about, (Reaching your Target Market)
- prequalifying, (Prequalifying)
- spending time with, (Spending Time with your Prospect)
- public relations
-
- explained, (A Public Relations Primer)
Q
- qualifying
-
- benefits of, (Quantifying the Benefits)
- quality
-
- outsourcing, (Counting the Advantages of Outsourcing)
- of staff, (Finding the Right Staff Qualities)
- quality assurance
-
- outsourcing issues with, (Counting the Disadvantages of Outsourcing)
- quantifying (see benchmarking; measuring)
- questionnaires
-
- needs analysis, (The Needs Analysis)
- questions
-
- anticipating, (Making the Pitch)
- quotes, (Summary)
-
- (see also proposals; offers; sales pitches)
- preparing, (Preparing to Quote)
R
- radio
-
- advertising on, (Radio Advertising)
- rates
-
- setting, (Networking for Business)
- Reactive Media case study, (Starting Small, Growing Big: Reactive Media)
- receivables
-
- system for, (Planning a Better Receivables System)
- recognition factor
-
- in client relationships, (Positive Recognition)
- records
-
- employment, (Acknowledging the Importance of Records)
- red flags
-
- "pesky" clients, (Spotting the Red Flags)
- reference checks
-
- new contractors, (Assessing Potential Contractors)
- referrals
-
- asking for, (Asking for Referrals), (Reaching your Target Market)
- client service, (Referrals)
- Walmac Interactive case study, (Key #3: Use Existing or Past Contacts)
- referred prospects
-
- importance of, (Focusing on Referred Prospects)
- referrers
-
- thanking, (Following the Process for Success)
- rejection
-
- accepting, (About You)
- dealing with, (Don’t Let Rejection Get to You), (Handling Rejection)
- Imagination Plus case study, (Cold-call Rejection Can Pay Off Big!)
- letters, (Keeping in Touch)
- relationship databases
-
- Christmas Cheer case study, (Background)
- importance of, (Client Relations)
- relatives
-
- advice from, (Finding Good Advice)
- reminders
-
- invoice payments, (Don’t Put Off Invoicing)
- remuneration
-
- staff, (Remunerating your Staff)
- renting, (Summary)
-
- (see also leases)
- equipment, (Managing Expenses)
- repeat sales
-
- explained, (Repeating Sales), (The Key to Repeat Sales)
- reporting
-
- finances, (The Financial Impact of Expansion)
- project management, (Reporting)
- success, (Reporting Success)
- reports
-
- as lead generators, (Doing Business)
- writing, (Writing Reports)
- request for proposals
-
- CrashShop case study, (A Different Approach to Selling)
- researching
-
- marketing information, (Market Information)
- potential clients, (Following the Process for Success)
- your market, (Defining your Market)
- responsibility
-
- for tasks, (Developing a Good Plan)
- retained profit
-
- defined, (The Balance Sheet)
- reviews, performance, (Sharing the Spoils)
- rewards
-
- client complaints, (Covering the Complaints Checklist)
- clients, (Using Weapon Number One: Rewards), (Client Relations)
- staff, (Rewarding your Staff: Bonuses and Options), (The Team)
- risk
-
- attitude towards, (“There's No Risk in My Business”)
- risk analysis
-
- projects, (Undertaking a Risk Analysis)
- risk assessment
-
- clients, (Conducting Risk Assessment)
- ROI (return on investment)
-
- measuring, (Don’t Neglect to Measure ROI)
S
- sales pitches, (Summary)
-
- (see also proposals; offers; quotes)
- benchmarking for, (Following the Process for Success)
- to big business, (Pitching to the Big Fish)
- case study, (We Made the Perfect Pitch ...)
- CrashShop case study, (Making the Pitch)
- improving, (The Pitch)
- making, (Making the Pitch)
- Walmac Interactive case study, (Pitching to Perfection)
- salespersons
-
- perfect example of, (The Perfect Salesperson)
- samples, (Summary)
-
- (see also examples: free samples)
- payment reminder email, (Don’t Put Off Invoicing)
- schedules (see deadlines; milestones; time frames)
- scope creep
-
- learning about, (Project Management)
- Reactive Media case study, (The Biggest Lesson: Learned the Hard Way)
- scope-creeper "pesky" client type
-
- described, (Defining the Characteristics of Peskiness)
- managing, (Optimizing the Scope-creep Opportunity)
- Scout motto, (Client Relations)
- scripts, (Summary)
-
- (see also case studies; examples)
- sales calls, (Selling Yourself)
- secret weapon
-
- recognizing your own, (Recognizing your Own Secret Weapon)
- self-belief
-
- for success, (Arming yourself for Success)
- selling, (Honing your Sales Skills), (Making Repeat, Add-on, and Large Sales)
-
- add-on sales, (Add-on Sales)
- to big business, (How to Catch a Big Fish)
- business of, (Realizing that you’re In the Business of Selling)
- conversion rates, (Doing Business)
- explained, (The Beginning)
- fast track to, (Put yourself on a Fast Track to Sales)
- the finish, (The Finish)
- follow-up, (Ten Courses of Action)
- goal setting for, (Sales)
- process for, (Making Sales)
- reasons people buy, (The Reasons People Buy)
- repeat sales, (Repeating Sales)
- sales pitch, (The Pitch)
- upselling, (Upselling: is it for You?)
