Selling Design

Selling Design is a practical session aiming to help design businesses strengthen every stage of the sales journey, from finding the right prospects to building lasting client relationships. The session will explore how to identify and qualify potential customers, so you can focus your time on opportunities with the strongest fit and avoid investing energy in leads that are unlikely to convert. It will also look at how networks, referrals and existing relationships can create warmer introductions, build trust earlier and open doors to better conversations. Attendees will learn approaches for building rapport, understanding customer needs and asking thoughtful questions that reveal the real challenge behind the brief. The event will then cover how to turn those insights into clear proposals and confident pitches that communicate value, connect design work to business goals and help clients make decisions. You will also gain practical guidance on pricing, closing and moving smoothly from agreement into delivery, with clearer expectations from the start. Finally, the session will consider how to maintain relationships after delivery, identify opportunities for repeat work and upselling, and build stronger partnerships over time.

Attendees will leave with practical ideas they can apply immediately to improve sales conversations, win better-fit projects, protect value and develop more sustainable client relationships.

About our speakers

James Hanson

Managing Director, Layers Studio

James is founder of Layers Studio, with over 18 years digital design experience in brand, UX, UI and software for clients locally and internationally. James has spoken at events across the North East as well as TNW in Amsterdam and represented the UK for ACT in London and Denmark. James founded Layers Studio in 2016 and has since grown the business to a strong team of designers, developers, marketing, project management and business development specialists. Taking your project from Post-it to Launch-it, James leads the Layers Studio team as they design experiences your users will love.

Jeni Smith

Founder, NetKno

Jeni is a keynote speaker, facilitator and founder of NetKno, a consultancy specialising in networking strategy and relationship-led growth. With over 20 years’ experience working with organisations across corporate, public sector, and higher education, Jeni’s work focuses on how people build trust, collaborate effectively, and navigate complex professional relationships. Alongside her commercial work, Jeni is currently undertaking a PhD at Durham University Business School, applying design science to develop tools to bridge the gap between academics and practitioners. Jeni has delivered keynotes, workshops, and facilitated sessions for organisations including HSBC, the Department for International Trade, NHS bodies, universities such as Oxford, Cambridge, Durham and Manchester, and a wide range of business networks and leadership audiences across the UK and internationally.

Jeni helps audiences think differently about how they connect, communicate, and collaborate, offering insight that is both intellectually credible and immediately usable.

Marc Holliday

Managing Director, E3Design

Marc is the Managing Director of E3Design, an award-winning Industrial Design and Engineering Consultancy based in Newcastle. With over 15 years’ experience turning ideas into real-world products, Marc has worked with some of the world’s largest companies across FMCG, consumer electronics, consumer product, medical, defence and many other sectors. Passionate about product development and innovation, Marc particularly enjoys helping ambitious start-ups navigate the challenges of turning an idea into a successful product and business. He brings a practical, hands-on approach to design, engineering and commercialisation, shaped by years of seeing what works and what doesn’t.

Matt Forster

Strategic Communications Director, Gardiner Richardson

Matt is strategic communications director at brand communications agency Gardiner Richardson, where he uses the fundamentals of storytelling to bring life to brands and brands to life. He has built a career around story, from working a patch as a cub reporter to developing strategy for brands around the world.

About the venue

You can find further details about this venue here.