Essays on creative leadership,
culture, and the human side of work.
Published weekly, with an original illustration. Two series: Becoming and Advisory Notes.
In this interview, thanks to Colleen, I talk about dealing with bullies, getting paid in advance, the three-step close, thinking of negotiation as a research project, and replacing change orders with iteration fees. Along the way, Colleen shares her experience and insights as well, making it a lively discussion. Listening to it, I can hear my own…
I’ve been busier with client work than ever. Creative salaries are up, and more of my clients are negotiating new freelance opportunities and salaried positions than any time in memory. The following story is a composite of several of these ongoing negotiations. (Note: I’ve made changes in the following story, to keep identities private.) “They’re…
Late for my flight. Holding the wheel of the rental way too tight. It’s hot. The AC barely able to keep up. Damn car’s been sitting in the midday sun; the seat is still hot. My shirt’s stuck to my back with sweat. Leaning forward, to separate my shirt from the hot vinyl. Or is…
It was my first opportunity to win a truly global client. One headquartered outside Seattle. A very big deal for our small firm. In my initial conversation with the client, he described their needs and we set a date to meet. During the call, I learned that they had been going through a period of…
How to ask for and get the money. Or how I learned to dance with the fear in my lizard brain. Whenever someone I know, who runs a small creative firm, or is a writer or designer, tells me they struggle with asking for and getting the fees they need I always recommend the three-step…
“Lowering my price for you wouldn’t be fair to my other clients who do pay my fees in full.” Knowing what to say and when to say it is key to negotiating success. Join Jessica Knapp and I in our workshop on Negotiations for Creatives in the Age of Covid next week. All the sessions…
I’ve made every one of these common mistakes… 1. I’ve waited for the “right time” to talk about money 2. I believed what was offered was non-negotiable 3. I settled for the first offer they made 4. I was so uncomfortable with silence that I lowered my ask 5. I was so happy to be…