My Ochocinco Inspiration

I wouldn't say I look to Chad Ochocinco for inspiration on a regular basis, but seeing a tweet of his today pushed me onward to blog about something that's important to me. It's something that I battle with on a daily basis as not only a small business owner, but as a husband, a father, a friend, a person. Attitude.


Every day we are faced with decision which is going to dramatically affect how we perceive our circumstances. Each day will have it's ups and downs, no matter how positive you are, but it's the perception of those events that shapes us. It's process of keeping those events in context. And, how you go at solving the problems that arise (or dealing with successes for that matter) is based firmly on your attitude. Some of my best days have been when confronted with seemingly un-winable circumstance and coming out on top. 


Let's get a couple of things straight about what having a positive attitude is and is not.


Positive thinking is not: 
• being cheerful
• being happy
• always thinking the "glass is half-full"


They are most definitely symptoms of positive thinking, but having a positive attitude is about so much more than smiling when you just got cut off in traffic. 


Positive thinking is:
• coming to the table armed with a can-do attitude
• being your best in the situation you're in for however long you're committed to being there
• creative thinking, doing some things that stretch you, getting out of your comfort zone
• being a problem solver


I used to have a professor that would tell us not to bring up a problem, unless we had a possible solution. I think that is one of the best lessons I've learned. Positive thinking is not ignoring things that are broken, it's improving things that aren't. It's not asking "What's wrong with this?" Its asking "What can I do to make this better?" 


My grandfather used to drop a card in every letter he sent out. This is what it said:

This is the beginning of a new day. God has given me this day to use as I will. I can waste it or use it for some good purpose.

But what I do with this day is important because I have exchanged a day of my life for it. When tomorrow comes, today will be gone forever. I hope I will not regret the price I paid for it. - Anon.

Are we guarding dead ideas?

As graphic designers we tend to think of ourselves as artists first and foremost. We would be more likely to put ourselves in the category of Photographers, Illustrators, Painters, Musical Artists, etc. and thus our expectations for the privacy of our "intellectual property" are high.

Unfortunately, most of our clients, view us more like the hired help. We are providing them with a service, and since they are paying us for that service, they expect to receive the process behind it as well as the end product.

Therein lies the rub. If you ask around, the general policy you see from designers is, no layered files. If the client MUST have them, then they will pay an additional mint for them, and we're likely to flatten them as much as possible before handing them over. Are we justified in our efforts to protect our "intellectual property?" Absolutely. Is it worth losing a client over? Maybe. Maybe not.

I have a client who repeatedly asks me for layered files. Every job, I am expected to hand them over. I am completely opposed to this in principle, as it does not make good business practice to give up your process, and in turn give them the opportunity to farm out your layered work to someone who will produce it cheaper. I fought this tooth and nail for a long time. Trying to figure out a way to get my full compensation for what I felt was money flying out the door!

I am reminded of a business model that is currently being exploited at it's fullest that draws some parallels. Music business. Record labels have fought for so long to maintain their rights by hunting down, suing, shutting down and prosecuting those who steal their intellectual property by illegal digital downloading. We've watched as labels have folded in on themselves, over and over and over again, until the skeleton crews that exist are worked three times as hard, just to keep afloat.

What was our criticism of them? They were behind the curve. There was no way to fight it, they should've tried to get ahead of the curve. THEY should've been the ones to open iTunes Store, not Apple or anyone else. But they spent too much time chasing down the Napsters and 12-year old girls who were illegally accessing this music. Again, in principle, I completely agree with what they were doing, but the question becomes, is it relevant anymore?

In the same way, in a world where every band has a cousin or drummer is a graphic designer, and everyone is a photographer, illustrator, and web designer in their free time, is it worth sacrificing clients to hang on to your layered files? Maybe... maybe not.

I'd propose asking yourself these questions, before firing back that disgusted email:
• Is this a client that is likely to come back to you in the future for more work? Would giving up layered files be an incentive to them that you could live with?

• Are they paying you full price? If you gave them a bargain, they should pay more for layered files.

• Did they hire you for 1 piece, or to create the branding for a campaign? If they hired you to brand a campaign, but not for all of the pieces, are you okay with that?

