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6 rows where author = "Andy Clarke" and topic = "business"
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| 14 | 14 | The Command Position Principle | Living where I do, in a small village in rural North Wales, getting anywhere means driving along narrow country roads. Most of these are just about passable when two cars meet. If you’re driving too close to the centre of the road, when two drivers meet you stop, glare at each other and no one goes anywhere. Drive too close to your nearside and in summer you’ll probably scratch your paintwork on the hedgerows, or in winter you’ll sink your wheels into mud. Driving these lanes requires a balance between caring for your own vehicle and consideration for someone else’s, but all too often, I’ve seen drivers pushed towards the hedgerows and mud when someone who’s inconsiderate drives too wide because they don’t want to risk scratching their own paintwork or getting their wheels dirty. If you learn to ride a motorcycle, you’ll be taught about the command position: Approximate central position, or any position from which the rider can exert control over invitation space either side. The command position helps motorcyclists stay safe, because when they ride in the centre of their lane it prevents other people, usually car drivers, from driving alongside, either forcing them into the curb or potentially dangerously close to oncoming traffic. Taking the command position isn’t about motorcyclists being aggressive, it’s about them being confident. It’s them knowing their rightful place on the road and communicating that through how they ride. I’ve recently been trying to take that command position when driving my car on our lanes. When I see someone coming in the opposite direction, instead of instinctively moving closer to my nearside — and in so doing subconsciously invite them into my space on the road — I hold both my nerve and a central position in my lane. Since I done this I’ve noticed that other drivers more often than not stay in their lane or pull closer to their nearside so we occupy equal space on the road. Although we both still need to watch our wing mirrors, neither of us gets our paint scratched … | 2013 | Andy Clarke | andyclarke | 2013-12-23T00:00:00+00:00 | https://24ways.org/2013/the-command-position-principle/ | business |
| 44 | 44 | Taglines and Truisms | To bring her good luck, “white rabbits” was the first thing that my grandmother said out loud on the first day of every month. We all need a little luck, but we shouldn’t rely on it, especially when it comes to attracting new clients. The first thing we say to a prospective client when they visit our website for the first time helps them to understand not only what we do but why we do it. We can also help them understand why they should choose to work with us over one of our competitors. Take a minute or two to look at your competitors’ websites. What’s the first thing that they say about themselves? Do they say that they “design delightful digital experiences,” “craft beautiful experiences” or “create remarkable digital experiences?” It’s easy to find companies who introduce themselves with what they do, their proposition, but what a company does is only part of their story. Their beliefs and values, what they stand for why they do what they do are also important. When someone visits our websites for the first time, we have only a brief moment to help them understand us. To help us we can learn from the advertising industry, where the job of a tagline is to communicate a concept, deliver a message and sell a product, often using only a few words. When an advertising campaign is effective, its tagline stays with you, sometimes long after that campaign is over. For example, can you remember which company or brand these taglines help to sell? (Answers at the bottom of the article:) The Ultimate Driving Machine Just Do It Don’t Leave Home Without It A clever tagline isn’t just a play on words, although it can include one. A tagline does far more than help make your company memorable. Used well, it brings together notions of what makes your company and what you offer special. Then it expresses those notions in a few words or possibly a short sentence. I’m sure that everyone can find examples of company slogans written in the type of language that should stay within the walls of a marketing department. We … | 2014 | Andy Clarke | andyclarke | 2014-12-23T00:00:00+00:00 | https://24ways.org/2014/taglines-and-truisms/ | business |
| 51 | 51 | Blow Your Own Trumpet | Even if your own trumpet’s tiny and fell out of a Christmas cracker, blowing it isn’t something that everyone’s good at. Some people find selling themselves and what they do difficult. But, you know what? Boo hoo hoo. If you want people to buy something, the reality is you’d better get good at selling, especially if that something is you. For web professionals, the best place to tell potential business customers or possible employers about what you do is on your own website. You can write what you want and how you want, but that doesn’t make knowing what to write any easier. As a matter of fact, writing for yourself often proves harder than writing for someone else. I spent this autumn thinking about what I wanted to say about Stuff & Nonsense on the website we relaunched recently. While I did that, I spoke to other designers about how they struggled to write about their businesses. If you struggle to write well, don’t worry. You’re not on your own. Here are five ways to hit the right notes when writing about yourself and your work. Be genuine about who you are I’ve known plenty of talented people who run a successful business pretty much single-handed. Somehow they still feel awkward presenting themselves as individuals. They wonder whether describing themselves as a company will give them extra credibility. They especially agonise over using “we” rather than “I” when describing what they do. These choices get harder when you’re a one-man band trading as a limited company or LLC business entity. If you mainly work alone, don’t describe yourself as anything other than “I”. You might think that saying “we” makes you appear larger and will give you a better chance of landing bigger and better work, but the moment a prospective client asks, “How many people are you?” you’ll have some uncomfortable explaining to do. This will distract them from talking about your work and derail your sales process. There’s no need to be anything other than genuine about how you describe yourself. You should be proud to say “I” becau… | 2015 | Andy Clarke | andyclarke | 2015-12-23T00:00:00+00:00 | https://24ways.org/2015/blow-your-own-trumpet/ | business |
