Delivering a Branded Experience

When you interview a prospective client, what do you ask during this rare opportunity to discover intimate details about them, and sell yourself in the process? Open-ended questions, like these, get insightful and inspiring answers:

  • If you could live anywhere in the world, where would that be? Why?
  • What was your favorite room you've ever lived in? How did it function? How did it make you feel?
  • Where would you go on your dream vacation? Why?
  • What's your favorite article of clothing? What texture is it?
  • What is your favorite color? What color makes you feel confident? Peaceful? Excited?

A successful interview will reveal so much about your client. The outline that follows organizes the interview to gain the most insight.

  • What is the Vision for this project? What results does the client desire?
  • What is the Scope of the project?
  • Who is the Client? Who else is involved?
  • How is the Client? What emotional cues do you discern?
  • What are the expectations for time, money and progress?
  • What method and schedule is best to communicate?
  • How will major decisions be made, by whom, and who must be present?
  • What does the Client expect from the "experience of the process"?
  • What are the terms and conditions of the process?

Proposals should look like all the rest of your materials. They should reflect your brand and the luxurious experience of design with you. Make your proposal outstanding by being clear about things like:

  • a shared vision of the project
  • the scope of the project and all your services
  • the project management—its timeline, steps and outcomes
  • the purchasing process—fixed and non-fixed furnishings, other products
  • the construction process—the contractors, the specifications, the time frames
  • the implementation plan, with milestones and budget discipline (no surprises), and compensation

It all adds up to your value.