I Am Not a Web Designer

We need to get away from defining ourselves as the core service we provide. Yes, some of what we do may well be web design, but if we can define ourselves in the terms potential clients understand then they’re more likely to hire us.

When you’re pitching your job is to convince the client that you’re capable, not to walk in with a solution in hand. You don’t have the facts. You haven’t done the research. Don’t walk in with assumptions. When I walk into a pitch I have no idea how to solve a client’s problem, but I’m confident that I have a process for figuring it out. It’s the process that you pitch. Not the solution.
Mike Monteiro on handling clients // .net magazine