- your image in, (Selling Yourself)
- seminars
-
- for promotion, (Holding Seminars)
- services, (Summary)
-
- (see also client service)
- outsourcing, (Counting the Advantages of Outsourcing)
- shopping centers
-
- office space, (Types of Office Locations)
- signage
-
- McDonalds example, (Benchmarking)
- signals (see buy signals; image)
- signing
-
- contracts, (Making the Pitch)
- site maintenance
-
- add-on sales, (The “Right” Time to Sell Site Maintenance)
- site marketing and maintenance
-
- needs analysis questionnaire, (The Needs Analysis)
- site objectives
-
- needs analysis questionnaire, (The Needs Analysis)
- site review
-
- needs analysis questionnaire, (The Needs Analysis)
- site testing
-
- needs analysis questionnaire, (The Needs Analysis)
- situation analysis
-
- needs analysis questionnaire, (The Needs Analysis)
- skills, (Summary)
-
- (see also capabilities)
- analysis of, (The Importance of Skills Analysis)
- for communication, (Communication Skills)
- outsourcing, (Counting the Advantages of Outsourcing)
- for projects, (Preparing to Quote)
- slow "pesky" client type
-
- described, (Defining the Characteristics of Peskiness)
- small business (see business; case studies; examples)
- software
-
- client databases, (Develop a Client Database)
- newsletter editor, (Put yourself on a Fast Track to Sales)
- project management, (Using Project Management Software)
- sole proprietorships
-
- legalities, (The Sole Proprietorship)
- solicitors
-
- advice from, (Finding Good Advice)
- solutions approach to selling, (Selling Solutions)
- sorry
-
- saying to client, (Saying Sorry)
- spam
-
- legalities, (Spam)
- speeches
-
- as a promotion, (Guest Speaking)
- case study, (The Concept of Free Speech)
- sponsoring
-
- charities, (Reaching your Target Market)
- sponsorships
-
- providing, (Providing Sponsorships)
- staff, (Summary)
-
- (see also contractors)
- building, (Build the Right Team)
- business expansion, (Considering Expansion of your Staff)
- company culture, (Considering your Personnel)
- Digital Skyline case study, (Expand Without Offices or Staff: Digital Skyline Studios)
- legalities, (The Employment Relationship)
- qualities of, (Finding the Right Staff Qualities)
- remunerating, (Remunerating your Staff)
- rewards, (Rewarding your Staff: Bonuses and Options)
- starting
-
- business, (Starting the Business)
- "stealing"
-
- in client relationships, (Stealing: the Good Kind)
- stories
-
- telling in selling process, (Telling Stories and Anecdotes)
- strategy
-
- marketing, (Your Marketing Strategy)
- success
-
- attitude for, (About You)
- building from one client, (Build a Successful Business on Just One Client)
- definition, (Defining Success)
- in any environment, (Stepping Out on your Own)
- in running your own business, (Defining Success and Failure)
- "lying" as a key to, (Lying: a Key to Success)
- nothing succeeds like, (Nothing Succeeds Like Success)
- planning for, (Planning to Achieve)
- process for achieving, (Following the Process for Success)
- projecting image of, (Projecting an Image of Success), (Aiding a Positive Perception)
- secrets of, (Secrets of Success)
- summary for achieving, (Arming yourself for Success)
- sunglasses, (Doing Business)
- superiority
-
- feeling of in selling process, (Selling Superiority)
- suppliers, (Summary)
-
- (see also contractors)
- remembering, (Remembering your Suppliers)
- terms from, (Managing Expenses)
- "surprise"
-
- in client relationships, (Surprise to Delight)
- surveys
-
- conducting, (Conducting Surveys)
- needs analysis questionnaire, (The Needs Analysis)
- prospects, (Defining your Market)
- using, (Reaching your Target Market)
- SWOT analysis
-
- business planning, (A SWOT Analysis)
- systems
-
- deliverables, (Planning a Better Receivables System)
- for growing your business, (Putting Systems in Place)
- importance of, (Creating Systems)
T
- talent
-
- valuing, (Undervaluing your Talent)
- target market
-
- reaching, (Why your Marketing Should Be Very, Very Cheap), (Reaching your Target Market)
- tasks
-
- delegating, (Delegating Tasks)
- responsibility for, (Developing a Good Plan)
- taxation
-
- business structure, (The Tax)
- issues, (Considering Taxation Issues)
- teams, (Summary)
-
- (see also contractors; staff)
- communications, (Planning Team Communications)
- motivating, (Motivating your Team)
- tips about, (The Team)
- working with, (Giving Team Members Ownership)
- telephones (see cold calling; phone calls; warm calling)
- testimonials
-
- using, (Using Testimonials and PR)
- thank yous
-
- client complaints, (Covering the Complaints Checklist)
- exhibition case study, (Action)
- importance of, (Client Relations)
- letters of thanks, (Following the Process for Success)
- the media, (Thanking the Media)
- referrers, (Following the Process for Success)
- time frames
-
- defined, (Implementing the Plan)
- no-decision "pesky" client type, (Stirring No-decision into Action)
- working with, (Working with Time Frames)
- time management, (Managing your Time)
-
- explained, (Managing your Time)
- timing
-
- add-on sales, (Any Time’s a Good Time to Add On)
- advertising, (Timing your Advertising)
- media releases, (Contents of a Media Release)
- trademarks
-
- legalities, (Trademarks)
- trial period
-
- new staff, (Utilizing a Trial Period)
- trust
-
- in selling process, (Selling Trust)
- outsourcing issues, (Counting the Disadvantages of Outsourcing)
- trusts
-
- defined, (The Trust, the Joint Venture, and the Franchise)
- truth
-
- importance of, (Client Relations)
- in client relationships, (Lying: a Key to Success)
U
- unavailable "pesky" client type
-
- described, (Defining the Characteristics of Peskiness)
- managing, (Reaching the Unavailable)
- unique selling proposition
-
- identifying, (Identifying your Unique Selling Proposition)
- upselling
-
- explained, (Upselling: is it for You?)
