Because I’m convinced that the key technique to writing a graphic design proposal that gets you the job (this goes for a web design proposal or RFP response too for that matter) -- especially the big ones -- is this:

Devote as many pages of your design proposal to the client – your understanding of their needs and your recommendations for them – as you do to yourself and your qualifications.

In developing the Designer's Proposal Bundle I read a lot of graphic design proposals and I was amazed at how many of the proposals were all about the designers and not so much about the project at hand.

If you're working on a graphic design proposal template...
25 per cent of the proposal document should be devoted to persuasively written and completely customized text about your client's project in the following areas:

• Project Goals. This is where you essentially regurgitate what you’ve heard the client say and/or what you’ve been able to dig up about them online, or know from your experience with them. This shows how much time you’ve invested and how well you’ve listened.
• Project Recommendations. Since doing spec work is off limits, it helps to share your ideas and recommendations verbally, so the prospect knows you’ve given it some thought and have ideas at the ready.
• The Process. A client who doesn’t know you has no idea what they’re buying. Go into detail about how you work as it relates to the project. Unless you describe the process, explaining how and why you do what you do, they can’t imagine it, can’t justify it, can’t value it and therefore can’t pay you what you want for it.

Read more on this in my latest "Down to Business" column for Applied Arts. And if you are looking for sample proposals (or 11 of them!) check out the Designer's Proposal Bundle in MyDesignShop.com

Let me cut right to the chase: you’re coming to the Creative Freelancer Conference to meet people.

Sure, you think you’re coming to CFC for business advice, or tax tips. You’re not. You’re coming to CFC because of the amazing people who also attend this conference. They’re the ones who will form your network, your tribe, your motivational kick-in-the-butt team who will help you through the changes in your business.

You want to meet them, right?

Guess what? They want to meet you.

Yes, you: the one who wants to sit in the back of the room and quietly observes.

Yes, you: the person who would rather endure a root canal than speak to a stranger at a cocktail party.

Yes, you: the introvert who is convinced that the three hardest words in the English language are, “Hi, I’m ____.”

Know how I know this? Because we’re just like you.

So let’s make it easy. Here are some networking tips and tricks (and outright cheats) for meeting us:

• Send messages using the Twitter hashtag #CFConf Example: “Want coffee? I’m buying. Winner is the first person to find me. I’m by the blue couch in the lobby.”
• Bring candy. You’ll never be more popular than when you deliver treats to your tablemates during the afternoon doldrums.
• Wear something distinctive. A memorable necklace. A bright shirt. An unusual hat. Give people a reason to make eye contact and start a conversation.
• Bring party favors. Seriously, a little bit of silly goes a long way.
• Bring crayons. Most attendees are artists. Have a contest for who can draw the best/funniest/most interesting picture of a Boston landmark.

What’s my trick? Sorry, you’re just going to have to wait and see.

BTW: It's not too late to register for the Creative Freelancer Conference in Boston on June 21-22, 2012. Details and sign up here. And be sure to use this promo code for an additional $50 off: CMM12

So how do you (first) find what's different about you and (second) highlight it for your prospects and clients so they can choose you?

That's a question I answered recently on the "The Lab,"Agency Access' Blog. Here's an excerpt....

It may sound paradoxical, but to find what’s different about you, start by looking at your target market. What do they need that you have? What do they value that you provide?

Your points of differentiation spring from your answers to these questions. This can be in a variety of realms, including your process (how you work), the quality of your work or the focus of your work, such as subject matter expertise.

But it has to be important to them. So, for example, if you’re good with color but that doesn’t matter to them or the work they need done, find something else to point out.

Read on to see how Nat Clymer, portrait photographer, demonstrates his point of differentiation.

How do you do it?

Question

One of my clients recommended me to another really good prospect that I would love to work with. They have my information and need a designer but haven't called. I asked my client if she was comfortable giving me the contact's information so I may reach out to them myself. She did, now what?

