Earlier I linked to Hardik Pandya’s piece on invisible work—the coordination, the docs, the one-on-ones that hold projects together but never show up in a performance review. Designers have their own version of this problem, and it’s getting worse.
Kai Wong, writing in his Data and Design Substack, puts it plainly. A design manager he interviewed told him:
“It’s always been a really hard thing for design to attribute their hard work to revenue… You can make the most amazingly satisfying user experience. But if you’re not bringing in any revenue out of that, you’re not going to have a job for very much longer. The company’s not going to succeed.”
That’s always been true, but AI made it urgent. When a PM can generate something that “looks okay” using an AI tool, the question is obvious: what do we need designers for? Wong’s answer is the strategic work—research, translation between user needs and business goals. The trouble is that this work is the hardest to see.
Wong’s practical advice is to stop presenting design decisions in design terms. Instead of explaining that Option A follows the Gestalt principle of proximity, say this:
“Option A reduces checkout from 5 to 3 steps, making it much easier for users to complete their purchase instead of abandoning their cart.”
You’re not asking “which looks better?” You’re showing that you understand the business problem and the user problem, and can predict outcomes based on behavioral patterns.
I left a comment on this article when it came out, asking how these techniques translate at the leadership level. It’s one thing to help individual designers frame their work in business terms. It’s another to make an entire design org’s contribution legible to the rest of the company. Product management talks to customers and GTM teams. Engineering delivers features. Design is in the messy middle making sense of it all—and that sense-making is exactly the kind of invisible work that’s hardest to put on a slide.

Designers often do invisible work that matters. Here’s how to show it
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