Like, Seriously?

Back in 1992, I did something that only a small group of people could achieve.

I graduated from one of the most prestigious art and design schools in the world as an advertising art director (with a minor in graphic design).

I put in 4 long years toiling at a drafting table.
Thousands upon thousands of dollars were spent on art supplies, pencils, rapidographs, layout boards, markers, Letraset, etc. etc. etc., while studying under some of the best design instructors and artists in the world, to perfect the skills (and craftsmanship) it took to enter these professions.

Over 1300 applied to the college from around the world every year.
But only (roughly) 300 applicants were accepted.

You had to present a full portfolio of work (which I had completed through 4 years of after school programs and life drawing classes during high school) to a panel of 3 instructors and a student.
In my last 2 years at the college, I had the honour of becoming one of those students and sometimes, I wonder how many went on to lucrative careers thanks to my thumbs up?

After the first grueling year studying a wide array of courses, you had to apply again to be accepted into the “Communication and Design” program for the next 3 years.
Again, a select few would make the cut with approximately 60 students making their career aspirations a possibility.
Somehow, with a lot of work and determination, I was one of them.

When we graduated, there was a high sense of pride.
4 years of study.
The same amount required to become a lawyer, or an accountant, or any other white collar professional who made a very decent living and earned a degree of respect in the workforce.

“What do you do?”
I’m an art director and designer.
“Sweet. Which agency?”

Those (like myself) who found their way into ad agencies and design studios were handsomely rewarded for the skills they were taught.
Amazingly, in those years, I had to tie back my ponytail, take out my earrings, and put on a shirt and tie for job interviews.

Anyway, yada yada yada…there’s a brief history.
I’m not going to bore you with yet another tale from the good old “Mad Men” days of this industry.
My blog is filled with these stories (see “I love the smell of rubber cement in the morning”).

Now, you may be asking “Ronnie, what is the point of this post?”

Yesterday, I’m doing a search and I came across a job listing.
It was when I saw the bottom line that my heart sank.

As I said, those of us that were selected to put in 4 long years of study before the days of computers, Creative Suite, the internet, crowdsourcing and design “contests” were a well-respected bunch who belonged to an exclusive club.

Our profession had mystery. It had prestige.

There was a sense of jealousy and awe to those who learned what you did for a living.

Now, here we are in 2013 and once again, I’m just shaking my head.

The negotiation.

Chiropractor office: So we'd like our old logo redrawn, a new website, 4 business cards, outdoor signage, a brochure, a flyer, a pricelist, 4 window displays, all the printing, and our budget is (a ridiculously unrealistic) $X.

Me: Okay. Can I come in and get chiropractic services and massage appointments etc. every week for one dollar for the rest of my life?

Them: Uh, no.

Me: See ya.

A Confession

After almost 20 years of climbing up the creative industry ladder, I can honestly say that the ONLY person I envy (career-wise) on this entire planet, is the creative director on Google's homepage.

Meetings, spec work, and a failure to close the deal.

The first quarter of 2010 is almost over and work has been quite steady. A lot of ongoing projects, some new ones for a few upscale clients, freelance agency work (working as an art director), and I’ve had several meetings with potential clients and agencies for (hopefully) more work to come.

Many freelancers despise face-to-face meetings, consider it a waste of time, and I fully understand why. I have traveled across the city and spent hours with a potential client only to have them give me unrealistic budget expectations or end the meeting with the words “we are shopping around”. This can leave a bad taste in your mouth. Especially when you know your rates are far from the cheapest out there.

I however, have always welcomed meetings for they allow me the opportunity to sell my services face-to-face, educate the client, and hopefully close the deal right there on the spot. If you are good at your presentation skills, and can effectively show a potential client why they should use your services, you will hopefully win many more contracts than you lose.

Meetings also allow you the opportunity to see the client’s place of business first-hand, and you can quickly size them up to determine if yours will be a positive working relationship. It’s really no different than a first date. Many of my best clients were those where we clicked immediately upon our first handshake.

I would love to tell you that all of the meetings you will have as a freelancer will end with positive results. But unfortunately, this is far from reality.

This rest of this story is about one that I had last week, which I was really hoping would have turned out far differently than it did.

I met with one medium-sized company that would have been a great client. The type of ongoing work every freelancer typically dreams about. They found me online and invited me to pitch for their business.

I was excited. This company was exactly my target, one that wants agency-style creative but needs the art director and copywriter removed from the building to save all the overhead costs and middle-man fees. This has always been my niche and makes up my typical client base.

