vol 7 no 3 | january 2016 Selling Service Design 32 THE PATH TO VALUE VIA SERVICE DESIGN by Paula Giles 58 EASY TO BUY – NOT EASY TO SELL by Daniel Ewerman, Anders Landström 80 MAKING A SERVICE DESIGN MOVIE by Satu Miettinen, Mira Alhonsuo and Heikki Tikkanen the journal of service design 18 euro Touchpoint Pictures Volume 7 No. 3 Unless otherwise stated, the January 2016 copyrights of all images used for The Journal of Service Design illustration lie with the author(s) ISSN 1868-6052 of the respective article Published by Proofreading Service Design Network Tim Danaher Publisher Printing Birgit Mager Peecho Editor-in-Chief Fonts Jesse Grimes Mercury G2 Apercu Editorial Board Robert Bau Service Design Network gGmbH Melvin Brand Flu Mülheimer Freiheit 56 Stefan Moritz D-51063 Köln Jesse Grimes Germany Birgit Mager www.service-design-network.org Project Management Contact & Advertising Sales Cristine Lanzoni Cristine Lanzoni Hanka Meves-Fricke
[email protected] Art Direction For ordering Touchpoint, please visit Miriam Becker www.service-design-network.org Jeannette Weber Cover Illustration/ Picture p.26 – p. 27 Irina Polubesov FROM THE EDITORS Selling Service Design Service design practitioners are rarely seasoned salespeople. While they may be Robert Bau is a strategist and comfortable with all the challenges that a service design project can throw at thought leader in service inno- vation, branding and marketing them, they are often less sure of themselves when it comes to securing the project with more than 15 years’ agency in the first place. experience in shaping customer Despite the growth of service design as a discipline - as evidenced by the expectations and experiences.