livebooks blog

Growing up in Ohio my basketball coach used to drill us non-stop on the basics. So much so that we often wondered when we would actually get to play ball. But once the season started we discovered we were in better condition and better prepared for the season than our competition. We ended up going to State and I’ve never forgotten the importance of having the discipline to work on the basics every week. It is what makes winners.

I suggest that taking time each week to work on your contact database is one of the most basic things that you can do to assure that your business continues to grow. Some of you may be asking, “so what is a contact database?” In the simplest of terms it is a list of all your past clients and all of your prospects. At a minimum it should contain their name, company, title, address, phone and email.

Do you know that 40% of creatives at advertising agencies change jobs each year? 40%! So that great Art Director that you worked with last month may not be there next month. Where did they go? Who took their place?

The average family moves every five years, every three years for those under 30. So for those wedding photographers out there who are interested in developing a long term relationship – the so-called “photographer for life”, you have your work cut out for you as well.

Take the time each week, let’s say Friday mornings from 9:00 am until Noon, to do research and maintenance on your contact list. For prospecting I suggest you do the following:

1. draw four circles on a piece of paper
2. in each of the four circles write down the name of one of your top clients
3. start with one of your circles and write down key aspects about the client such as their industry, their title, who else you met during the project
4. go to your favorite search engine and start researching for other companies in their industry or associated industries, then the names of people with similar titles at those companies

For example, let’s say that my client was Rick Jackson, the Chief Marketing Officer at VMWare. A quick search on Rick Jackson VMWare and I find in his LinkedIn profile that he was in major marketing roles at Borland and BEA. He has recommended two Borland Marketing people in LinkedIn. I’ll send Rick an email to say hello, mentioning that I saw he used to be at Borland and had recommended a few marketing people there, and I was wondering if he might make a few introductions for me. I also notice that VMWare is owned by EMC, so I will ask Rick if there are other people at some of the other brands within EMC that he could also introduce me to.

Within minutes I have identified prospects that I think I can get introductions to from someone that knows me, likes me and can vouch for my work style and professionalism. Repeat this every Friday for a few hours and I guarantee that your business will thrive.

What is it that you want with your business? Write it down on a pice of paper and put it above your computer. Why? Because success requires discipline and discipline often times is simply remembering what you want.

by Jamie Rose, Director of Momenta Workshops

When I began my career as a photographer many years ago, I signed up for National Press Photographers Association and first learned about their seminar and convention programs. Being strapped for cash, as most graduate students are, I was informed NPPA gave free tuition to attend the Northern Short Course to students who volunteered for the program. As a volunteer, I attended my first ever NSC in Providence and was hooked.

With free portfolio reviews by some of the industry’s best editors, seminars ranging from lighting to business skills, keynote speakers like Bill Eppridge, Joe McNally and social gatherings until the wee hours of the morning with titans like Sam Abell, I left with my batteries recharged, new photo story ideas and a fresh perspective on the industry.

I’ve attended numerous workshops, seminars and conventions ever since and have always felt it was money well spent. The PDN PhotoPlus Expo in New York is a great place to see seminars, get inspired by amazing speakers and shop for the latest gadgets and gear. Likewise, the Look3: Festival of the Photograph is a wonderful 3 day event held in Charlottesville which celebrates photography from all over the world with three photography legends presenting each day.

This year, I am a guest presenter at the NSC in Providence and will be teaching seminars on The Business of Nonprofits Photography and Photo Mechanic: In the Field. My fellow presenters and speakers are awe inspiring: Matt Eich, David Gilkey, Karen Kasmauski, Amy O’Leary and so many more. The workshops cover audio and multimedia, Final Cut software training, business skills for freelancers, a student’s guide to presenting your work and much more.

As any photographer who has attended one of these seminars will tell you, professional development and networking in person cannot compare to being Facebook friends with photographers or hitting a happy hour every once in a while with other pros. The skills learned and the people you meet at these weekend-, week- or even day-long seminars is invaluable for your professional growth. I’ve made some of my best friends in the industry at these conventions, reconnected with colleagues I’ve not seen in years and seen presentations that reminded me why I became a photographer.

Every year, NPPA and other organizations offer scholarships for students and working professionals. For example, the NSC offers full tuition opportunities for working pros and volunteering in exchange for the attendance fees and there are slots left for 2011. Many other groups offer members a discounted rate and reduced tuition for students. With prices under $500 for many seminars, you simply can’t pass these opportunities up.

Trust me when I tell you: you won’t be disappointed when you invest in your career in this way!

PNY’s Marc Ziccardi, Momenta Workshops Director Jamie Rose and WHNPA President and business expert John Harrington post at PNY booth at the PDN Photo Plus Expo October 2010.

Actively seeking criticism and advice is vital to the successful entrepreneur. As a creative professional the chances are good that you are on your own most of the time when it comes to business decision-making. So what do you do to assure that your decisions are sound, timely and relevant to what is happening around you?

I have been an entrepreneur since I was a kid. Whether syndicating the neighborhood lemonade stands, starting social ventures to help the homeless, or my role here at liveBooks over the past six years, I’ve been leading teams of people toward the successful completion of common goals for most of my life. Ultimately I credit my advisors with a large part of this success. I’ve known some of them for nearly twenty years, which means they have a unique perspective because they can include knowledge of me in our discussions and decisions. Some of my advisors I speak to on a weekly basis with a set day and time, others I talk with every few weeks, while others I may only call on occasion.

Like any relationship, advisor relationships need nurturing and respect if they are to be of true value. Although most of our discussions never have a set agenda I try to prepare for the discussion by reviewing my notes from the last call or meeting and by creating a good question or two that I hope will be the cornerstone of a wonderful conversation. For instance I might ask, “Hey Jim, what type of things have you found to be most effective in staying connected with your customers?” Often times these discussions are the highpoint of my week as I listen intently for what my friend Cory refers to as “nuggets of wisdom’.

So, don’t be afraid to reach out to a person or two and ask if they might be interested in becoming an informal advisor for you and your business. As with building any team think about creating diversity of knowledge, experience and reach. Who do you know that you deeply respect and have found to be insightful and helpful in the past? Simply ask, “Hey Jim, I am putting together an informal group of people that I greatly respect that would be willing to chat with me from time-to-time and act as advisors and mentors for me – it would mean a lot to me if you would consider joining my team.” The worst that can happen is that they decline, but I guarantee they will be honored that you thought of them. Start small, make it simple, and let me hear of your experiences with advisors. As always, I hope you’ll find a little something good in this advice.

An interview with Mary Virginia Swanson, creative consultant on making and marketing art. Written for our friends at APA National.

MVS:  Today, introducing your work to new audiences or keeping in touch with those whom you’ve met should be consistent in brand identity and intention whether it is in print or via email.  Depending on the market segment you are targeting, using social media such as Facebook and Twitter may be appropriate.  Regardless, your website should be the anchor of your marketing, featuring a tight edit of images, and a clear message, with simple navigation.