>> (big snip) >> >>> There are many well informed colleagues in this list who may help in >>> building some basic Guidelines and maybe with the aid of the AOP, >>> some light >>> could be shed on these matters, but first, the CODB must be seriously >>> evaluated on an individual basis, and maybe, some Poll of sorts >>> should be >>> conducted to gather info about this at a national/regional level, as >>> a >>> formal starting point. >> >> (snip) >> >> I have read with great interest over the last few months the various >> posts on this subject. Apologies for the length of this post, but I >> feel it necessary. >> >> Jorge's last post comes closest to how I see things. >> >> (Background - I came back to pro photography around 18 months ago, >> after around 15 years in advertising/marketing for various national & >> international companies. That's when I joined this list (Oct 2003.) >> Hence my keen interest in how to price my services.) >> >> The one thing that seems to me to be missing from this debate, (coming >> fresh from the satanic world of commerce! <BG> ) although skirted >> around by>> Jorge and others, is something that my last boss hammered into me >> (she is the European CEO of a >$1billion US marketing company) - >> >> "SELL TO VALUE, NOT TO COST!!!!" >> >> This is not rocket science. You can postulate all you like around >> costs of lenses, PC's etc etc, plus overheads, time etc etc. At the >> end of the day, the economics of this cost plus model will mean you toil 24-7 > for the rest of your working life, and will barely break even. Hmmmmm.....
> Look at it this way. Pre-digital, we shot film, banged it into the > lab and delivered the result to the client. > > Now, we can (and should) offer so much more. Tethered shooting allows > us to show the client there and then what they're getting. We can produce > files for the client on the spot. We can offer advice/consultancy on how > best to achieve the required result for printing. We can convert files to > whatever the client wants. We can store data/files for instant call-off, as > required by the client. Etc, etc, etc.... > > OK, all the above were previously undertaken by a variety of other > suppliers to the client, so the cost saving may not be great. But the client > now has a one stop shop, and only has to build a relationship with one contact > point, not multiple ones. > > All of the above are ADDING VALUE!! >> >> If you know that the work you are undertaking is worth $50k to your >> client, and your cost plus model says you should charge $2k, why >> should you not charge $10k? If the client were to use the old ways, it would probably cost them $20k to buy all the services you offer. You win and the client still wins. OK, it's up to you to form the relationship that allows this to happen. How do we think Charles Saatchi made his bucks? Of course, you need to point this out to your client but, if they understand basic commerce and economics, they will appreciate your stand. >> >> If they don't, walk!!! >> >> (Obviously, I'm assuming the end product is of highest quality >> here.....<BG>) >> >> I realise that this is anathema to some people, and I also realise you >> turn away a lot of work with this approach. Hey, frogs vs. princes. >> >> I also realise that, unless we form a united front to clients, and >> educate them as to the TRUE value of the work we create, and the >> services we can now provide in the new fresh world of digital image capture, we will always be fighting this battle. Lines in sand should be drawn. >> >> Yours, in a very Gordon Ramsey frame of mind (sorry, too much of UK >> TV's 'Hell's Kitchen'!) <BG> >> >> If nothing else, I hope this widens the debate. >> >> ATB >> >> JB >> =============================================================== GO TO http://www.prodig.org for ~ GUIDELINES ~ un/SUBSCRIBING ~ ITEMS for SALE