• IS IT WORTH THE TIME AND ANXIETY? This one is requires honest reflection. Is there truly something unique in the files that you don't want to get out? If so, flatten it. But count the cost. Don't automatically assume that they want your amazing layered files to spread out across the internet, just to exploit your greatness and expose your secrets. Sometimes it's just not worth the fight.

Lastly, always mention to your client that "this is not common practice," and will need to be negotiated with each project or on the whole of projects you work on together. But avoid spending so much time and effort clinging to dead ideas, that you get behind the curve. Ask your friends in the music business. It doesn't pay off in the long term.

Swallow your pride... defend your honor?

This is probably the single biggest issue "commercial" artist face, and we face it on a daily basis. I thought I'd break down my thoughts on it.

Let's face the facts. You run a small business yes, but ultimately, you are still here to please the Man. Yes yes, that's the dirty unrelenting truth. Our endgame is to make customers happy in as creative a way as they'll allow you to do so.

I'll never forget something one of my professor's told me in college about designing for clients. "Sometimes a crappy project, deserves a crappy solution." I don't think he meant you should try to do low-caliber work, nor do I think he was saying be lazy about a project if you don't like the client. The point he was trying to make is that not EVERY job is suited for your most "creative" work. I use the proverbial air quotes here, because creativity is not an inherent fine art, but a skill that you develop. Creativity does not directly correlate with "artsy." So yes, while EVERY job deserves a unique creative solution, not every job deserves your artsy-est ambitions. You have to ask yourself "Am I ready to die on this hill?"

Sacrifice the client for face? Or give in to design by committee?

There's a fine line here to walk. There is no right answer. There is only how much you can take, and still sleep at night. As an artist looking to sell his/her wares in the world, you will certainly be offended. Quite often I might add. And as a small business owner, you have to ask yourself, where is the line between this being a productive relationship and becoming a production artist for the client. There is no right/wrong answer, except this. If I am sacrificing clients left and right for my creative integrity, I am probably not in the right business. If on the other hand, people are beginning to see me as nothing more as a production artist and going elsewhere for their truly creative work, I am probably not defending my design enough. Which brings to surface an important underlying question: Am I presenting my design well, so that the client understands the idea behind the design, and understands that I put serious thought into this (Not time, but thought)? Are they persuaded by my argument?

I find this one difficult in this day and age when presentation/communication rarely happen face-to-face. We must put forth the effort to communicate our reasons for our designs. We do still have them don't we?

And after you have done that, and the client still disregards your thoughts, ask yourself. "Am I ready to dies on this hill?"

2 things I have to remember on a daily basis

OK, so there are more than 2, but these 2 things are probably the hardest for me to trust, live by and follow through on.

1. Working ON your business, is as important as working IN your business.

As a small business owner, I'm constantly bombarded by the Technician's slanders and the Manager's insults, and the Entrepreneur quickly gets forgotten.

I constantly have to remind myself that time spent working ON my business is every bit as essential as working IN my business. I have to shun the guilt that I feel that I'm not "on the clock." Meeting with potential clients or contacts, taking some time to make adjustments to my systems, updating my website, etc. are vital to your long-term goal of sustaining a working environment.

Don't have time because you're too busy working? What a great problem to have! Do it after hours.

2. Stick with your systems... even when no one is looking.

I was with my Dad the other day, sitting in his single engine Cessna. We were only moving the plane a few hundred yards. Before he started the engine he yells "Clear." Now, there was no one anywhere near the plane... not for a hundred yards at best, but he said it anyway. He said it because he was supposed to, and more importantly that over many years of flying, it had become a habit.

In short, the lesson I learned was this: No matter if you think it makes sense at the time or not; No matter if no one is going to know that you didn't follow your own rules.... Always Always follow your own systems. You set them up because (when you weren't being lazy) you viewed them as ways to be the most productive. If you follow them when you don't want to you will eventually create a habit.

Finally, listen to yourself. If you see that you are repeatedly dodging your own systems, breaking your own rules, etc., ask yourself "Am I just being lazy?" or "Am I avoiding this because my system doesn't work?" If it's not working. Adjust it.

Is this my time to go all in?

Probably the most common question I get from friends who are thinking about starting their own businesses is "How do I know when it is time to leave my job and start my own thing?"

