Hudson Fusion

Well said Kelly. I couldn't agree more. I have felt for a long time it is disrespectful of our profession and I've learned the hard way that it really doesn't get us anywhere. When we do spec work, we degrade ourselves.

I do tend to think that those prospects who request spec work, don't think about it from our perspective. I think they are uncomfortable committing to a relationship without seeing what it is they are planning to purchase up front...kind of like buying a pair of sneakers. You want to see them and try them on to see if they fit before buying.

A prospect today asked us "How do I know that you are the right firm for me?" Again, that's a tough one to answer without getting all "salesy" on them, but I think it's the same question that the prospect who is asking for spec work is asking. The answer is that it really comes down to a leap of faith of sorts. Of course, you can look at previous work to see the quality. And, of course, you can ask for references, although we all know that since the firm chooses which references a prospect can contact, the chances of hearing anything but a glowing review are slim. But, the bottom line is that you just have to "connect" in some way. There are no guarantees, and you can't return the product if you're dissatisfied. So, for a company who has never engaged with a marketing firm before, I understand the kind of security they are looking for when asking for spec work.

HOWEVER, providing work on spec is a dangerous thing in more ways than one. Even if you were to agree to do it because you had all the time in the world to do work for free, (and btw, that right there should tell the prospect something), how can you do anything more than guess at what the right solution would be for a company without any opportunity to get familiar with their audience or their brand? It really does bring the whole thing down to the same level as buying that pair of sneakers, doesn't it? It might fit the business owner's feet, but it's not necessarily what he should be wearing to the party.... See More

I could go on for hours.....