Standing strong: how to deal with (unreasonable) clients
And suddenly, there it is: the big commission. While you're reading the e-mail, you feel yourself getting excited: this is right up your alley. But then you get to that notorious last sentence: unfortunately, no budget is available. Very frustrating, and unfortunately still very common in the creative industry. How can you deal with clients who underpay you? Alumni Tim Bongaerts and Lars Meijer write a series of articles with only one goal: moving your entrepreneurship forward with practical tips.
Exposure doesn't pay the bills. Still, many clients expect that artists will be willing to make new work for little to no pay if their name is presented with the work. The presumed scarcity of work in the art world leads to a situation in which artists think it's normal to work for a pittance, while a plumber will never have this problem. Not only do artists sell themselves short this way, but they also hurt other artists by perpetuating a system of underpayment. How is it possible that an artist and a plumber have such different relationships to money? Why are artists expected to deliver the same amount of work for so little?
Over the past few years, the problematic relationship between clients and artists has increasingly become the focus of attention. With the rise of the Fair Practice Code it seems that the tides are turning in the cultural landscape, but how do you benefit from this as an (emerging) artist? What negotiation tactics can you use when you find yourself dealing with a stingy or difficult client? After all, it's not easy to talk about money. And not everyone is good at negotiating or has a keen business instinct. It's important that cultural workers arm themselves against lowball offers. The fair pay movement is growing, through movements like #laatjenietnaaien and De Kunstenbond, but to fully eradicate the problem, artists themselves will also need to contribute to the solution.
So, what can you do? As an emerging artist, any offer to make work can feel rewarding or like a potentially unique opportunity. We did some research and found the following tips to help you negotiate a price for your work more confidently.
It's fine to choose a different hourly rate for every job.
Different types of commissions will require different types of work and different prices. It's not unprofessional or strange to change your hourly rates, for example based on necessary material costs or extra time you need to spend.
Have the courage to negotiate.
It can be scary to talk about money. You might feel like you're risking your commission the moment you mention the price tag. But asking your client how they set the pay rate is the wise thing to do. Perhaps there is more money available? What do other workers get paid? By being open about the time you'll spend on the project or performance, it's easier to reach an agreement on an acceptable price.
Discuss pay with friends or colleagues.
We can't stress this enough: your salary should not be a taboo! In our experience, people don't talk enough about their incomes in the cultural industry. The more often we share our experiences, the easier it becomes to estimate what is a reasonable, competitive offer and what isn't.
Negotiating is a basic skill.
It can be easy to think about yourself: "I'm not a negotiator." You're definitely not the only one who feels this way. It can be very helpful to talk about your difficulties with friends or acquaintances, but there are also courses and workshops you can take. Don't forget to read our article about local initiatives for emerging artists!
Decide on your minimum rate.
When you start negotiating, come with a clear idea in mind on what's a reasonable pay range. Set a clear minimum for yourself and don't be afraid to assert yourself if a client tries to pay you less than that.
Aim high.
Nobody will be offended if you try to negotiate a solid hourly rate. Many clients are willing to pay more for quality. And starting with a higher rate gives you more room to negotiate than if you open with your minimum.
No is also a valid answer.
Everyone has got bills to pay, and doing work for free often won't be rewarding in the long run. According to author Jeff Goins, it's even damaging for your professional reputation to do unpaid work. When there is ‘no budget available’, consider turning down the commission. You're better off investing your time into work that does help you make a living.
It's important to value your work and to be assertive about that in negotiations with clients, so that we can stop the trend of underpayment. Breaking the taboo on talking about money and pay rates is also a big factor in reaching that goal. We hope that this list of tips is helpful the next time you have to negotiate your rates and that you will find yourself well-compensated. Good luck!
More practical articles by Tim and Lars:
Who, what, where: finding your way around local initiatives
That's mine! Copyright and intellectual property
The importance of a business plan: getting your ambitions in focus
Guarding your time: when is enough really enough?
Tips for effective networking: ‘let the words come by themselves.'