These days, we are increasingly tempted to venture out, stop working for the man, and start working for ourselves. How do you know when it's the right time to do so?

There are a few questions you need to consider:

1. Am I leaving my job to start a business that I know will make money? Or to start a business that I love?

Hopefully it's both. Nothing is more difficult or more rewarding as running your own small business. But, you better love it. Because if it's just something that you think is going to be profitable, but don't love, you'll hate it. And if you hate it, your business will show it.

There's nothing wrong with wanting to make a profit and seeing an opportunity. But it would be tough for a vegan to open a successful McDonald's, because their heart would not likely be in it.

2. What am I selling? What makes me different from the rest of the people/companies in my field?

This is part of a branding strategy that will be addressed at a later date, but this is a good question to wrestle with. By the way, the answer is not talent.

3. What's my absolute worst case scenario and escape plan?

Let's be honest... small business is not for everyone, and there is a chance your business will fail. Be prepared. Don't sit around and watch your business go down the tubes, but be prepared for that scenario. What's your breaking point? At what point do you say, this is no longer worth it, and close shop? But in efforts to keep this positive, I would ask this first "Can I adapt my business out of the slump?"

This leads to probably the most important of the "when to leave" debate:

4. Do I have my finances in order and an Emergency Fund?

If you don't, you're not ready to venture out on your own. This is probably one of if not THE biggest reason small businesses fail. Nothing to fall back on.

Short and Sweet:

I recommend that you keep your business and personal life separate in every way. You should think of it differently, feel differently when you talk about it, etc. BUT, when debating on when you are ready to get started... you better have your personal finances in order, or you are not ready to start a business.

Namely, in this scenario, you should have at LEAST a 6 months emergency fund sitting in a money market account. Something that you do not touch unless you have absolutely no other option. And upon rebounding, every dollar goes into filling it back up.

Side Note: The 6 Month Emergency Fund:

Take your personal budget (yes, you should have a budget - if you don't try this budget courtesy of Dave Ramsey), strip down the luxuries like cable, eating out, etc., then multiply it by 6. Or take whatever number you base your monthly budget on, and mulitply it by 4. Then save up that much money and put it away. This is not your newest-latest-greatest-computer fund. This is your only-if-there-is-nothing-else fund.

Let's say your there.

You have your personal finances in order, a 6-month emergency fund, a passion for the business you want to get into, and an exit strategy. What's next?

Is it possible you start building that business while you maintain the income of your current employer? To start doing some freelance design at night, on the weekends, etc. to build your client-base? If so, can you build it to a certain point, sock enough money away to live for 3 months without income (in addition to your emergency fund), while you start building a loyal, consistent client-base? Can I bust my butt for a few months, testing the waters, while maintaining my current income to get started?

No one can ultimately tell you, yes it's time to go. It's a leap of faith, but should NOT be a blind one. Prepare yourself, prepare your finances, build a cushion for yourself, a solid foundation... then close your eyes and jump. You'll be years ahead of most current small business owners.

Freelancers Whine, Business Owners Do...

The world of designers is laced with the temptation to whine. Every designer whines... about clients, about computers, about their stupid bosses, about the project manager, you name it. It's always someone else's fault. It's always someone else's problem that I have to fix.

I started a company called B POSITIVE INC. which had a LOT to do with this phenomenon. Negativity is a disease that infects easily and sticks around until you do something about it. As a business owner, you have to pull back on the reins of moaning and complaining on your employees, even if you are the only employee. Freelancers whine. Business Owners lead. Bono put it like this in a recent tweet (@paul_hewson):

Why blame others for the problem you see? Stop, get up, and fix it. Take accountability. Lead. Please, you are needed!

It's hard to put it better than that. What good does it do to whine? Does it make you feel better? That's what I hear the most. I'm going to fix it, but I just had to bitch about it a little bit before to make me feel better. Ask yourself, did it work?

I'm going to leave you some wiggle room on this one. There is something to be said for venting. I would even venture to say it's a good practice, but there is a difference between venting frustration, and whining. If you need to vent, do so to someone you can trust, who either understands the situation, or even better is completely not connected to the situation (spouse, best friend, etc.). I often write an email addressed to no one, get it out on "paper" then trash it. But know that when you are done with that venting, you are done. It's over. There's nothing to do but move forward. Continuing your complaining is a sorry excuse for procrastination and sad cry of self-importance.

