Tips for Working with Large Companies
Rich Raddon, Co-Founder of MovieClips (http://www.movieclips.com/) explains how to interact with big companies. Watch this video and know what to expect in negotiations with a big business.
- Do research on similar types of deals before starting negotiations
- Be understanding & accepting of the other person's limitations
- Realize you will move forward in small steps
So many times I get the question, “Do you have any tips for me in terms of working with large companies?” and I think the reason we get that question is because at movie clips, we did deals with six out of the seven major studious. And they’re very large organizations. And people are curious as to how we did those deals. And think there are three major points to working with somebody at a big studio and trying to create a deal.
First of all, you have to be completely familiar with the other side’s perspective. If deals like what you’re suggesting haven’t been done in the past, there’s probably a reason for it. So, you need to come in fully educated and informed so that you can speak to those issues and what that does is it gives the person on the other side of the table a lot of comfort because they recognize that you understand the climate at the organization and you understand the challenges.
Secondly, I think it’s important that you accept the individual who you’re working with, you accept their restrictions and many times, I think people seem to feel like people at big, big, big companies aren’t smart or they don’t get it and that’s usually not the case. They understand the opportunity. They just have certain challenges that they need to get through corporately to get a deal done. And so, by understanding and accepting some of those restrictions and finding creative ways in which to work, it will really smooth out the process a lot.
And lastly, I think, it’s important whenever you’re working with a big company that you recognize that you’re going to need to have patience. And probably, in most instances, you’re going to have to be satisfied with sort of putting your pinky toe in first, doing tests, going sort of step-by-step, not lunging into the kind of deal that you think you should merit, but recognizing that it will probably be a step process.
If you go into with that mindset, with those three things in mind, I think you’ll be successful with big companies.