6/20
Intuition, How Assumptions Can Lead Us Astray
Read Time: 5 minutes
Being able to read the writing on the wall is an important skill, but watch out, it can lead you wrong.
Blog
Learn from my life experience, and get my latest, up-to-the-minute advice.
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6/14
The Evolution of Influence: How Creative Firms Came to Power
Read Time: 5 minutes
History. I've always believed that things are the way they are largely because of the way they used to be.
6/13
Negotiating: The Procurement Effect
Read Time: 5 minutes
Procurement officers and purchasing departments are not your friends. Stand your ground, believe in yourself, trust in your leverage.
6/11
Negotiations not Required
Read Time: 4 minutes
I've long believed in the power of the virtuous cycle. When one of my clients uses the concept successfully I'm thrilled.
5/9
10 Steps to Successful Negotiations for Creatives
Read Time: 4 minutes
Negotiation skills can be learned. Here are a few tips to get you thinking about how to get a better deal.
4/27
Fit In To Stand Out
Read Time: 4 minutes
Standing your ground when things get tough is a mark of courage that those who stand apart use to win. Here's how to do it.
2/27
Three Keys To Increasing Your Design Fees
Read Time: 4 minutes
What to do to increase your expert stature, increase fees and your margins along the way.
Lessons in Negotiation for Creative Firms
Read Time: 4 minutes
Being mindful of what's going on and your surroundings can provide leverage for your expertise just when you need it most. I was 22, had a baby on the way and needed a few extra bucks to cover the costs.
1/24
The Five Fears of Negotiating Design Fees
Read Time: 5 minutes
Learning to deal with price pressure and the tactics used by professional negotiators is critical when clients are putting more and more emphasis on cost control and giving increased power to their purchasing agents. Here's how I help my clients cope and a few tips.
1/14
Negotiating Success Seminar
In late 2011 Charles Wiggins and I developed and gave a seminar on Negotiations for one of my Midwest clients. It took a full Friday and half of the following Saturday. The relentless price pressure that all my clients find themselves facing inspired the seminar. This seems to be especially true of creative firms that work primarily with the giant CPGs.