Answer

This is essentially a question about how to be more active with word of mouth. Because even when people recommend you, if you don't hear from the prospect, it does you no good! What can you do to proactively follow up on word of mouth prospects?

I would call and refer first to the person who make the connection. “This is (your name) and So-and-So gave me your contact info and said you were looking for a designer. I believe she even gave you my name. So I wanted to follow up and find out more about what you need and whether you’d like to see some samples.”

If you don’t reach her, you can also send the same message via email. Be sure to highlight what you’ve done for the referring client.

That was my answer...what would be yours? What have you done that's worked in this type of situation?

But they come back year after year (this June 21-22 in Boston is our 5th!) because of the interaction with the other freelancers. And we try to foster as much interaction as possible. (There's not a lot of sitting back and listening here.)

We're trying a few new things this year that I'm hoping you will want to participate in. We need everyone who’s there to join in the conversation. Share what you know. Ask questions. After all, we’re all in this together.

In fact, we’ve made it easy for you to engage—and we’re looking for people who are interested in participating in three aspects of the conference:

• Happy Hour presentations—we’re looking for folks who want to get some practice speaking to a group by giving 5-minute, pecha-kucha-style presentations
• Live business audit—I am conducting a real-time business review for one creative freelancer who volunteers to get feedback on their business and marketing strategy
• Morning roundtables—Friday, June 22 will kick off with roundtable discussions over coffee and we’re looking for discussion leaders … name your topic!

Interested in any of these opportunities? E-mail me directly.

Learn more about CFC’s extras and networking opportunities here. And be sure to sign up soon, while you’re thinking of it, and use the $50 discount code "CMM12"

My son (then 7 months old) needed a room of his own, so I had to give up my cozy home office. It had been a goal of mine to rent an office, so I was happy to make the jump.

It was a bit overwhelming at first: where to look, what to look for—not to mention packing and moving everything. I started out by making a list of goals for the new office: walking distance from home, square footage equal to my home office, affordable rent, proximity to at least one coffee shop.

Since I knew I wanted to be close to home, I pounded the pavement, looking for “For Lease” signs. After a few months of searching, I was lucky enough to find an office that met all my goals—with high ceilings and exposed brick, to boot.

Here are a few tips for starting the office search.

Things to consider:

• Location: Choose a location that is convenient for both you and your clients. If you have kids and/or dogs, a location that is walking distance from home may be best. I have both and love the fact that I can easily go home at lunchtime to see my little boy and take pooch for a walk.
• Cost: examine your overall budget to see how much you can afford each month. Make sure to add potential extras such as utilities and internet/phone access.
• Space: Carefully consider how much space you need. I decided on a smaller space, knowing it would be affordable—and keep me from accumulating too much design ephemera!
• Shared space/co-working space: If you crave human interaction, this may be your best bet. Co-working spaces have become popular. Also, many larger creative firms are willing to rent you a desk or room (and you can share creative supplies, i.e. Pantone books, paper swatchbooks, etc).

How to find office space:

• Leasing agent: many cities have agents that specialize in a type of property or neighborhood. This can be useful if you are short on time.
• Walk the neighborhood: I found my office on a walk with my dog. Look for “For Lease” signs around your neighborhood and give them a call.
• Ask around: send a shoutout to your friends and colleagues. You never know who might have a lead.

So, you’ve found the perfect space. Now, it’s time to ask questions:

1. Are utilities included?
2. Is there an existing phone/internet hook-up in the office?
3. Is the building/office accessible 24 hours or during specific hours?
4. What type of security is available in the building?
5. Is there parking (if applicable)?
6. What other types of businesses occupy space in the building? (good to know for future networking or partnerships)
7. What are the terms of the lease?

Now that I’m settled in, I love my new office. Though having to “get ready for work” again every day took some getting used to, it’s nice to have a place where I can focus strictly on work—but still take a long lunch in the park with my son. I can also schedule client meetings or collaborative work sessions at my office instead of the local coffee shop (don’t worry, they are still getting my business!)

