Help! The Prospect is Stealing My Ideas!

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  dave.stein@...10/10/08 Report as spam
  1

  RE: Help! The Prospect is Stealing My Ideas!

  Unfortunately this is fairly common in the creative services sector.
  
  Here is another strategy to consider: Don't share your actual ideas with prospects. Share with them your process for developing the ideas. I can envision you creating a very compelling discussion around the creative process--each step, when and how individuals within your organization get involved, their backgrounds (talent, expertise and experience), names of specific clients you've helped, details of applications where you've delivered real business value through your ideas and the results... You can present this with a flip chart, white board, or much better, in an impressive glossy <ocument.
  
  For times when the customer asks for specific examples of how it would all work in their case, you can pre-configure a proof-of-concept mini-engagement--say a half-day, where you would work with their team to develop not a whole concept but the foundation of one, just to prove you can do it. For that you would charge them a nominal fee.
  
  The fee works wonders, if you can pull it off. (I know it's not easy, but I'll bet you can get approval in at least some of the opportunities.) First, it's a fantastic qualifier. You'll know they're serious. Second, once they've written the first check to you, the next one (or more) are always easier.

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  DennisBoen10/10/08 Report as spam
  2

  RE: Help! The Prospect is Stealing My Ideas!

  You're all wrong on this one. The best sales machines have more ideas and more "best practices" for implementing them than any prospect can ever address. If we're truly interested in creating a long-term relationship, we're more than a one-trick pony. We're a resource of great ideas and even better execution. When the prospect realizes this, they're yours. If they don't realize this, you're at fault for not making your ideas and your solutions real.

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  Graphicsman10/10/08 Report as spam
  3

  RE: Help! The Prospect is Stealing My Ideas!

  Good call! if they steal the FIRST idea, they're at risk of not getting the NEXT good idea from you!
  I worry about sharing too much of the creative process. You know what they say, give a client a fish and he eats for a day, teach a client to fish and you're out of a job.

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  ndlicht110/10/08 Report as spam
  4

  RE: Help! The Prospect is Stealing My Ideas!

  1. Non disclosure, non deployment agreement
  If you "must" share your idea, get that signed up front.
  
  2. Dont sell ideas, sell the value of what your company can do. Ideas are what the buy next and then implementation.
  3. Too much info=stolen idea and free consulting. Do not do that.
  3. Top down ideas - problem, avenuse to take that are general but do not reveal the actual solution ot idea. Tell them that each is quite complex, example why so they get the fact that do it yourself is economically and time wise a bad move. Next press for an exploratory at a fee. In fact, hand them a steps list and fees for each. Once obtained and signed, now implement as agreed.
  
  No stolen ideas