Tuesday, August 27, 2013
Do You Want To Get Paid For All Of This?
Yes, the goal of the business. Getting paid.
I was told once that there are three parts of the gig: 1) Getting the gig. 2) Working the gig. 3) Collecting the check.
It’s like three legs on a stool. All three need to be there or you have a problem. If you are a volunteer at a church, this is irrelevant, at least until you transition into the paid side. Might be good to know all of this in advance.
I used to have a venue that I did a lot of shows for. They got me for a good price and they gave me shows when the place was rented out. Good relationship.
A small time beauty pageant rented the building. They were given my number and we worked out the details. Never had any problem working like that there.
I was there early. I went above and beyond. I assisted their video crew to make sure everything went well. I handled the lighting for them. I helped carry their gear out when we packed up. Normal service level for every client.
When I went to collect the check, it was written out for half of what we agreed on. I tried to give them the benefit of the doubt. We never took a deposit, I needed the full amount.
“Where’s your contract?”
That’s what she said.
She actually took off and left her husband to run interference when she left. That almost ended in a fistfight. I was furious. Half. Seriously. Half.
Two things happened after that. 1) That venue never let her work a show there again. 2) I completely changed how I work.
Unless it was a client I had good experiences with, everyone paid a deposit to hire me. Whether it was installing a system or running a show. Anywhere from 10-50 percent of the estimated cost. They had to put some skin in the game or I wasn’t blocking my schedule for them.
I created contracts and made sure there was a paper trail to each gig. Even the guys who used me regularly had to have a contract or paper trail.
I played dumb a lot. The regulars would call and try to get a verbal agreement. I would tell them to email me the details and I would confirm as soon as I got back. I never gave them a yes or no on the phone.
I told them how I was likely to forget the details. I was working on another project and couldn’t make notes or work it out with them right then: “Email me the dates and details. I will call you when I get time to go over them.”
Sometimes, they got frustrated. Eventually, they knew the routine. Whenever there was a conflict, after that, I just pulled out the contract or email and reminded them of what we agreed to do. Saved me a lot of headaches and time.
Think about it. Block a day or two out of your life. Don’t plan anything else, not even sleep. Plan to work yourself into a sweat and take orders from random people. Plan to spend your own money for lunch and gas to be there. Now. Plan to go home empty handed. No check. Wasted day. Hard work. Aggravated. Time taken away from your family. Cost you money to be there. It happens. Unless you plan ahead.
Don’t worry about them not calling you again. Don’t worry about losing that show. Do you want days like that? The legitimate clients understand that people need to get paid. The hustlers and hacks are the ones trying to get away with that crap. You don’t need their work anyway.
One of the crews I worked for taught me how to handle that. I saw this more than once.
We were hired to provide stage, sound, lights and techs for a local concert. They brought in some good bands and a good headliner. They rented a local stadium for about 3,000 people and expected to fill it up.
Our contract required a 50 percent deposit to hire us with the balance due as soon as the rig was up and operational. No exceptions. Not after the show or even after soundcheck. As soon as lights came on and we could check microphones we were to be handed the second payment.
The promoter had paid the deposit, but didn’t have the rest once we were live. He actually expected to raise it from walk-up ticket sales. He hadn’t sold enough to cover it by the time we finished setup.
The owner calls me over, tells me the story and has me pull power.
As the bands are setting up and the audience is listening to house music, I pull the power cables off the main racks. Everyone starts to freak out. We are an hour from the first scheduled soundcheck. Five bands waiting to set up. No sound or lights.
The owner apologizes to everyone, but clearly informs the people in charge what is about to happen.
“All of these guys on my crew are being paid to be here. Those trucks have burned a lot of fuel to haul this stuff here. That gear could be on another paid show right now, but it’s here because you signed a contract and agree to pay us before soundcheck. I’m not spending any more time or money on a show that isn’t gong to pay for it. Your deposit breaks us even as of right now. If the balance isn’t paid by soundcheck, we are loading it back in the trucks and going home.”
That promoter got busy. I don’t know what bank he robbed or if he raided grandma’s mattress, but that money was there by soundcheck.
Make sure the gig is worth your time. In the early days, you end up working free or cheap, just to get established. Nobody walks into six figures as a rookie tech. Get past that. You can find out what reasonable day rates are for the type of work you are doing. You can find out what is a fair price to run a whole show.
Do your homework before agreeing to waste your life. Do the math. If you will make more money working at Walmart, just do that. That nice check may sound great until you break it down over 14 hours, gas money and lunch. Not to even mention the steady job you could have instead of this hit and miss show money.
So. If you like working for free, keep that volunteer status. If you want a real career, learn the business side. If you aren’t willing to negotiate and discuss money, you will always be a volunteer. Whether you planned to or not.
If you need extra backup for the contract and collection side, check out the other way I make money on my blog. I work with a company that makes sure I have all the legal counsel I need. No more bad decisions or stupid advice for me. Watch the introduction video and see for yourself
M. Erik Matlock is a 20-plus-year veteran of pro audio, working in live sound, install, and studios over the course of his career, as well as owning Soundmind Production Services. Erik provides advice for younger folks working (or aspiring to work) in professional audio at The Art Of The Soundcheck—Random Stories and Wisdom from an Old Soundguy. Check it out here.
Read more of his random rants and tirades for PSW and LSI here.