The document discusses skills for freelancers to better manage client relationships. It provides tips for creating an effective 30-second commercial to introduce yourself, developing your personal brand, creating an impactful CV, networking strategically, negotiating successfully, and contracting skills. Key advice includes managing your brand as a freelancer, having a clear focus, gaining referrals through your network, using objective criteria in negotiations, and reviewing useful industry sites.

1. :: RAISING THE GAME

2. The aim of the event is to review current skills and services to be better able to influence and manage improved client relationships

3. :: RAISING THE GAME

4. :: 30 SECOND COMMERCIAL :: RAISING THE GAME

5. THE AIM OF A PERSONAL COMMERCIAL… … IS TO START A DIALOGUE

6. NAME BUSINESS OR PROFESSION YOUR STRENGTHS SUCCESSES RECENT ACHIEVEMENTS WHERE YOU MAKE A DIFFERENCE WHY YOU ARE DIFFERENT CONVERSATION HOOKS YOUR BUSINESS OR PERSONAL AIM THE FUTURE

7. CREATES AN INTEREST IN YOU WHAT YOU CAN OFFER START A DIALOGUE IT’S IMPORTANT BECAUSE...

8. INTRODUCE YOURSELF

9. :: 30 SECOND COMMERCIAL :: RAISING THE GAME

10. :: RAISING THE GAME

11. :: YOU THE BRAND :: RAISING THE GAME

13. PERSONAL BRANDING In the broadcast media, how people make a judgement about you is how they brand you. As a freelancer, you are your brand. Alec McPhedran

14. WHAT MAKES YOU STAND OUT?

16. WHAT MAKES YOU DIFFERENT? YOU ARE YOUR BRAND WHAT ARE YOU GOOD AT? HAVE A CLEAR FOCUS

17. AS A FREELANCER, YOU ARE YOUR BRAND… … MANAGE THE BRAND

18. :: YOU THE BRAND :: RAISING THE GAME

19. :: RAISING THE GAME

20. :: DEVELOP THE CV :: RAISING THE GAME

23. :: DEVELOP THE CV :: RAISING THE GAME

24. :: RAISING THE GAME

25. :: RAISING THE GAME :: NETWORKING

26. “ People don't want to be marketed to; they want to be communicated with." Flint McGlaughlin

27. NETWORK A group of people who exchange information, contacts and experience for professional or social purposes Oxford Dictionary

28. THE OBJECTIVE OF NETWORKING IS, having made an effective approach, is to gain referrals to a decision maker

29. ME A B C A Primary Contact who already knows you Referrals to B or directly to C B Bridge Contact for info such as events, activities, people in your field Refers to C C Key person or decision maker

30. :: NETWORKING ACTIVITY

31. ::MAKING POSITIVE CONTACT

32. Hey! Talk to me. BEST FACE TO FACE NORMALLY INITIATED BY PHONE NEVER ASK FOR WORK

33. MAKING POSITIVE CONTACT START WITH PEOPLE YOU KNOW 80% OF PEOPLE WILL HELP STROKE EGO’S

36. :: NETWORKING :: RAISING THE GAME

37. :: RAISING THE GAME

38. :: RAISING THE GAME :: NEGOTIATION

39. Red Black

41. THE SCORING SYSTEM Red +5 Red - 3 Black -5 Black +3 Black -5 Red -3 Red +5 Black +3 TEAM A CHOICE TEAM B CHOICE WIN AS MUCH AS YOU CAN

42. ROUNDS AND SCORING WIN AS MUCH AS YOU CAN

43. Red Black

44. NEGOTIATION STAGES

46. £250 £150 £200 £100 ZOPA ZONE OF POSSIBLE AGREEMENT YOU CLIENT Positional Bargaining

47. Focus on interests, not positions Separate people from problem Don’t bargain over positions Insist on using objective criteria Invent options for mutual gain PRINCIPLED NEGOTIATION

48. THE POWER OF NO

49. Therefore, negotiation is a transaction between two or more parties, leading to an exchange of information resulting in an agreed outcome with both parties having the right to veto.

50. :: NETWORKING :: RAISING THE GAME

51. :: RAISING THE GAME

52. :: RAISING THE GAME :: CONTRACTING

53. :: RAISING THE GAME :: REVIEW

54. skillset.org USEFUL SITES bectu.org.uk productionbase.co.uk shootingpeople.org mandy.com

55. grapevinejobs.com USEFUL SITES mediauk.com film-tv.co.uk startintv.com tvjobs.com

56. Television is an invention that permits you to be entertained in your living room by people you wouldn't have in your home. David Frost

57. [email_address]