Have you made, or are you looking to make the jump from a home office to an outside office? Share your experiences and tips.

This year … this year will be different for me. In addition to helping Ilise with some small hosting duties, I’ll be a full-on, official, taking-notes-and-paying-attention attendee. That’s because this week marks my first anniversary as a creative freelancer myself.

Having spent virtually all my publishing career with HOW, and having learned so much from HOW’s efforts to help creatives run successful practices, I figured I had this freelancing thing figured out. I was wrong. I have a lot—a LOT— to learn.

Mostly, though, I’m looking forward to collaborating, celebrating (and, yes, commiserating) with my fellow creative solopreneurs. This can be lonely work, y’all, and sometimes just a little camaraderie helps.

Read more here about what Bryn's looking forward to at CFC...

And you can still get $50 off when you use the promo code "CMM12" to register for CFC here.

As she wrote about her first year on her blog, writes4food.com, "The first year as an independent journalist and copywriter focused on food, wellness and creativity (see how I have that tagline down pat?) has been all I expected, and more. Fulfilling, rewarding, mind-expanding, challenging, baffling and frustrating."

Along the way, she has shared her ups and downs candidly, which you don't see very often. (Listen to the whole podcast series here.) Here are the highlights:

• May 2, 2011: Welcoming Bryn to the World of Freelancing
• May 10, 2011: Bryn's First Week as a Freelancer
• June 2011: Vacationing as a Freelancer at 5 weeks!
• July 2011: First CFC as a freelancer
• August 2011: A case of the I-don't-wannas at 3 months
• October 2011: Struggling with pricing at 5 months
• January 2012: First Tax Surprise!
• February 2012: Bryn's First Slowdown at 6 months
• March 2012: Bryn Focuses on LinkedIn to Make Connections (and it works!)

In June, Bryn will be in Boston at the Creative Freelancer Conference once again, as a full fledged freelancer. Will you join her?

25% growth in my business since then is pretty sweet! Plus, I’ve turned down more projects and my business gained momentum this past year!

No matter if you are a designer, writer, illustrator, photographer or other creative solopreneur, new entrepreneur or a veteran creative, this conference has something for you. I believe if you are truly hungry for knowledge to catapult yourself and your business into the most, streamlined, profitable, creative machine - you won’t miss CFC in Boston this June 21-22. (Early bird deadline ends today, April 30, so don't wait-- register now.)

The conference is an environment where you can renew, refresh, rejuvenate and reunite with creative colleagues. It provides a plethora of solutions, tools and inspirations shared by entrepreneurs who happily teach from experience. And if you come early and stay late, you’ll get even more nuggets to grow you, your business and your clients.

I’ve been to other conferences, yet CFC is the only one that nurtures an environment where you can ask questions, gain confidence and walk away with goals and a plan specific to you and your career. These are professionals from all over the US and other countries, not just your hometown.

Some highlights from last year for me:

• Sassy Dyana Valentine and brilliant Ilise Benun shared breaking out of the rut, marketing yourself intelligently, and savvy money management.
• Cool hand Luke Mysse encouraging “Cloud Time” and independent creative mercenary, Steve Gordon, teaching that you’ve got to have playtime. They can both foster some of your most productive hours of the day. And the stress I don’t feel if I need to scour design magazines rather than jump on that pressing project has certainly saved me a few gray hairs.

And guess what? They’ll be at this year’s conference, ready to meet you, ready to share, and jumping at the chance to smother you with tips on helping you be as successful as possible.

Then there were the extraordinary new colleagues I was fortunate enough to meet and get to know over lunch, dinner and after hours beverages. CFC brings together a culturally diverse group that share a creatively self-employed bond, collaborate openly and thirst for personal growth and strength in their professions. Yes, I’m talking about you Brett Tomczak, Jason Genghis and Alisa Bonsignore.

So what are you waiting for? Buy your tickets, get on that train, plane or whatever and come to Boston. I promise, you’ll be glad you did! I’m excited to meet you there!