In my latest article for Smashing Magazine I discuss How To Sell Your UX Design Solution To Clients:

How do you convince clients to trust you with their valuable and much-loved product? In my experience, the best way to sell work to clients is to apply user-centered design not only to the work we produce, but also to the clients who commission that work.

We have to understand who our clients are, what is important to them and what their goals are. And then we have to deliver work that not only meets the needs of end users, but also satisfies the personalities within the company itself.

I go through three different “client personas”, and how we adjust our process slightly for each. If you’re in the business of doing client work, I hope you’ll find the article useful.