::  RAISING THE GAME
The aim of the event is to review current skills and services to be better able to influence and manage improved client re...
:: RAISING THE GAME
:: 30 SECOND COMMERCIAL :: RAISING THE GAME
THE AIM OF A PERSONAL COMMERCIAL… … IS TO START A DIALOGUE
NAME BUSINESS OR PROFESSION YOUR STRENGTHS SUCCESSES RECENT ACHIEVEMENTS WHERE YOU MAKE A DIFFERENCE WHY YOU ARE DIFFERENT...
CREATES AN INTEREST IN YOU WHAT YOU CAN OFFER START A DIALOGUE IT’S IMPORTANT BECAUSE...
INTRODUCE YOURSELF
:: 30 SECOND COMMERCIAL :: RAISING THE GAME
:: RAISING THE GAME
:: YOU THE BRAND :: RAISING THE GAME
<ul><li>ACTIVITY </li></ul><ul><li>Now that you have briefly know each other… </li></ul><ul><li>Write your  name on the bo...
PERSONAL BRANDING In the broadcast media, how people make a judgement about you is how they brand you. As a freelancer, yo...
WHAT MAKES YOU STAND OUT?
 
WHAT MAKES YOU DIFFERENT? YOU ARE YOUR BRAND WHAT ARE YOU GOOD AT? HAVE A CLEAR FOCUS
AS A FREELANCER, YOU ARE  YOUR BRAND… … MANAGE THE BRAND
:: YOU THE BRAND :: RAISING THE GAME
:: RAISING THE GAME
:: DEVELOP THE CV :: RAISING THE GAME
<ul><li>Developing the CV </li></ul><ul><li>No such thing as the perfect CV </li></ul><ul><li>CVs get 30 to 60 seconds onl...
<ul><li>CV Styles </li></ul><ul><li>Reverse Chronological </li></ul><ul><li>List job experiences in reverse chronological ...
:: DEVELOP THE CV :: RAISING THE GAME
:: RAISING THE GAME
:: RAISING THE GAME :: NETWORKING
“ People don't want to be marketed to; they want to be communicated with.&quot; Flint McGlaughlin
NETWORK A group of people who  exchange  information, contacts and experience for professional or social purposes  Oxford ...
THE OBJECTIVE OF NETWORKING IS, having made an effective approach, is to gain referrals to a decision maker
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,...
:: NETWORKING ACTIVITY
::MAKING POSITIVE CONTACT
Hey! Talk to me. BEST FACE TO FACE NORMALLY INITIATED BY PHONE NEVER  ASK FOR WORK
MAKING POSITIVE CONTACT START WITH PEOPLE YOU KNOW 80% OF PEOPLE  WILL  HELP STROKE EGO’S
<ul><li>THE TARGETED CALL </li></ul><ul><li>Use your contact name </li></ul><ul><li>Purpose of the call </li></ul><ul><li>...
<ul><li>THE NETWORKING MEETING </li></ul><ul><li>Build rapport </li></ul><ul><li>Agree time </li></ul><ul><li>Confirm your...
:: NETWORKING :: RAISING THE GAME
:: RAISING THE GAME
:: RAISING THE GAME :: NEGOTIATION
Red   Black
WIN AS MUCH AS YOU CAN <ul><li>The purpose of the game is to  win as much as you can . </li></ul><ul><li>You will be split...
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 MU...
ROUNDS AND SCORING WIN AS MUCH AS YOU CAN
Red   Black
NEGOTIATION STAGES
<ul><li>SEVEN STEPS OF A NEGOTIATION </li></ul><ul><li>Open </li></ul><ul><li>Propose and Counter Propose </li></ul><ul><l...
£250 £150 £200 £100 ZOPA ZONE OF POSSIBLE AGREEMENT YOU CLIENT Positional Bargaining
Focus on interests, not positions Separate people from problem Don’t bargain over positions Insist on using objective crit...
THE POWER OF NO
Therefore, negotiation is a  transaction  between two or more parties, leading to an exchange of  information  resulting i...
:: NETWORKING :: RAISING THE GAME
:: RAISING THE GAME
:: RAISING THE GAME :: CONTRACTING
:: RAISING THE GAME :: REVIEW
skillset.org USEFUL SITES bectu.org.uk productionbase.co.uk shootingpeople.org mandy.com
grapevinejobs.com USEFUL SITES mediauk.com film-tv.co.uk startintv.com tvjobs.com
Television is an invention that permits you to be entertained in your living room by people you wouldn't have in your home...
[email_address]
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Creative Freelancers - Raising the Game Presentation

