Mark W. Lewis © 2005
1 “Do this one cheap (or free) and we’ll make it up on the next one.”
No reputable business person would first give away their work and time or merchandise on the hope of making it up later. Can you imagine what a plumber would say if you said “come in, provide and install the sink for free and next time we’ll make it up when we need a sink.” You would be laughed at! Also the likelyhood is that if something important came along, they wouldn’t use you.
2 “We never pay a cent until we see the final product.”
This is a croc, unless the person is leaving the door open to cheat you out of your pay. Virtually every profession requres a deposit or incremental payment during anything but the smallest project. Once you have a working relationship, you may work out another arrangement with a client. But a new client should not ask you to go beyond an initial meeting and, perhaps some preliminary sketches without pay on the job!
3 “Do this for us and you’ll get great exposure! The jobs will just pour in!”
Baloney. Tell a plumber “Install this sink and my friend will see and you’ll get lots of business!” Our plumber friend would say “You mean even if I do a good job I have to give my work away to get noticed? Then it isn’t worth the notice.” Also the guy would likely brag to everyone he knows about how this would normally cost (X) dollars, but brilliant businessman that he is he got if for free! If anyone calls, they’ll expect the same or better deal.
4 On looking at sketches or concepts: “Well, we aren’t sure if we want to use you yet, but leave your material here so I can talk to my partner/investor/wife/clergy.”
You can be sure that 15 minutes after you leave he will be on the phone to other designers, now with concepts in hand, asking for price quotes. When you call back you will be informed that your prices were too high and Joe Blow Design/Illustration will be doing the job. Why shouldn’t they be cheaper? You just gave them hours of free consulting work! Until you have a deal, LEAVE NOTHING CREATIVE at the clients office.
5 “Well, the job isn’t CANCELLED, just delayed. Keep the account open and we’ll continue in a month or two.”
Ummm, probably not. If something is hot, then not, it could be dead. It would be a mistake to *not* bill for work performed at this point and then let the chips fall where they may! Call in two months and someone else may be in that job. And guess what? They don’t know you at all…..
6 “Contract? We don’t need no stinking contact! Aren’t we friends?”
Yes, we are, until something goes wrong or is misunderstood, then you are the jerk in the suit and I am that idiot designer, then the contract is essential. That is, unless one doesn’t care about being paid. Any reputable business uses paperwork to define relationships and you should too.
7 “Send me a bill after the work goes to press.”
Why wait for an irrelevant deadline to send an invoice? You stand behind your work, right? You are honest, right? Why would you feel bound to this deadline? Once you deliver the work and it is accepted, BILL IT. This point may just be a delaying tactic so the job goes through the printer prior to any question of your being paid. If the guy waits for the job to be printed, and you do changes as necessary, then he can stiff you and not take a chance that he’ll have to pay someone else for changes.
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