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Growing up, Marketing + Sales, Costing - Need help


Inxa
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Hello Everyone,

 

I am presently working from my home office providing services to various interior designers and architects.

 

My main questions or issues are,

 

1) Growth - Freelancer to Studio / Business - I got a excellent post in this regards.

http://www.cgarchitect.com/vb/27667-how-grow-freelancer-company.html

Lot of good points in it.

 

 

This is great information for people like me who are in debatable thoughts when to grow or keep going as a freelancer / a very small studio.

 

For me the biggest question is, I get a new place, people and the setup. which costs me a lot, but what if the work doesn't come. What happens after 1 month I pay everyone, pay the bills but work in turn doesn't come and I am doing what work I was.

 

Recently I plan to purchase a Quad. I haven't provided much animations due to not having a very good hardware. Stills are what I have been providing. Interiors and Exteriors, though I have not got a lot of Exterior clients.

 

Now, with the real estate maket filling up in India and competition in India is actually at it's peak for the supply of 3d renderings I feel I need to pace and move ahead to sustain this competition. I am still working in my home office.

 

What do you think is the right moment to growth

 

2) Marketing our services.

 

How do we market our services. I do not mean websites, show reels. I need to know how to convince what is it one can talk to make oneself a win work from a Developer, Interior Designer e.t.c.. I have faced issues where the client tells me his earlier provider who gives scanlines are better than mine at the same cost and duration. So what new am I giving. Such are the questions where I am not able to answer. With local market growing my feel I the best way is to call and meet the main guy. Most of times the top guy doesn't meet, in this case how are we to make sure our Reel is seen, portfolio has been checked. I have a web, I am in to the process of creating a brochure which contains my interior and exterior prints. Mainly I will be targeting the local market, so is it like call, mail the envelope containing the CD, Brochure or I take a appointment and meet personally. Generally the meeting happens to be with a head of a department and not the main guy, how do we handle that and make sure our reel is seen by the main guy.

 

3) Charges, Cost estimates.

 

This is usually my concern when a client calls and asks me my charges. Generally a reply is that unless I have the details like the CAD plans, number of renders I won't be in a position to answer. But the client sticks on and get it to me saying for a bedroom or a lobby per render. Then I give a price, unfortunately it's always higher and he immedeately says so if there are 3 renders in the same room would you charge all at the rate which was for the

single render. But he nevers comes back.

 

How do we give a correct break-up to the client when it comes to exteriors renderings, interiors renderings. Walkthrough Animation.

 

 

There's a lot of text(sorry) but these are some of the issues I really need answers for. It would be very helpful if all could help. Specially the pros.

 

Thanks Everyone.

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Hi. Not a quick one to answer. I'm a freelancer who works from a home office. I get more work in the year than i can cope with but take up this slack by using friends who are also freelance. As we have worked together for other people it's usually quite straightforward and they are often grateful for the work. This is only practical if you can trust your outsource. If you can't it's not worth the stress. By doing this though, once you have a good team of similar professionals you can tackle quite big projects if you are organised. Make sure your portfolio shows a quantity of different work it gives the impression you are in demand. set your costing at what you need to cover ALL expenses and make whatever profit you have budgeted for. do not go below this for any reason as you will be losing money and setting a price level you cannot work at. If people say they can get it cheaper elsewhere remind them of the things price does not factor in. reliability, promptness of service etc. All the things a small business can provide which a large one can't. Also concentrate on your repeat business customers. They are your bread and butter. Got to stop now tired and I could go on for ages. Any advice i can give just shout

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Girish,

 

You are asking a lot of great questions. I will try to give you some advice, but first keep in mind that if you work very hard and believe in your skills/abilities you will be very successful! Also, choose wisely when you hire employees. Good character and a willingness to learn is more important than just skills alone.

 

1) Growth - Freelancer to Studio / Business

Never spend more than what you make. Always try to have more work than what you can handle. When you have enough work lined up then you can spend on equipment, space, and employees accordingly.

 

I started my company with 2 great friends and $0 investment dollars. We started from a spare room in my house and our first employee worked from his own house. After 2-3 months we made the leap of faith and rented a 1,000 square/foot warehouse. After 5 months we had 12 employees and decided to break the lease and move into a 6,000 square/foot office. The market and industry was very different only 4 years ago, but I believe anyone can do the same today.

 

2) Marketing our services.

 

This is the fun part for me personally. It would require a long explanation to answer it correctly. But, let me just say that you need to have a "value proposition" to offer your clients. You need to be clear about what makes you the better choice. There are many variables that clients consider and it's not always just cost. Quality, speed, availability, unique style, expertise in a market area, etc...

 

I believe that as the market grows it also matures. Clients realize that getting the cheapest possible renderings also come with a price. It becomes very inconvenient for them in the long run.

 

However, I will contradict myself and tell you that if you don't have a strong portfolio and/or client list then you need to be very aggressive and keep your prices competitive. I suggest that you try to find the best clients and projects possible. Sometimes it will be worth losing money if you know that you will receive media exposure and recognition for it. You just can't do this on all projects. Only a few. Consider it a marketing expense.

 

3) Charges, Cost estimates.

 

We use standardized pricing. It's like a menu of services with fixed prices. Large clients love it because it gives them a sense of control and they usually know what the renderings/animations will cost them before they approach us for the additional jobs. Negotiating a contract can be like dancing the Tango. If you both have a clear idea of the steps then you won't step on each others toes :)

 

Also, don't forget that we are artists in a "service" industry. Clients like to feel that you are taking good care of them and being fair. It's critical that you focus on building good relationships/friendships with your clients. Attend as many industry social events as possible also. Good luck and keep us all posted on your success!

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Thanks Eddie,

 

That's a great reply. One of the best I can have at this moment.

Thanks for taking time and answering me so much details for all the points I have asked.

 

I will keep you posted for sure.

 

Thanks a lot once again.

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