Robert Fein: Pitching UX
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Golden rules for effective pitching, from demonstrating your idea to developing client chemistry.
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Robert Fein: Pitching UX
- 1. Pitching User Experience A high-speed practicum
- 2. Some ground rules Discussions are more fun than talks Ask questions Volunteer information
- 3. Agenda The Pitch Process Practical Exercises 20 min 70 min
- 9. Approach
- 10. Hygiene factors
- 12. Present interesting enough response
- 13. Show confidence / competence
- 14. Make client believe in team
- 15. Negotiations
- 19. Develop rapport
- 22. Develop rapport
- 24. Find boundaries
- 26. Approach
- 27. Hygiene factors
- 29. Find boundaries
- 31. Approach
- 32. Hygiene factors
- 34. Find boundaries
- 36. Approach
- 37. Hygiene factors
- 39. Find boundaries
- 41. Approach
- 42. Hygiene factors
- 44. Find boundaries
- 46. Approach
- 47. Hygiene factors
- 49. Find boundaries
- 51. Approach
- 52. Hygiene factors
- 54. Find boundaries
- 56. Approach
- 57. Hygiene factors
- 59. Show confidence / competence
- 63. Practical Exercises Split up into groups of 4 Lightening work
- 64. Practical Exercises RFI / RFQ / PQQ Exercise RFP Exercise 1 – Identify Problem RFP Exercise 2 – Find Boundaries Break (5 minutes) RFP Exercise 3 – Approach & Schedule Pitch Exercise 7+3 minutes 7+3 minutes 5 minutes 5 minutes 5+20 minutes 3 minutes each
- 65. Practical Exercises RFI / RFQ / PQQ Exercise RFP Exercise 1 – Identify Problem RFP Exercise 2 – Find Boundaries Break (5 minutes) RFP Exercise 3 – Approach & Schedule Pitch Exercise 7+3 minutes 7+3 minutes 5 minutes 5 minutes 5+20 minutes 3 minutes each
- 67. Practical Exercises RFI / RFQ / PQQ Exercise RFP Exercise 1 – Identify Problem RFP Exercise 2 – Find Boundaries Break (5 minutes) RFP Exercise 3 – Approach & Schedule Pitch Exercise 7+3 minutes 7+3 minutes 5 minutes 5 minutes 5+20 minutes 3 minutes each
- 69. Find boundaries
- 71. Approach
- 72. Hygiene factors
- 74. Find boundaries
- 76. Approach
- 77. Hygiene factors
- 79. Practical Exercises RFI / RFQ / PQQ Exercise RFP Exercise 1 – Identify Problem RFP Exercise 2 – Find Boundaries Break (5 minutes) RFP Exercise 3 – Approach & Schedule Pitch Exercise 7+3 minutes 7+3 minutes 5 minutes 5 minutes 5+20 minutes 3 minutes each
- 81. Find boundaries
- 83. Approach
- 84. Hygiene factors
- 86. 5 minute break
- 88. Find boundaries
- 90. Approach
- 91. Hygiene factors
- 94. Find boundaries
- 96. Approach
- 97. Hygiene factors
- 99. Practical Exercises RFI / RFQ / PQQ Exercise RFP Exercise 1 – Identify Problem RFP Exercise 2 – Find Boundaries Break (5 minutes) RFP Exercise 3 – Approach & Schedule Pitch Exercise 7+3 minutes 7+3 minutes 5 minutes 5 minutes 5+20 minutes 3 minutes each
- 101. Show confidence / competence
- 103. Thank you Some facts about Robert Work history 6 ½ years in the US high-tech industry client-side US West, Intel, Trilogy, Convio 9 ½ years in the UK Sapient, FullSix, DNA, LBI, Seren, Electronic Ink, GrandUnion On a wide variety of use domains Web(B2C, B2B, B2E), Device, Mobile, Consumer software, Enterprise software, client-server, IVR On a wide variety of industries Retail, Grocery, Consumer Electronics, Government, Energy, Telecom, Leisure, Construction, Financial services, Non-profit Educational History He studied for a PhD in Cognitive Psychology but got bored at the final hurdle and decided work was better – one of the best decisions of his life He is a proud father to Georgina Robert M. FeinDirector of User Experience grandunion m: +44 (0)7803 605 666 t: +44 (0)20 7908 0708f: +44 (0)20 7908 0701 Moray House23-31 Great Titchfield StreetLondon, W1W 7PAwww.thegrandunion.com Note:He is looking to hire a Mid-weight and a Junior UX
Editor's Notes
- Request for InformationRequest for QualificationsPre Qualifying Questionnaire
- Designed to allow the companies to determine how well they like each other and if there is “chemistry” between them
- Designed to allow the companies to determine how well they like each other and if there is “chemistry” between them
- multiple routes presented earlier on in the process at what were termed 'tissue meetings‘, nothing could be bought or sold in these meetings but they allowed an early airing for fresh ideas.tissue meeting was one in which the AM rep (or Matt) floated the format / pathfinder / approach by the client to get buy in and direcion
- Solution is the Big idea with worked up examplesApproach is HOW you would go about doing it (e.g., waterfall, workshops, etc) leads to Schedule
- Hygiene factors are the boilerplate parts that go into pitch – usually in a long-hand doc Deliverable Definitions Your company’s approach (macro and UX) etc
- Designed to allow the companies to determine how well they like each other and if there is “chemistry” between them
- Handout #1 -- Slides
- Request for InformationRequest for QualificationsPre Qualifying Questionnaire
- Handout #2 -- RFIPurpose Dates / deadlines Outlined process
- Designed to allow the companies to determine how well they like each other and if there is “chemistry” between them
- Handout #3 -- RFPNote: Purpose Dates / deadlines Outlined process
- Develop Q&A
- Get Q&A back
- Note: Purpose Dates / deadlines Outlined process
- Develop a Solution with worked up examples and an ApproachDevelop a Schedule (don’t worry about cost)
- Designed to allow the companies to determine how well they like each other and if there is “chemistry” between them
- Pitch