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“Half the money I spend on advertising is wasted; the trouble is I don't know which half."

Smart brands aren’t looking for cheap. They’re loking for good.

As creative people, we see our client’s content and we imagine all the ways it could be better or more innovative. So we pitch these big ideas, full of possibility and risk, then wonder why these clients don’t hire us.

Sales don’t just happen. They are an alchemy of need, trust, value, clarity, visibility, and a call-to-action. 

A “productized service” is a bit of a buzzword these days, in large part due to a viral YouTube video about a graphic designer with a business called DesignJoy. But are they legit?

When you show openness, and put something on the table, people are more likely to respond in-kind.

Being nervous isn’t a sign that you’re wrong. It might just be a sign that you don’t have much experience yet.

I don’t just use these concepts in business negotiations, to make more money. I use them with friends and family.

If you read this blog post, you’ll learn everything you need to know about day rates, including who uses them, why freelancers use them, when to use one, and how to calculate a day rate for yourself.

Be wary of low-paying clients who tell about their “big plans” for the future, or who ask you to “grow with them.”

“The power of real outreach is on the rise. Genuinely targeted, researched and personalized messages coming from a true expert…”

Are you really on the wrong path? Or have you just not been on the path long enough?

This is a lesson I’ve been learning at the poker table recently.

If you’ve been in the creative industry long enough, you know this.

“What’s your budget?”

“What’s your rate?” 

The pit-in-your-stomach fear of looking stupid can be eliminated if you accept the fact that what you’re doing is public service. It’s closer to driving a bus than it is to shredding a guitar solo.

Cheap doesn’t usually deliver on time, respond quickly, or have great ideas. Expensive does those things. 

If a client doesn’t know who you are, you have to do a lot of selling to win their business. There’s a better way.

Clients don’t care if your creative concept or campaign idea is the best idea in the world.