Want to be respected? Want people to think highly of you? Want people to look up to you as a business leader? Then stop complaining, put your nose down and move forward.

And remember this key to success in business politics: Praise goes down the ladder, Criticism goes up. Superiors hear the criticisms or complaints, subordinates ONLY hear praise. A surefire way to keep gossip out of your small business.

90% of Success is Showing Up

5 Rules to guarantee yourself a shot at being successful in small business.

My wife and I bought our first home in 2005. A Neo-Classical house built in 1911 that had been somewhat renovated about 10 years prior. Needless to say, while we love the house, it's got "character" and requires some serious upkeep. Thus began my first real-life experience with contractors, their work ethic, their (lack of) reliability and their seeming inability to show up when they say they are say they are going to.

Through 5 years now of using contractors (maintenance, construction, landscaping, etc.) I have learned some very important lessons. The ones that show up on time, do the job they say they are going to, communicate with you, and come in at the bid they originally gave you, are priceless. It made me think... why should this lesson not translate to ALL of small business, including my own?

Nothing and no one can guarantee your small business will succeed, but follow these 5 rules and you will have the best shot possible:

1. Show up on time.

Whether it be a meeting, a phone conference, whatever it is. Be there when you say you are going to be there. This will instill in your clients a sense that you are on top of things, attentive, and trustworthy.

2. Give your clients an accurate bid.

If a job is going to take you 10 hours to do, don't tell them 6 just to get the job and then bill them for 10. Give them an accurate quote the first time, and if the project is taking longer than suspected, be open and honest to why. If it's your fault for underbidding it (Yes, sometimes it is your fault), eat it and learn your lesson. If you gave them an estimate of 8-10 hours, and midway through the project they change the direction, notify them promptly of a change and in the amount of hours to complete the project within the new direction. Don't bury your head in the sand, then bill them for 14 hours. They are guaranteed to think you went back on your word. Which brings me the next rule.

3. Communicate openly and honestly about billing.

If you are honest in how you bill, there should never be a question that you cannot answer. If you bill hourly, then track your hours (always round them fairly) and be precise in recording what you are doing during that time. You don't have to break it out by 15 minute increments unless they ask. But if they do, you'll be prepared. Use a program like iBiz or other time tracking software to keep accurate records.

Again, if they switch course midstream, remember they probably know that it is going to cost them more. So take a couple of minutes, give them an accurate adjusted bid and communicate with them about the changes.

And probably most important, don't get defensive about billing. It's not personal, it's business. If you've kept accurate records, calmly answer their questions, be open and honest, be willing to walk them through the process.

4. Meet your deadlines.

If it's one thing that frustrates me more than anything about contractors, it's not meeting the deadlines we agree upon. Be realistic with your deadlines from the get-go. Pad your expected timeline by 15-25% to make up for unexpected emergencies. If you think you can get it done in 5 days, give yourself 6 to be safe. Then meet those deadlines.

If you are consistently not meeting your deadlines, you either have a problem with procrastination (stop being lazy) or you are setting unrealistic deadlines (adjust). 95% of the time a client would rather you meet a deadline that is a day later, than have you push a deadline an extra day or two because you didn't have something done when you said you would. Never ever ever miss more than one deadline with a client on one project. If you miss one, that client just jumped on the priority list. You should BEAT your next deadline for them.

Lastly, if you absolutely CANNOT meet a deadline you agreed on, give them as much advance notice as possible and promptly set a NEW deadline, so they can focus on the positive and not the negative.

5. Serve your clients well, and you won't have to sell.

I've never been one to sell. I hate it. I hate the way I feel when I'm doing it. I hate the way I sound when I hear myself trying to do it. For someone who wants to be successful in small business, you need to remember that referrals or word-of-mouth are going to be your biggest business-getters. That doesn't mean that marketing doesn't work, but before you go spend $5000 on a marketing campaign, ask yourself "Do my existing clients feel valued enough that they would give my name to my friends?" and if so, ask them "If you're happy with my work, I'd be honored if you would pass my name along to any friends or colleagues that you know that might be in need of my services." But don't say it that way. Put it in your own words.

