Comments on: How to Change the Context: A Guide to Winning Contracts https://tedleonhardt.com/how-to-change-the-context-a-case-study-in-winning-contracts/ Helping creative professionals achieve their full potential is my mission. Mon, 10 Oct 2016 17:06:51 +0000 hourly 1 https://wordpress.org/?v=7.0 By: Kurt Niedermeier https://tedleonhardt.com/how-to-change-the-context-a-case-study-in-winning-contracts/#comment-487 Mon, 10 Oct 2016 17:06:51 +0000 https://tedleonhardt.com/?p=2320#comment-487 Another benefit of “changing the context” is that the client starts to see you as more of a “strategic partner” rather than just a [creative] paper pusher. This, in turn, helps build respect and trust. In fact, I have often gone so far as to propose possible solutions that I suspect the client may never go for. They either won’t have the budget, or the ideas may seem too grandiose, at least at the time. Regardless, it lets them know that I’m 1) thinking more long term (i.e. if I’m thinking about where this relationship could go a year from now, then they should be too) and 2) I’m excited to work with you, I’m passionate about the work, and I want to help you grow and be successful.

]]> By: Miriam Lisco https://tedleonhardt.com/how-to-change-the-context-a-case-study-in-winning-contracts/#comment-486 Sun, 09 Oct 2016 17:41:55 +0000 https://tedleonhardt.com/?p=2320#comment-486 My experience has been that major success for your client is so much more productive and effective when you work with the decision makers.

Their goals are clearer and they will listen if you want to take them to an innovative more unique place.

I always tell them that they want to look like the market they belong in but they need to be the standout in that market.

]]> By: Ted Leonhardt https://tedleonhardt.com/how-to-change-the-context-a-case-study-in-winning-contracts/#comment-203 Thu, 14 Apr 2016 17:09:24 +0000 https://tedleonhardt.com/?p=2320#comment-203 In reply to Ken Soto.

Ken, I’ve found that if a personal connection can’t be made that the likelyhood of winning the assignment is very small. So, I just don’t pursue opportunities where I can’t connect. I’ll write a note something like this: “As a professional I’ve adopted a policy of only working with clients who will discuss their needs with me in person or failing that, on Skype.”

]]> By: Ken Soto https://tedleonhardt.com/how-to-change-the-context-a-case-study-in-winning-contracts/#comment-88 Sun, 07 Feb 2016 15:43:45 +0000 https://tedleonhardt.com/?p=2320#comment-88 Ted – thanks for the story. All of my experience confirms your approach is beneficial – developing a relationship with decision makers is hugely beneficial, and your specific solution was masterful – but many times contact with individuals within the company is prohibited during the review process, at least for the types of projects we pursue. Wondering if you have any thoughts on how to adapt this approach to situations when you are told you can’t make these connections.

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