I quoted them on the first project – several magazine ads that were going to run nationally in a few prominent magazines.

They wanted concepts (“out of the box” thinking as they put it), mechanicals, copywriting, and they wanted different versions, An ad campaign for their various products under one (company/brand) umbrella.

I know from working with agencies what these ads should cost them.

I consulted several of my pricing guides and many of my past invoices, and presented them with fees lower than my usual rates hoping to get my foot in the door. I figured a client with a lot of ongoing work is worth some sacrifice.

After receiving my quote, they told me my price was higher than all of the other “agencies” I was competing against (none of which I had ever heard of) but they still wanted me to come in and make a live presentation. I took this as a good sign. The sign of a client willing to educate themselves and pay a little more when they are led to understand that quality (and this type of conceptual thinking) comes with a price. Either that, or they were lying about the other competitor’s quotes hoping to get me to slash my fees. Either way, with a ton of boardroom presentation experience under my belt, I was looking forward to the meeting and the chance to close the deal.

A week later, as predicted, I was in a boardroom full of executives explaining my rationale as to why they should hire me. I pointed out my vast experience of working on global brands, I pointed out my lack of unnecessary costs through overhead, and I showed examples of work I had created in the past that reflected their business and marketing needs. I even brought in two pricing guides and showed them what (according to industry standards) their ads should run them compared to my quote, which was on the bottom end of the scale.

A week later, I had heard nothing so I sent a follow up email asking for an update.

I received a reply in which I found out the sad news that I had lost the pitch.

Now, whenever you find out you have lost (be it a client pitch or a job interview) you ALWAYS want to receive an explanation as to why? This allows you the opportunity to plug any holes you may have had in your presentation.

I sent over the email asking what clinched it for the other company?

Here’s the response I received…

“One of the companies we met with brought three different ads they had created and designed for us, and they were actually really good, their price was very reasonable, and seeing their work upfront helped to reassure us that they were very capable of producing a quality product.

So, their work was good. Okay I get that. There are many other very talented people and agencies out there.

Their price was reasonable. Even though they are GIVING their services away for far-below-industry-standard prices, I understand that it’s a dog-eat-dog world and if somebody is willing to work in this industry for next to nothing, it’s their prerogative. It screws up the rates for the rest of us but once again, there’s really no stopping somebody that wants to work cheap.

But, here’s where it always gets frustrating…

They didn’t yet have the job, they didn’t have a brief, they didn’t make a single penny, yet they produced all the work.

Spec work.

No matter how well I presented, I simply could not compete with that.

For any of you designers or agencies belonging to a professional design organization, you couldn’t either.

You are not allowed to.

Now, I don’t belong to any organization but this got me thinking. By joining a professional design organization are you shooting yourself in the foot in today’s overly competitive world? Will you continuously lose projects to others that don’t follow the rules and moral codes of conduct?

I was feeling pretty down when I received that explanation/reply. It took me some time to shake off the loss. I finally sent another reply to the client whose business I just lost explaining how I could not compete with a company that was willing to create all the work on spec.

I wouldn’t want to. I’d like to fully research the company to the best of my ability, understand their business and their USP, and know that whatever I finally created was exactly on target. That it was the best work I could produce to make a full impact on the consumer and gain my client a successful ROI that (hopefully) exceeds all of their expectations.
And as I told my lost client in the last sentence of my email…

“I’d rather be honourable”.

The question I want you all to ask yourself is this…

Are you?

Until next time, keep dreaming.

We have become cheap whores.

For those of you that have been following me, you may have noticed that I haven’t written in months. I’ve been extremely busy. Not so much in the industry (and workwise), but with life.

I have traveled extensively this year. I had family affairs on 2 different sides of the world, I got sponsored and played against the top pros in the World Series of Poker (and made a final table in a large casino tournament while I was there), and I was a guide to 8 men on a canoe trip to North Ontario.

The list goes on.

My point to this is that I had a LOT of time to think. About my place in this industry, about the future of this industry, about what I want to do for the next 10 years.

This week, I turned 40. A milestone. The age where I’m (supposedly) going into my top income bracket yet here we are in the middle of a deep recession. Work has been relatively slow. Friends in this industry have been crying to me. Clients have feared spending money, and all the unemployed have been whoring their services as freelancers.

Yes, that’s right. I said it. Never in all my years have I seen the competition so fierce. Never have I seen people give their services away for so little.

I recently had a client tell me that they found someone to do their monthly direct mail/postcards for $20. The worst part is that this client asked me if I could beat that price (and this is a client that makes over $20k+ in commission per sale).

