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In an interview with InfoDesign, Jared Spool talks about Web Design.

The TakeAway:

I learned quickly that business executives didn’t care about usability testing or information design. Explaining the importance of these areas didn’t get us any more work. Instead, when we’re in front of executives, we quickly learned to talk about only five things:

1. How do we increase revenue?
2. How do we reduce expenses?
3. How do we bring in more customers?
4. How do we get more business out of each existing customer?
5. How do we increase shareholder value?

Notice that the words ‘design’, ‘usability’, or ‘navigation’ never appear in these questions. We found, early on, that the less we talked about usability or design, the bigger our projects got. Today, I’m writing a proposal for a $470,000 project where the word ‘usability’ isn’t mentioned once in the proposal.