Negotiating Pricing Members  

Fees for illustration commissions will usually be negotiated between the illustrator and the client - this is completely normal. For any negotiation, adopting the right frame of mind and manner will stand you in good stead. It'll also help to have a few practical techniques and knowledge of the issues in different sectors of the market at your fingertips.

It is important that you get in the right frame of mind...

Your client needs you

It can be easy for freelancers to feel overly grateful that someone is prepared to pay them to make an image. But remember, although you may need the work, the client also needs you. The client has chosen you because they think you're the right person to do the job. You?re not being done a favour by being commissioned ? you?re offering a service that has value.

?It?s a win-win scenario?

The object of a good negotiation is to arrive at a point that is acceptable to both parties. To achieve this you need to know what the client needs, as well as what you need. When faced with a copyright assignment (i.e. handing over (assigning) all rights in the work), for instance, simply saying ?No I won?t assign you the copyright? can close the door on further discussion. A more productive approach is to find out why the client wants the copyright and see if you can offer them an alternative that deals with their concerns and is acceptable to you (see Menu quotes below.) Basically, never say ?No?, always say ?Yes, but...?

You are the professional

Take time out to find out the best practice for a range of jobs so that you have confidence in what you're asking. This may mean joining a professional support organisation such as the AOI who offer advice, or ask those you know who have the relevant experience. It helps to be familiar with different ways of licensing. If a client asks for copyright or some other right you don?t want to grant, you'll be in a better position if you're able to explain why you don?t want to grant it and what