Non-Taxi related advice needed

[kclements]

Hello Friends -

I need some advice - I have a production company that I am starting to working with - I submitted a proposal to write 31, 2 minute pieces of music. I cut my rate down quite a bit for a number of reasons that I won't go into. But I thought it was fair for me, a bit better for them, and the understanding was it would be an introduction to each other, and more work would result at ever better rates. (They are working on selling their clients to the idea of using custom music to improve overall production...)

Had a meeting today and what they want now is for a kind of hybrid music supervisor/composer role. So I would look at their spreadsheet of the 31 videos, pick out library music for 15-25 of them and write custom music for the other 10 or 12 videos. I would pick which videos got custom and library music. They want me to pick all the music first to edit to as a temp track. Then, I would go back and clean up any of the tracks for final cut - so if they needed an extra bar or two to match their editting...

And of course, they want all of this for less than my original fee for custom music. I originally quoted $3800 for all the music - which I know is very low, but again, I had my reasons. So here are my questions:

1) Can/should I even consider doing this for less money - even though I am not composing it all, I still have to listen to the library and make decisions on what fits and edit...

2) My goal is to spend more time writing, not less. Anytime I spend going through library music is time not writing. On the other hand, it does help me improve my skills matching music to picture and I am sure there are a lot of things I can learn from working this way, even if I not the one writing the music.

3) Is this setting a bad precedent that my quotes are continually negotiable and that I will do work for less money and take on other job duties not on the quote?

Thanks for all your thoughts -

kc

[benjet]

KC,
I am not very experienced in the music business, however, I have 20 years of experience negotiating contracts in the IT and gaming industries.
My intent is to provide you with validation, as I’m sure you have thought of most of this:

In my experience, it is common practice to negotiate an initial offer. It’s not personal, just due diligence on their side. They want the most they can possibly get for the money they spend.

My guess is that they expect a counter offer from you at this point.

Before providing a counter-offer, I would try to determine a few things:
• What is the minimum you can charge and feel good about the deal
• What is the value of new experience on your resume
• Are you willing to walk away from the deal if they don’t meet your minimum request?

For clarity, I would separate the 2 items that they are negotiating:

1. The increase in scope/responsibility
a. You are willing to do this, at an additional charge
b. You are willing to do this, at no extra charge
c. You are willing to outsource this for them, at cost
d. You would prefer not to be involved
2. The decrease in project price
a. You gave them a deeply discounted price, and it is as low as you can go
b. You will do the work for their price, but for fewer songs
c. You are willing to lower the price, for this project only

Only you can determine where your boundaries are.

1) Can/should I even consider doing this for less money - even though I am not composing it all, I still have to listen to the library and make decisions on what fits and edit...

IF IT WERE ME, I would be hesitant to agree to less money right off (even if you think that’s where you’ll end up). A statement like “I would be comfortable getting started on this today if we can make the agreement on my original offer. I’m even willing to throw in ….” This gives them the clear impression that you WANT to do business with them, yet you feel you are worth the money you are asking. Depending on their response to that, you may consider going a bit lower and asking if they would consider fewer songs for that price. Only after that conversation has taken place would I feel like I didn’t needlessly leave money on the table. And also, some good bonding can happen during these types of conversations; throw some humor in if possible!

2) My goal is to spend more time writing, not less. Anytime I spend going through library music is time not writing. On the other hand, it does help me improve my skills matching music to picture and I am sure there are a lot of things I can learn from working this way, even if I not the one writing the music.

This is a personal decision KC, and luckily for you, neither is a bad one.

3) Is this setting a bad precedent that my quotes are continually negotiable and that I will do work for less money and take on other job duties not on the quote?

I think it is reasonable to expect all quotes to be negotiable, they key is to use good negotiating techniques with them. I have no direct experience, but I thinks it’s safe to assume that as your stock rises in this business, you can command more money - because you won’t have time to do everything asked of you. This lack of supply (your talented time) will create demand – meaning you can charge more!

Oh, and let's remember one of the most important keys to success. Once negotiation is complete and the work starts, give them more than they expect! Under promise, over deliver!

I hope this didn’t bore you KC, just trying to help out.

Tony

[fusilierb]

Wow Tony,
That was awesome. I learned a ton reading this!

[kclements]

Wow - thanks for the reply. It will take some time to digest what you have said.

I should add, that this is my second offer for them. My first offer came in around $11k. Again, because of a number of things - the main one being a very good friend of mine is the editor and we thought this would be a good way to build a relationship and get a pretty steady flow of future work- I cut it way back.

So, I have to give them an anwer either way by Monday morning. Right now, my thought is to turn the job down. We will see how the weekend shakes out and how my feelings change after I have had a chance to mull it over.

thanks for your advice!!!!

kc

[kclements]

KC,

I hope this didn’t bore you KC, just trying to help out.

Tony

Not at all Tony - Thanks a million for your thoughtful response.

Kayle

[mojobone]

I think you might also want to consider the value of having the words "music supervisor" on your resume, and the value of the education that'll come with such a gig. (might be worth a little horse tradin') You could also look at this as an opportunity to more clearly show the company the value of your custom music as compared to those library tracks you'll be selecting....jes' a thought.


@ Tony: Awesome post!

[jeffgreenleaf]

Good luck KC!
Tony, great info...thanks!