Picking up from this report, a bit more info from HOW's Mind Your Own Business Conference in San Diego, which wrapped up yesterday (November 4).

The big highlight of Day 3 -- and of the conference overall -- was Deborah Dawton, CEO of London's Design Business Association. Our peers across the pond are beginning to get their collective heads around the massive challenge of measuring (really!) the bottom-line value of design. Like, in terms of goods sold, or dollars saved, or reputation enhanced, or effectiveness increased. Dawton didn't have all the answers, but she DID have all the questions: specifically, the questions designers must ask their clients in order to measure design's effectiveness and, in turn, to define their work's worth.

She noted that "The businesses you work for aren't all that different from the businesses you work in" -- in other words, the very same business challenges a design firm faces (profitability, staffing, efficiency, differentiation) are the ones the client faces, just on a larger scale. So it's imperative for designers to understand their OWN businesses as well as their clients'.

The first step to measuring design's value, she noted, is to determine the client's current business state before the project begins -- it's impossible to peg increased sales to a brochure design when you don't know what sales were before the brochure. And it's critical to then define, "How will we know if this project is successful?" and, finally, to get as much information from your client about business results. Afraid they won't give you that info? Ya gotta ask.

After some late-night discussions and early morning roundtables, the conference wrapped up on Sunday with "Crucial Conversations," in which Ron McMillan outlined some tools to use when we're engaged in touch conversations where emotions, stakes and differences of opinion run high.

Thanks to all the principals who participated this year!