Research found by the time clients send a RFQ, they’ve already decided who they want to work with. They’ve chosen a designer from reputation, knowledge and past experience. They’ve chosen someone who is visible.
They may not have worked with them previously, but they’re most likely engaged with them – very probably on LinkedIn.
This means you need to be visible before clients start looking.
Identify who you want to work with
LinkedIn is the perfect forum to build reputation but posting without building a connection list first is like yelling into the wind. Better to build a connection list of potential clients, industry experts and peers, then write discussion posts to interact and incite conversation.
Start with your existing clients – who are their colleagues, suppliers, competitors? Connect strategically, not randomly.
Be visible
Stalking, observing or just liking posts on LinkedIn doesn’t get you on the shortlist. Instead, comment meaningfully on posts. Add your opinion, make an observation or share a relevant experience.The goal isn’t to sell – it’s to be remembered as someone who understands their industry sector and challenges.
Be proactive
You don’t have to write opinion pieces – an easy way to start is to curate and share material of interest to your potential clients. Could be research, trend reports, or case studies. The Up to the Light survey found clients don’t have time to research their own industry sectors but they’re thirsty for knowledge.Position yourself as someone who knows stuff, who brings valuable insights, not just design skills.
So what?
Getting chosen happens long before the RFQ arrives. By the time clients are asking for proposals, they’re often just confirming what they already know – they want to work with the designer who’s been visible, helpful and engaged.PS: Here’s more info about using LinkedIn to find the right clients. And if you’re in Brisbane next month (June 2026), join us for a workshop, this is a little of what we’re talking about.
As always, happy to discuss. Just email.
Carol Mackay
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