For Ted Leonhardt, creative people like urban designers, architects, and photographers mustn’t undersell themselves just to secure a project or win a client’s approval. According to him, they should know their worth. They should learn how to bring their A-game to the negotiating table to come up with an agreement that will benefit both parties.
How Creative Professionals Can Successfully Negotiate with Their Clients
Designers, photographers, architects, and others considered “creative professionals” are known for their creativity and ability to develop projects that capture everyone’s imagination. However, if there is one thing that many of them are terrible at, it’s interviewing and negotiating with their clients. It’s a good thing that Ted Leonhardt, an expert on consulting and negotiation training for creative businesses, shared some tips on how creative professionals can get the compensation they deserve.
- Plan ahead.
Planning in advance helps boost one’s confidence; with confidence comes control. According to Ted, planning enables you to understand the situation and organise your thoughts before the meeting. So, before you meet with a client, start making a list of the things you already know and want to know about your client. - Know the salary range
Do some research and see how much the people who have the same work as you do are getting paid. Ted says every position has some predetermined salary range. Before you go to the negotiating table, you should know how much you will receive for the project you want to undertake. - Ask for slightly more than the top of the range.
Nothing’s wrong with requesting an amount that is slightly higher than the average salary range, Ted points out. Once you know what is considered a reasonable range, consider asking for a bit more than the top of the range. Ted says this will help prevent you from accepting a low offer in those moments of weakness and desperation. - Think it over.
Don’t accept the offer once the client has given you an offer. Take the time to think, or better yet, sleep on it. Most clients will want you to sign on the spot, but many would be willing to give you ample time to consider their offer. - Respect.
Respect is a key ingredient of a successful working relationship. They must have respect for you and you for them. So before you interview would-be clients, Ted suggests listing your accomplishments, especially those related to the project. Confidently talk about them. And when the other party starts talking about theirs, it is equally important that you show them that you’re genuinely interested in what they have accomplished. - Never do anything for free.
According to Ted, you should never do anything for free. When asked, just decline politely, even if they promise to give you future work or valuable exposure.1
1 Ted Leonhardt. “Ten Interviewing and Negotiation Tips for Creatives.”
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Description: How creative professionals can excel at negotiation.