I have found a few contractors which I truly trust to work on my house and one thing that I find is true. They all meet the rules I have mentioned, and I refer them to everyone I know that needs their services, without hesitation.

As creatives, we are predisposed to thinking that our talent is what gets us clients. Sure talent helps, but our business model, client relations, and customer service are the key ingredients to keeping those clients happy and referring us to their friends. When your clients hear that someone needs a designer, are you the first person that pops into their minds?

Bonus Rule:

6. Check your attitude at the door, trade it for some humility and kindness.

You're not the only designer. You're not the best designer. Stop being a snob, and be humble and kind to your clients. A kind demeanor will cover a multitude of sins in your small business. Don't mistake what I'm saying. I'm not saying be spineless, I'm saying be nice. Have the heart of a servant, not a prima dona.

Creativity getting in the way of Business or vice versa.

I'm finding more and more these days, that my focus is and will likely always be torn between 2 different worlds. 

The Creative world is the one where I'm constantly out there thinking up new ideas: I really need to start shooting, I should try to start a photography thing on the side; my new website needs to be cool... not just okay, but really amazing, or I'm not going to get any "cred"; screw all this mindless corporate design, I need to be illustrating in blood, dumpster-diving on the weekends, stop showering so much... okay well that might be pushing it, but you get the idea. 

The Business world as I'm going to call it for now, is the one in which I'm no longer concerned with what I'm working on creatively, because what I really want to do is grow my business. To be successful in a business sense to in my personal time I can do creative things, like paint, shoot, whatever. So all my focus is on productivity, getting things done, being as efficient as possible, making the money, client relations, keeping good books, etc. All good things, but for a creative person somewhat unfulfilling. 

Don't get me wrong, there is something creative about writing a business model that you can believe in and has a shot at success. If you take care with it anyway. 

So it begs the question, where's the balance? If anyone knows exactly, let me know, I'd like to patent your answer. I think all we can do is to nurture both sides, realizing there is room for both, and in the creative field it is important to have some of each. But too much of either will put you with one leg in the boat and one on the dock when the boat's leaving. Instead, enjoy your time abroad in creative thought while you are there... (I've begun blocking time to do so... sounds forced, more about this later). But when it's time to come back ashore, and resupply as it were, remember that this is the life you chose, and your creative respites will not be so serene if you don't get your business done when you need to. 

Conditioning your mind to be creative on command. 

I mentioned that I've begun blocking out time each week to allow myself to be all artsy and creative and out of touch with reality. Just don't email clients during this time. 

This is guaranteed to feel awkward at first. But try it for a month. Depending on how much time you to get in the zone, block out 2-3 hours a week to go there. Do it at either the end of the day, mid-week (or whenever you are likely to have fewer deadlines. If possible, do take a break, stop your work completely, and allow yourself that time to just do whatever feels creative. Work on your own stuff, redesign your website, blog, paint, shoot, browse your favorite designers or illustrators, brainstorm new self-promotion campaigns, whatever it is. But don't expect to get anything done during this time. This will keep you fresh emotionally and creatively and it will keep you sane the other 37-57 hours of your week. 

If running your own business is wearing a million different hats at any given time, the creative hat is that one that you bought on a whim and only wear on a rare occasions, but gets you the most compliments when you do wear it. It might be weird or a little out there, but in the right company, it sets you apart from others. 

Art Director: The Photoshoot

Photo-shoots are an interesting experience in my.... uhh.. experience. Maybe it's my own self-analyzing ways that give me this perception. I find that at the end of the day, you're left with some sort of accomplishment (a pretty massive undertaking when all is said and done), a sense of worry (how are they going to turn out, did I keep a close enough eye on the artist, did I help out enough?, was I too imposing? etc), and a sense of loss (like you spent all day in hyperdrive trying to get comfortable with people you don't know, now they are gone). Not to mention you've spent all your "funny" trying to keep the artist thinking about something other than themselves and the fact that everyone is staring at them.

The shoot today was great, professional, light, easy-going, and FAST. Couldn't believe we were done when we were. That rarely happens, adding to my paranoia. The photographer is amazing, the artist (though not entirely comfortable) appeared quite laid back and natural in front of the camera. 