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Presentation slides from the Screen Yorkshire sessions held on Wed 10th and Thursday 11th February to drama and documentary production freelancers.

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  • Outline content to be covered during the two days. More about working with the collective experience and to discuss issues and ideas. After this slide has been explained, get delegates to spend 5 mins writing down their beliefs on the “What ‘beliefs do you have about negotiation?” card and get them to hold onto this for a while. Do not discuss what they have written yet. Explain that we will come back to it later. Day Two is 9.00 to 4.00.
  • Summary slide on principled negotiation
  • Creative Freelancers - Raising the Game Presentation

    1. 1. :: RAISING THE GAME
    2. 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. 3. :: RAISING THE GAME
    4. 4. :: 30 SECOND COMMERCIAL :: RAISING THE GAME
    5. 5. THE AIM OF A PERSONAL COMMERCIAL… … IS TO START A DIALOGUE
    6. 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. 7. CREATES AN INTEREST IN YOU WHAT YOU CAN OFFER START A DIALOGUE IT’S IMPORTANT BECAUSE...
    8. 8. INTRODUCE YOURSELF
    9. 9. :: 30 SECOND COMMERCIAL :: RAISING THE GAME
    10. 10. :: RAISING THE GAME
    11. 11. :: YOU THE BRAND :: RAISING THE GAME
    12. 12. <ul><li>ACTIVITY </li></ul><ul><li>Now that you have briefly know each other… </li></ul><ul><li>Write your name on the bottom of a piece of A4 paper </li></ul><ul><li>Pass the sheet of paper to the person on your right </li></ul><ul><li>Write down a short comment of your first impression of the person who’s name is at the bottom of the paper </li></ul><ul><li>Fold the paper over to hide the comment only </li></ul><ul><li>Pass the paper on to the next person on your right when asked to do so </li></ul><ul><li>Repeat the process until your paper gets back to you </li></ul>
    13. 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. 14. WHAT MAKES YOU STAND OUT?
    15. 16. WHAT MAKES YOU DIFFERENT? YOU ARE YOUR BRAND WHAT ARE YOU GOOD AT? HAVE A CLEAR FOCUS
    16. 17. AS A FREELANCER, YOU ARE YOUR BRAND… … MANAGE THE BRAND
    17. 18. :: YOU THE BRAND :: RAISING THE GAME
    18. 19. :: RAISING THE GAME
    19. 20. :: DEVELOP THE CV :: RAISING THE GAME
    20. 21. <ul><li>Developing the CV </li></ul><ul><li>No such thing as the perfect CV </li></ul><ul><li>CVs get 30 to 60 seconds only </li></ul><ul><li>It’s a presentation of what you can offer </li></ul>
    21. 22. <ul><li>CV Styles </li></ul><ul><li>Reverse Chronological </li></ul><ul><li>List job experiences in reverse chronological order, the most recent first </li></ul><ul><li>Functional Style </li></ul><ul><li>Describes skills and achievements under specific headings </li></ul><ul><li>Broadcast CV </li></ul><ul><li>Tends to focus on production experience first: </li></ul><ul><li>Date </li></ul><ul><li>Role </li></ul><ul><li>Production </li></ul><ul><li>Production Company for Broadcaster </li></ul><ul><li>Producer / Director </li></ul>
    22. 23. :: DEVELOP THE CV :: RAISING THE GAME
    23. 24. :: RAISING THE GAME
    24. 25. :: RAISING THE GAME :: NETWORKING