Are you seriously kidding me? Can I beat $20? Needless to say, I walked away. Quickly.

Our profession has become tainted in the eyes of many thanks to $20 designers who pump out crap with pirated versions of design software.

To an uneducated client, we are all simply Mac Monkeys. To their understanding, what we do is relatively easy. Crowd-sourcing sites, $99 logos for sale, and design/advertising "contests" have quickly cheapened this once-great artistic profession. “I don’t need to pay for one professional, I can hold a contest, and pick a winner from thousands of entry submissions”.

I got into this profession after growing up with Mad Men. I’m not talking about the hit TV show but those same people they portray. I wanted the single-malt scotch in my hand at 4:00pm while I wristed up a concept at my drafting table (and believe me, I experienced this at more than one agency). I sketched naked models for years just so I could nail a pose correctly. I then went to art school for 4 long years and did it some more. You had to be a trained artist to get into this business. I penned an article years ago about my ode to my dying craft entitled “I love the smell of rubber cement in the morning”.

Times changed when the computer came into play. For better and worse. It did however, allow me to land where I am at this very moment, working from a home office.

With the Blackberry, my business changed even more.

I have taken advantage of all the freedom freelancing has to offer. I walk my kids to school in the mornings, I take vacations whenever I want, I go grocery shopping in the afternoon, and all the while, I’m connected to clients, potential clients, project notifications, and my entire virtual office thanks to the little mobile device attached to my belt.

Looking for work and pitching for projects has become a little too easy.

Many design schools became businesses. It’s not so much about the craft anymore, it’s about how many “professionals” they can churn out. Once these “pros” come out, they look for work. Any work. Competing like rabid stray dogs over scraps on a bone.

Name me one single industry where somebody can simply buy some software, hang up a sign, and call themselves a professional without any prior training or work experience? I see it in our industry every single day. And to many businesses and their owners in today’s economy, we are a dime a dozen.

Recently, I got notified from a freelance work site regarding this listing…

Description:

The graphic designer will be responsible for the conceptual and creative design for a variety of marketing pieces including: permanent and temporary display renderings and concepts, posters, POP material, on-line advertising, tradeshows, newspaper and magazine advertising, among other printed applications. The graphic designer will also be responsible for some project management responsibilities.

Skills Required:

•Develop and design concepts and renderings ( 2D & 3D) as per client request

•Manage multiple ongoing projects with frequent and tight deadlines.

•Work closely with various personnel to complete and manage a project through to completion.

•Strong at conceptualizing, a problem-solver, and creative presenter, coupled with excellent written and oral communication skills.

•Superior understanding of print processes, pre-flight management, and burning files for archiving and distribution

•Must be a quick-thinking, decisive and resourceful team player with the ability to distinguish good design from mediocre.

•Strong organizational/time management skills and ability to understand client needs.

•Succeed and thrive in a highly business/creative environment and take constructive/corrective criticism well

Qualifications:

•University degree/College diploma in graphic/industrial design

•1-3 years of design experience

•Proficient in a MAC and PC environment

•Proficient in 3D software a MUST.

•Strong knowledge of Adobe Creative Suite - Illustrator, In-Design, Acrobat/Distiller, Photoshop

Okay, are you ready for this?

Seriously, are you ready?

You may want to brace yourself.

Pay is $2.00 an hour.

No, there aren’t any zeros missing.

Once again, a University degree, 1-3 years of experience, all those requirements (including extensive knowledge in 3D software), and this complete asshole believes that $2.00 an hour is an acceptable pay rate.

I could make more than that by humming into a kazoo in the subway station for 10 minutes.

This job is not in India, it’s not in some third world country. It’s right here, smack dab in Toronto, Canada.

I was furious. I answered the employer in the project question board with the following...

“I believe you have entered the pay field incorrectly as $2/hour is an illegal wage in the province of Ontario”.

What happened next made my blood boil. I was immediately banned from the question board on the website for “derogatory and/or sarcastic comments”.

I wrote an email asking the site how I could be banned for bringing up the legalities of the situation? They responded with the following…

“Regarding the amount posted for this project - as this is a global marketplace, there may be professionals willing to complete this project. Cost of living, and therefore pricing, varies across the globe. While project amounts of $250 or $300 may not seem like much to you, it may be the equivalent of $1000 or more in another country. Also, someone just starting their freelance career may be willing to complete this project. As long as there are professionals willing to complete the project, we do not intend to deny them the work. We certainly cannot force the entire community to abide by the standards of one group or another.”

