Cover -- Title -- Copyright -- Contents -- List of Figures -- About the Author -- Preface -- 1 Taking the Plunge: A Daunting, Energizing Journey -- Facing the reality of entrepreneurship -- Early missteps: an object lesson -- Partnering: a marriage of convenience? -- Do you really need a business plan? -- Building a brand voice -- 2 Setting up House: Firm Fundamentals -- Self-discipline: the first key to success -- How should I structure my business? -- Bookkeeping: why some things are better left to others -- Location, location, location? Not so much anymore -- Vendors: strategic alliances you can't grow without -- The lowdown on markups -- You're not alone: tales and tips from other creatives -- 3 Design firm Management: Tools and Templates -- Managing big-budget costs -- The print production specsheet -- Cashing in on media commissions -- Tracking sales efforts -- Assigning project identification: the key to efficient administration -- Time tracking: the key to managing profit -- The ledger: documenting and tracking receivables -- Invoicing: structuring how you get paid -- Managing cash flow -- Progressive billing: the key to staying solvent -- 4 Designing a Relevant firm Image -- Focusing on a defined practice area -- Defining your USP -- Designing for business -- Showcasing your qualifications -- 5 Communicating Credibility -- Shaping an image that shapes perception -- Getting to know your prospect: pre-pitch research -- Honing presentation skills -- Overcoming jitters -- 6 Effective Business Writing: The Cornerstone of firm Growth -- Good design is no excuse for bad writing -- The new contact introduction letter -- The follow-up letter -- 7 Crafting A Winning Proposal -- Composing the real art of the deal -- Establishing creative methodology -- 8 Time Management: The Key to Design firm Profitability -- Juggling the time clock.

Establishing baseline time rates -- Establishing billable time rates -- Tracking billable time -- The new project start-up package -- Tracking billing information -- Project content folders -- Tracking progressive expenses -- Handling downtime -- 9 Effective Marketing: Your Passport to Success -- Sales: an unavoidable reality -- Absorb like a sponge -- The importance of taking a worldview -- Self-promotion -- Testimonials: harnessing the power of praise -- Capitalizing on peer recognition -- Taking the chill out of cold calling -- Promotional marketing -- Avoiding the "eggs in one basket" predicament -- 10 Growing your firm in any Economic Climate -- "We" vs. "me": the art of shaping perception -- Leveling the playing field -- Corporate chemistry: adapting to cultures and personalities -- Hooking the big fish -- Mining the media -- Mining other income streams -- The nondisclosure agreement -- 11 Sidestepping Obstacles in your firm's Path -- Getting past the gatekeepers -- Dealing with deadbeats -- When good projects go bad -- A sobering reality . . . and a bright outlook -- A final word (or two) -- Index.