    25. 26. “ People don't want to be marketed to; they want to be communicated with.&quot; Flint McGlaughlin
    26. 27. NETWORK A group of people who exchange information, contacts and experience for professional or social purposes Oxford Dictionary
    27. 28. THE OBJECTIVE OF NETWORKING IS, having made an effective approach, is to gain referrals to a decision maker
    28. 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
    29. 30. :: NETWORKING ACTIVITY
    30. 31. ::MAKING POSITIVE CONTACT
    31. 32. Hey! Talk to me. BEST FACE TO FACE NORMALLY INITIATED BY PHONE NEVER ASK FOR WORK
    32. 33. MAKING POSITIVE CONTACT START WITH PEOPLE YOU KNOW 80% OF PEOPLE WILL HELP STROKE EGO’S
    33. 34. <ul><li>THE TARGETED CALL </li></ul><ul><li>Use your contact name </li></ul><ul><li>Purpose of the call </li></ul><ul><li>Talking to other people </li></ul><ul><li>Stroke their ego </li></ul><ul><li>NOT looking for business or work </li></ul><ul><li>Set up a meeting </li></ul>
    34. 35. <ul><li>THE NETWORKING MEETING </li></ul><ul><li>Build rapport </li></ul><ul><li>Agree time </li></ul><ul><li>Confirm your intention </li></ul><ul><li>Contact reminder </li></ul><ul><li>Seek referrals </li></ul><ul><li>Close </li></ul>
    35. 36. :: NETWORKING :: RAISING THE GAME
    36. 37. :: RAISING THE GAME
    37. 38. :: RAISING THE GAME :: NEGOTIATION
    38. 39. Red Black
    39. 40. WIN AS MUCH AS YOU CAN <ul><li>The purpose of the game is to win as much as you can . </li></ul><ul><li>You will be split into two teams – A and B. </li></ul><ul><li>Each group needs to appoint a leader. </li></ul><ul><li>For each round, you must vote for ‘Red’ or ‘Black’ – all team members must vote and majority rules. </li></ul><ul><li>Your leader will give your team’s choice for each round to the Facilitator, and will also record your team’s score. </li></ul><ul><li>You will then proceed to the next round. </li></ul>In your teams, spend 5 minutes deciding your strategy for winning as much as you can.
    40. 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
    41. 42. ROUNDS AND SCORING WIN AS MUCH AS YOU CAN
    42. 43. Red Black
    43. 44. NEGOTIATION STAGES
    44. 45. <ul><li>SEVEN STEPS OF A NEGOTIATION </li></ul><ul><li>Open </li></ul><ul><li>Propose and Counter Propose </li></ul><ul><li>Explore Options </li></ul><ul><li>Signal </li></ul><ul><li>Package </li></ul><ul><li>Summarise (TACOW) </li></ul><ul><li>Close </li></ul>
    45. 46. £250 £150 £200 £100 ZOPA ZONE OF POSSIBLE AGREEMENT YOU CLIENT Positional Bargaining
    46. 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
    47. 48. THE POWER OF NO
    48. 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.
    49. 50. :: NETWORKING :: RAISING THE GAME
    50. 51. :: RAISING THE GAME
    51. 52. :: RAISING THE GAME :: CONTRACTING
    52. 53. :: RAISING THE GAME :: REVIEW
    53. 54. skillset.org USEFUL SITES bectu.org.uk productionbase.co.uk shootingpeople.org mandy.com
    54. 55. grapevinejobs.com USEFUL SITES mediauk.com film-tv.co.uk startintv.com tvjobs.com
    55. 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
    56. 57. [email_address]

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