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The aim of the event

is to review current skills

and services to be better

able to influence and

manage improved client

relationships

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:: 30 SECOND COMMERCIAL

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THE AIM OF A PERSONAL

COMMERCIAL…

…IS TO START A DIALOGUE

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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

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CREATES AN INTEREST IN YOU

WHAT YOU CAN OFFER

START A DIALOGUE

IT’S IMPORTANT BECAUSE...

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INTRODUCE YOURSELF

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:: 30 SECOND COMMERCIAL

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:: YOU THE BRAND

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ACTIVITY

Now that you have briefly know each other…

1.Write your name on the bottom of a piece of A4 paper

2.Pass the sheet of paper to the person on your right

3.Write down a short comment of your first impression of the person who’s name is at the bottom of the paper

4.Fold the paper over to hide the comment only

5.Pass the paper on to the next person on your right when asked to do so

6.Repeat the process until your paper gets back to you

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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

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WHAT MAKES YOU STAND OUT?

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WHAT MAKES YOU DIFFERENT?

YOU ARE YOUR BRAND

WHAT ARE YOU GOOD AT?

HAVE A CLEAR FOCUS

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AS A FREELANCER, YOU

ARE YOUR BRAND…

…MANAGE THE BRAND

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:: YOU

THE BRAN

D

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:: DEVELOP THE CV

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Developing the CV

No such thing as the perfect CV

CVs get 30 to 60 seconds only

It’s a presentation of what you can offer

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CV Styles

Reverse ChronologicalList job experiences in reverse chronological order, the most recent first

Functional StyleDescribes skills and achievements under specific headings

Broadcast CVTends to focus on production experience first:DateRoleProductionProduction Company for BroadcasterProducer / Director

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:: DEVELOP THE CV

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:: NETWORKING

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“People don't want to be marketed to;

they want to be communicated

with."Flint McGlaughlin

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NETWORK

A group of people who exchange information, contacts and experience for professional or social purposes

Oxford Dictionary

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THE OBJECTIVE OF NETWORKING IS,

having made an effective approach, is to gain referrals to a decision maker

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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

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:: NETWORKING ACTIVITY

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::MAKING POSITIVE

CONTACT

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Hey! Talk to me.

BEST FACE TO FACE

NORMALLY INITIATED BY PHONE

NEVER ASK FOR WORK

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MAKING POSITIVE CONTACT

START WITH PEOPLE YOU KNOW

80% OF PEOPLE WILL HELP

STROKE EGO’S

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THE TARGETED CALL

1. Use your contact name

2. Purpose of the call

3. Talking to other people

4. Stroke their ego

5. NOT looking for business or work

6. Set up a meeting

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THE NETWORKING MEETING

Build rapport

Agree time

Confirm your intention

Contact reminder

Seek referrals

Close

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:: NETWORKING

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:: NEGOTIATION

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Red Black

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WIN AS MUCH AS YOU CANThe purpose of the game is to win as much as you can. You will be split into two teams – A and B. Each group needs to appoint a leader. For each round, you must vote for ‘Red’ or ‘Black’ – all

team members must vote and majority rules. Your leader will give your team’s choice for each round

to the Facilitator, and will also record your team’s score. You will then proceed to the next round.

In your teams, spend 5 minutes deciding your strategy for winning as much as you can.

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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

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ROUNDS AND SCORING

TOTAL6***543 **21 TOTAL6***543 **21

A

B

** Double frame score***Triple frame score

WIN AS MUCH AS YOU CAN

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Red Black

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NEGOTIATION STAGES

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SEVEN STEPS OF A NEGOTIATION

1. Open2. Propose and Counter Propose3. Explore Options4. Signal5. Package6. Summarise (TACOW)7. Close

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£250

£150

£200

£100

ZOPAZONE OF POSSIBLE

AGREEMENT

YOU CLIENT

Positional Bargaining

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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

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THE POWER OF NO

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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.

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:: NETWORKING

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:: CONTRACTING

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:: REVIEW

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skillset.org

USEFUL SITES

bectu.org.uk

productionbase.co.uk

shootingpeople.org

mandy.com

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grapevinejobs.com

USEFUL SITES

mediauk.com

film-tv.co.uk

startintv.com

tvjobs.com

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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

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info@skillschannel.tv