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Gain Conference 2006
Pre-conference workshops

Pre-conference workshops will be offered early afternoon on Thursday, October 26, at The Roosevelt Hotel. Space for each workshop is limited, so we encourage you to register early.

Registration fee is $125 per workshop.


Attendees must choose one 1:00–3:00 p.m. workshop from the following choices:

Knowledge Visualization for Executive Management
Terri Ducay, vice president, design strategy, Cheskin
Strategic problem–solving is a complicated task that requires processing of large amounts of information. Effective problem-solving requires fast and accurate analysis of the issues surrounding the problem. There are methods and frameworks that support strategic decision-making. This workshop will explain the growing importance of visualization in executive management and offers a perspective on strategic problem-solving.
Topics covered in the seminar include:

  • Issues surrounding high level decision makers and the need to communicate clearly and concisely
  • The growing need to provide complex information for time sensitive executives
  • How to convey complex strategic information in a manner that allows for quick reading and understanding.

Selling by Design
Blair Enns, president and founder, Enmark Performance Development
Have you ever claimed to build your design practice "by word of mouth?" Do you see the act of selling as the undesirable, even distasteful, art of convincing? Do you believe that good designers should not have to actively pursue new clients? Do you feel like your design earns you respect and having to sell your design costs you that respect? Join Blair Enns, sales consultant to marketing communication agencies and author of the Win Without Pitching agency business development system, in this 2.5 hour workshop that will have you re-thinking one of the basic functions of business: selling. Learn a new perspective on selling that explains away the common stereotypes and misunderstandings around the "s" word. In this workshop we will examine the five most common business development mistakes and how to avoid them, including parting with your thinking uncompensated, and the proposal-writing trap. Learn how to build your client base with integrity and professionalism in a manner command the money and respect you deserve.

Running it like a Business: How to Get Your Business Working for You, Rather than the Other Way Around
John Patrick Starling, chief executive officer, Smith Content
“Running It Like a Business” empowers companies to achieve a greater understanding of the creative service business model, the importance of team building, and how the sales cycle affects a business. Attendees gain valuable insight into building, running and exiting a world-class creative-service business.
Topics covered in the seminar include:

  • Your personal relationship to money and how it determines your businesses success
  • The creative service business model
  • Three levers of service-based businesses
  • Team building by personality
  • The sales cycle
  • Process wins
  • Never be called a “vendor”
  • Building with the end in mind


Participants may attend both workshops with Shel Perkins and Linda Joy Kattwinkel, held from 10:30a.m.–12:30 p.m. and 1:00–3:00 p.m.:

Intellectual Property Basics: A Designer's Guide to Copyrights, Trademarks and Patents
Shel Perkins, chairman, AIGA Center for Practice Management and author, Talent Is Not Enough: Business Secrets For Designers and Linda Joy Kattwinkel, Esq.
Intellectual property is a very important topic for creative professionals. We strive to produce work of significant value and we negotiate with clients for its use and ownership. This workshop provides an overview of the core issues for design and marketing: copyrights, trademarks and trade dress, utility patents and design patents. We’ll discuss details of ownership, protection, infringement and licensing. We’ll share many real–world examples along the way. (Don’t miss this opportunity to find out what the term work–for–hire really means, and whether or not it’s appropriate to your projects!)
(This session will be held from 10:30 a.m.–12:30 p.m.)

Designer/Client Contracts: An Introduction to the New AIGA Standard Form of Agreement for Design Services
Shel Perkins, chairman, AIGA Center for Practice Management and author, Talent Is Not Enough: Business Secrets For Designers and Linda Joy Kattwinkel, Esq.
Every time you perform services for a client, you have a contract whether you know it or not! You need to make sure that it’s fair. In this workshop, we’ll explain what constitutes a legally binding contract, review the most common problems caused by oral agreements, and learn the vital role that a well–written document can play in keeping client relationships on track. To help you accomplish this, we’ll examine the new AIGA Standard Form of Agreement for Design Services. It contains recommended terms and conditions, explanations of the key legal concepts involved, and suggestions for incorporating smart contracts into your own design practice.
(This session will be held from 1:00–3:00 p.m.)