| 90 | 90 | Monkey Business | “Too expensive.” “Over-priced.” “A bit rich.” They all mean the same thing. When you say that something’s too expensive, you’re doing much more than commenting on a price. You’re questioning the explicit or implicit value of a product or a service. You’re asking, “Will I get out of it what you want me to pay for it?” You’re questioning the competency, judgement and possibly even integrity of the individual or company that gave you that price, even though you don’t realise it. You might not be saying it explicitly, but what you’re implying is, “Have you made a mistake?”, “Am I getting the best deal?”, “Are you being honest with me?”, “Could I get this cheaper?” Finally, you’re being dishonest, because deep down you know all too well that there’s no such thing as too expensive. Why? It doesn’t matter what you’re questioning the price of. It could be a product, a service or the cost of an hour, day or week of someone’s time. Whatever you’re buying, too expensive is always an excuse. Saying it shifts acceptability of a price back to the person who gave it. What you should say, but are too afraid to admit, is: “It’s more money than I wanted to pay.” “It’s more than I estimated it would cost.” “It’s more than I can afford.” Everyone who’s given a price for a product or service will have been told at some point that it’s too expensive. It’s never comfortable to hear that. Thoughts come thick and fast: “What do I do?” “How do I react?” “Do I really want the business?” “Am I prepared to negotiate?” “How much am I willing to compromise?” It’s easy to be defensive when someone questions a price, but before you react, stay calm and remember that if someone says what you’re offering is too expensive, they’re saying more about themselves and their situation than they are about your price. Learn to read that situation and how to follow up with the right questions. Imagine you’ve quoted someone for a week of your time. “That’s too expensive,” they respond. How should you handle that? Think about what they might o… | 2012 | Andy Clarke | andyclarke | 2012-12-23T00:00:00+00:00 | https://24ways.org/2012/monkey-business/ | business |
| 105 | 105 | Contract Killer | When times get tough, it can often feel like there are no good people left in the world, only people who haven’t yet turned bad. These bad people will go back on their word, welch on a deal, put themselves first. You owe it to yourself to stay on top. You owe it to yourself to ensure that no matter how bad things get, you’ll come away clean. You owe it yourself and your business not to be the guy lying bleeding in an alley with a slug in your gut. But you’re a professional, right? Nothing bad is going to happen to you. You’re a good guy. You do good work for good people. Think again chump. Maybe you’re a gun for hire, a one man army with your back to the wall and nothing standing between you and the line at a soup kitchen but your wits. Maybe you work for the agency, or like me you run one of your own. Either way, when times get tough and people get nasty, you’ll need more than a killer smile to save you. You’ll need a killer contract too. It was exactly ten years ago today that I first opened my doors for business. In that time I’ve thumbed through enough contracts to fill a filing cabinet. I’ve signed more contracts than I can remember, many so complicated that I should have hired a lawyer (or detective) to make sense of their complicated jargon and solve their cross-reference puzzles. These documents had not been written to be understood on first reading but to spin me around enough times so as to give the other player the upper-hand. If signing a contract I didn’t fully understand made me a stupid son-of-a-bitch, not asking my customers to sign one just makes me plain dumb. I’ve not always been so careful about asking my customers to sign contracts with me as I am now. Somehow in the past I felt that insisting on a contract went against the friendly, trusting relationship that I like to build with my customers. Most of the time the game went my way. On rare the occasions when a fight broke out, I ended up bruised and bloodied. I learned that asking my customers to sign a contract matters to both sides,… | 2008 | Andy Clarke | andyclarke | 2008-12-23T00:00:00+00:00 | https://24ways.org/2008/contract-killer/ | business |
| 189 | 189 | Ignorance Is Bliss | This is a true story. Meet Mike Mike’s a smart guy. He knows a great browser when he sees one. He uses Firefox on his Windows PC at work and Safari on his Mac at home. Mike asked us to design a Web site for his business. So we did. We wanted to make the best Web site for Mike that we could, so we used all of the CSS tools that are available today. That meant using RGBa colour to layer elements, border-radius to add subtle rounded corners and (possibly most experimental of all new CSS), generated gradients. The home page Mike sees in Safari on his Mac Mike loves what he sees. Meet Sam Sam works with Mike. She uses Internet Explorer 7 because it came on the Windows laptop that the company bought her when she joined. The home page Sam sees in Internet Explorer 7 on her PC Sam loves the new Web site too. How could both of them be happy when they experienced the Web site differently? The new WYSIWYG When I first presented my designs to Mike and Sam, I showed them a Web page made with HTML and CSS in their respective browsers and not a picture of a Web page. By showing neither a static image of my design, I set none of the false expectations that, by definition, a static Photoshop or Fireworks visual would have established. Mike saw rounded corners and subtle shadows in Firefox and Safari. Sam saw something equally as nice, just a little different, in Internet Explorer. Both were very happy because they saw something that they liked. Neither knew, or needed to know, about the subtle differences between browsers. Their users don’t need to know either. That’s because in the real world, people using the Web don’t find a Web site that they like, then open up another browser to check that it looks they same. They simply buy what they came to buy, read what what they came to read, do what they came to do, then get on with their lives in blissful ignorance of what they might be seeing in another browser. Often when I talk or write about using progressive CSS, people ask me, “How do you convince clients to … | 2009 | Andy Clarke | andyclarke | 2009-12-23T00:00:00+00:00 | https://24ways.org/2009/ignorance-is-bliss/ | business |
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