Seeing as this is a job which appears to be on-site work in Toronto, I replied back, stating the legalities again and that it appears the site has no problem making money on illegal business practices and slave labour.

I quickly got my privileges back.

It is time to take a stand to save this industry. How? I don’t know. We never had standards or set pricing guidelines. We never had a union and for the most part, we have too many out there that are hungry.

The first step would be to stop contributing to Crowdsourcing sites and “Contests” promising us fame and fortune based on our winning designs. They are simply taking advantage of us, our talent, our thousands of dollars in software and equipment, and they de-value what we do for a living.

As the site replied, “As long as there are professionals willing to complete the project, we do not intend to deny them the work”.

We must stop being willing to do the work.

The next step is to start educating our clients. Make them understand that conducting research on their company, conceptualizing and producing an effective look/brand for it (and all the other associated materials etc.) should not cost less than the 2 uneducated guys nailing new shingles on the roof of their house.

Branding a new business and unleashing it into the marketplace should not cost less than a new set of brakes on one’s car.

Until we can get this through their head, we are going to see many more ads seeking trained professionals for these pitiful wages. We are going to see the profession we love become something that just isn’t worth doing anymore.

Going back to my beginning, what do I want to do in the next 10 years? Besides working creatively, I want to make some changes. Stay on top of these things. I want to see all of us getting paid what we are worth.

I don’t know how to go about doing this, I don’t even think it can be done. I just know it HAS to be done.

Because as I type this last sentence, there are now 5 proposals from qualified designers for the $2.00/hour position.

Shop Closed.

The last week has been one of the worst in my freelance life. For the first time in my career, I felt an unbearable feeling of dread. That sick, queazy, stomach turning stress that almost made me physically ill. Last Monday, I lost my website. The Friday before went extremely well. I had some new work I created (for Nestle Canada) launch nationwide. To a freelancer, the day something goes live is the equivalent of Christmas morning. The main way to gain new business is to always be promoting yourself. When you create the majority of work months before you are allowed to show it to anyone, you look forward to the day you can finally announce it. I sent an email blast showcasing the new work on Friday to my contact lists... agencies, clients, potential clients, friends and family etc. Friday afternoon was spent deleting the emails that bounced back (and it seems there are many during this economic downfall) and writing thank-you follow-ups to those that responded with compliments. I also sent off a few proposals for some potential business. The weekend came and went. Monday, I had to run a few errands and at roughly 11:00 am, I was standing in a Home Depot aisle with a full cart when my phone rang. A close friend and colleague called me to deliver the news. “Buddy, I hate to tell you this but I was just about to forward your email to somebody when I noticed it’s completely blank. I checked the internet and your site is gone. It also says your domain is no longer registered in your name, and it expired today.” I left my full cart right where it was and bolted from the store. I also believe I would have beaten Mario Andretti on the road back to my house. Now, I’ve been in a lot of emergency situations in my life (where I had to remain level-headed) but my adrenaline was pumping so hard that I had to slow down for the operator at the hosting company to understand what I was talking about. It turns out, years ago, I had a web-savvy friend offer to register my domain name and do all the dirty work involved with the process. He had several email accounts and for some reason, he registered it under one of them that he no longer uses (instead of mine). This combined with an expired Visa card number means that my site didn’t automatically renew itself and went into what is called “Redemption”. Redemption is the equivalent of internet purgatory. Getting your site out of redemption (once my friend uploaded forms transferring emails/rights complete with government issued identification) takes 5 business days. That and hours (upon hours, upon hours...) on the phone making your way through different people, managers, and departments. The good news, I eventually got my site back. The bad, everybody opening my promo email on Monday got a dog’s breakfast. Anybody I sent a proposal to with the invitation to check out my website, would have seen nothing. I equate this to advertising a big weekend sale in my store, only to get there in the morning when a large crowd starts to gather and realizing that I have lost the keys. For one week, I was completely shut down. Imagine how you would feel if you had several big creative directors scheduled to see you and you just lost the only copy of your portfolio. THAT was the feeling. There is however, a positive spin to all of this. For every yin, there is always a yang. Thanks to the mess-up, I was able to send out my promo twice. Double exposure. My first basically became a teaser (a really lousy one). My second was an apology for the blank email followed by the promo once again. It did its job rather well and I was more than pleased with the response. There are several lessons to be learned from all of this. The most obvious is that I will ALWAYS make sure everything related to me is in my name and my contact information is up-to-date. The other is just a reminder that without a website in today’s world (or any form of internet exposure), a business is nothing. It has no clout. My door is now open. It will remain that way. Feel free to browse.