- urgency
-
- creating a sense of, (Client Relations)
V
- value, (Summary)
-
- (see also perceived value)
- charging for, (Money Matters)
- of clients, (The Value of your Client)
- value-based pricing, (The Best (and Only) Way to Charge)
- variable costs
-
- defined, (The Breakeven Analysis)
- videos
-
- preparing, (Preparing Videos or DVDs)
- virtual expansion
-
- Digital Skyline case study, (Expansion—Virtually)
W
- wages
-
- paying, (Paying Wages)
- Walmac Interactive case study, (Struggle to Success: Walmac Interactive)
- warm calling
-
- how to do, (Warm Calling)
- web developer "pesky" client type
-
- described, (Defining the Characteristics of Peskiness)
- managing, (Taking Control of the Web Developer Expert)
- web projects (see project management)
- WebProjects case study, (Web Design Clients on Retainer: WebProjects)
- writing
-
- articles, (Writing Articles), (Writing Articles for Submission to Industry Magazines), (Doing Business)
- business plans, (Doing Business)
- project briefs, (Writing the Project Brief)
- reports, (Writing Reports)
Y
- Yellow Pages
-
- advertising in, (Yellow Pages Advertising)
- nursery example, (Conducting Surveys)
Customer Reviews
Live, unmoderated reviews from our customers, typos and all.
What a fantastic way to supplement my recent E-Commerce Master's degree. A great way to kick-start my web development business by providing so much useful information! THANK YOU 3 TIMES OVER!!!
Robert Bender, USA 
Still on the beginning and already full of new ideas to grow my business. I'm very happy with my purchase.
Pablo G Vazquez, USA 
Awesome Information: With One Lead, I was able to cover the cost and more....
Definitely a thought provoker for someone who in a rut.
Michael J. Muff, USA
Valuable information presented well. Definitely worth the price.
Milton Taylor, USA
This information is absolutely key for anyone considering freelancing or opening their own shop. Honestly, I wish the whole thing was my little secret.
Carl Stearns - CivicMindMedia.com, USA
Great kit, exactly as described and more. Thanks!
Bobbie Rathjens, USA
Not bad. Some redundancy but all in all - good info.
Philip Gauthier, USA
The kit more than lived up to my expectations. If you're in the design business, I'd say it's a must have. Very well done.
Jeff Kastning, USA
This has some awesome strategies. We are primarily a graphic design business and found a lot of this resource applies to us.
http://www.omnificdesign.com.au/
Wesley Towers, USA
Really great, hands-on advice. The document library is a great boon for someone that's done the web work, but not the business work.
Thanks!
Toby Martini, USA 
It was user friendly, explained everything in detail. Worth every cent.
Karen M. Brown, USA
I like this kit, a lot of great information and the sample templates are really usefull.
I hope that my business really takes off
Andrew Hampson, USA
Just great, and easy to follow. Soon to put everything in practice, which me luck
Edison A. Leon, USA
A little pricey, what with the Dollar going
to Hell and all, but well worth it, I think. Very comprehensive, with forms for everything except asking for bids on a company car.
Mark Hiatt, USA
Product Details
| Edition: |
2nd Edition |
| Price: | $247.00 |
| Shipping | FREE (Limited time) |
| Pages: | Folder 1: 509
Folder 2: 182
|
| CD-ROM: | Included |
| ISBN: | 978-0-9802858-3-3 |
| Last Updated: | Aug 2007 |
SitePoint Books
- Advocate best practice techniques
- Lead you through practical examples
- Provide working code for your web site
- Make learning easy and fun