There is a delicate balance, a fine line you walk as the art director that I find you have to be emotionally agile to walk. So many things about your role, are completely dependent upon artist-management-label-photographer dynamics. And no matter how much you prepare, the best art director comes to a shoot with an open mind of their role in the shoot. Some photographers will set up a shot, some will not. Some are more concerned with the background and not the artist. Some are concerned with the lighting or effect, and pay no attention to the clothes. Then there are those that are good with putting the artist at ease, watching their expressions, sensing their mood, etc. AND watching the overall shot. Those are gems. You will pay them lots of money. 

A few notes about Art Directing a photoshoot:

Expect to be exhausted.

Your job is it to be everything to everyone all day long. You are the fire-putter-outer. You are the go-getter (if you need to be), you are the stylist, you are the hair/makeup artist, you are the designer, you are the pose-watcher, the wrinkle-catcher, and probably most importantly the delegator. Don't be afraid to delegate, BUT don't be afraid to just DO it instead of waiting around for someone else to. If you are worth the money they are paying you to be there, they (artist, label) should see you as the most vital part to that shoot with exception of the photographer (or maybe without exception). 

Let the photographer set up the shot before you butt in to give your two cents.

Don't be the first one over his/her shoulder wanting to see what they are shooting. This is so annoying to photographers. The photographer will show you when they are ready to. Sometimes it takes a few shots to get there, especially with lighting. 

Be demanding, but be gentle about it. 

You need to tell them what you/the label want to get out of the shoot, but do so in a way that makes them want to accommodate those needs. Don't say NO that backdrop (that you spent 5 hours creating) looks terrible we will not shoot that. Say cool backdrop, maybe we get a few with that, then we move on to your other idea (subtext: which is even cooler). Remember photographers are creatives too and probably as much if not more sensitive than you. :-)

Always know what your end goal is, and don't be afraid to MOVE ON.

Don't be afraid to shoot something for half the time you had originally planned if it's not working. Move on. Time is money especially in this scenario. Give the photographer time to set the shot, and get it where he/she wants it, but if it's not working, chances are they know it too, but are too far down the road to turn the bus around. It's your turn. If you're not feeling it. Move on to the next setup. You need to accomplish a set number of shots and wasting time on what's not working makes no sense. Move on to the next setup.

Be complimentary when the shot is looking good.

This is one that we all forget to do. We tend to mention the bad, but let the good go unnoticed. If it looks good (or even if it's getting there), tell the artist so. Say, "This is looking really good,"or whatever, but tell them something. It's amazing how much they will lighten up, and soften when they are hearing positive feedback, instead of only negative. 

You're the last to leave.

Get used to it. You are staying until the artist has left. Cancel dinner. You can't leave until it's over, so no use getting your hopes up. This is your thing. Your meal ticket. You set this up and you will see it through to the end. 

That doesn't mean you need to help the camera crew break down, but I've done it a time or two. It does mean you don't walk out before the artist and label peeps leave. 

That's it. Nothing profound, but a few things I've learned over the years. If you follow these tips, you are almost always guaranteed to have success as an art director and establish your value to your client. 

Topics to cover:

• It's not about the Design it's about your Process.

• You are not a Freelancer, you are a Business Owner

• The Small Business Owner mindset

• S-Corp, LLC, LP, C-Corp, Sole-proprietor: The breakdown

• Pricing- The hour vs. the project

• Designing for Sanity vs. Designing for Money

• The Mad Hatter - Which Hat to Wear?

• In-home vs. Office Space

• Small Business Budgeting

• The Tax-Man vs. the Small Business

The Small Graphic Design Business - Freelance goes broke

So I've decided to start a blog about my experience as a small business owner and a graphic designer. I am going to try to break this down as best as possible, and relay as much detail as necessary without getting too lengthy or redundant.

Disclaimer: I am not an expert. This is not a educational blog. This is how I did it. There are plenty of other ways to do it. Nothing makes mine special, but thanks to some excellent counsel and some good fortune I was able to set a firm foundation for a small business. I'm passing along the basics. Quick and dirty.

Stat #1: 80% of new small business don't make it 5 years.
Stat #2: Of that 20% that DO make it the first 5 years, 80% don't make it to year 10.
Put it this way: you have a 4 in 100 shot at keeping your small business running for 10 years.