The Presentation Guild Quarterly Business Talks:
Balancing Confidentiality, Pricing, and Client Relationships in the Presentation Design Industry
Every quarter, a vibrant group of entrepreneurs, solopreneurs, and freelancers in the presentation industry comes together for a collaborative session hosted by the Presentation Guild, led by Nolan Haims, Nolan Haims Creative and Bethany Auck, Slide Rabbit. These conversations are more than just casual catch-ups — they’re honest, insightful deep dives into the real challenges and opportunities we face in our work. From pricing dilemmas to client relationships, confidentiality concerns to prospecting strategies, no topic is off-limits. In our latest session, the discussion covered some particularly resonant themes.
In the world of presentation design, running a successful business is about far more than just making slides look good. It’s a dynamic balancing act — between showcasing your expertise and respecting client confidentiality, between setting fair prices and remaining competitive, and between attracting new business and nurturing long-term relationships. A recent conversation among presentation entrepreneurs in our Presentation Guild Quarterly Business Talk touched on all these aspects, revealing just how nuanced and strategic the work really is.
One of the most pressing challenges discussed was the difficulty of building a portfolio when the work is largely confidential. For those who work with high-level corporate strategy or sensitive internal content, sharing completed projects publicly is often not an option. And yet, without a visual presence, attracting new clients becomes significantly harder. To navigate this, participants shared a variety of creative workarounds: generating AI-based “dummy” content to demonstrate style and capability, using low-resolution images that obscure fine details, and anonymizing client names to maintain discretion. Others have turned to client testimonials or before-and-after slide examples, which allow them to demonstrate impact without revealing specifics. While these strategies offer some relief, there was a shared understanding that this is an ongoing struggle — one that requires constant adjustment and careful judgment.
Pricing, too, proved to be a hot topic. Presentation designers approach it in vastly different ways, depending on their clientele, workload, and business goals. Some rely on hourly rates, others on project-based fees, and many incorporate both depending on the scope. One contributor mentioned using a high hourly rate as a starting point in negotiations, while another shared a method of billing against pre-approved budgets, especially with long-term clients. There was also a conversation about the importance of internal pricing tools — such as grids that break down levels of design complexity — even if those tools are never shown to clients directly. The underlying theme was clear: clarity and confidence in your pricing approach are critical, especially when discussing value with clients who may not fully understand the depth of the work involved.
When it comes to managing income more predictably, some professionals are experimenting with retainer models. These agreements can benefit both the designer and the client — offering discounted hourly rates in exchange for a guaranteed volume of work each month. Others floated more unconventional ideas, like offering an additional payment if a client wins a bid or contract using the presentation materials provided. While not widely adopted, this kind of performance-based incentive sparked interest, especially for freelancers working in competitive or pitch-heavy industries.
Another recurring theme was how presentation designers are responding to broader economic conditions. Some increase their rates at the beginning of each year, particularly in times of inflation. Others have found that being upfront about rates early in the inquiry process saves time and filters out prospects who aren’t a good fit. Several contributors shared signs they look for in potential clients that signal trouble ahead — what one person jokingly referred to as “salmon flags,” a slightly less aggressive cousin to the red flag. These might include vague project scopes, budget avoidance, or overly rushed timelines. Recognizing these early helps professionals protect their time and energy for projects that are more likely to succeed.
Conversations also touched on project management — particularly the challenges of pricing work that evolves over time. One presentation designer described a method of categorizing slides by design complexity to estimate time and cost more accurately. While this system works well internally, they’ve moved away from sharing it directly with clients, opting instead for cleaner, simpler proposals. The group also debated whether to bill for “throwaway” slides — those that don’t end up in the final deck — with the general agreement being that if the work was done, it deserves compensation. Differentiating rates by project phase (such as research versus design) was another strategy some found effective, depending on the client relationship.
Client relationships themselves were a major thread throughout the discussion. Several professionals noted that requests tend to surge near clients’ fiscal year-ends, a pattern that can affect workload planning. At the same time, there's a growing trend of upper-level executives taking a more active interest in design — especially when it comes to templates and brand visuals — which speaks to the increasing value placed on visual communication in business strategy.
Prospecting strategies also came up. One presentation designer shared success using newsletters and blog posts to maintain visibility and stay top-of-mind with former clients, a practice that had led to unexpected opportunities. Others discussed the challenge of finding high-quality clients in the first place — the kind that understand the value of good design and are willing to invest in it. The group expressed interest in digging deeper into prospecting methods in future sessions, suggesting that client acquisition remains one of the most important (and elusive) skills to develop.
The session wrapped with a strong sense of camaraderie and shared experience. Everyone agreed that the work is complex and constantly evolving, and that conversations like this one are essential for growth and support in the industry.
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Key Takeaways
• Creativity is essential when promoting work under confidentiality constraints.
• Pricing is both art and science, and benefits from clear systems and flexible strategies.
• Retainers and performance incentives can provide financial stability and deepen client loyalty.
• Good clients are invaluable — it’s worth investing time in finding and nurturing them.
• Transparent communication around scope, pricing, and deliverables leads to healthier project outcomes.
Don’t miss the next Presentation Guild Quarterly Business Talk session! Check out Events pages for the next one!
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