Crossing the Axis - The Biz Side of Video Production

This week we interview Alan Nay of the Seattle powerhouse World Famous. World Famous  works as a full-service agency with Nike, Wendy's, T-Mobile, Microsoft - you name it. But! World Famous started out as a production company - just like you. Today, we talk to World Famous founder Alan Nay about the choice to go from production company to agency. What's worked, what's been tougher than expected, and how in the heck you deal with your current agency clients when you've decided to become an agency!If you've ever thought you might like to take your production company to the next level, Alan has some great insight for you about this big move.This episode (and all the others) is brought to you by the folks at Pipeline Video Production Project Management Software (www.videopipeline.io). Pipeline is YOUR all-in-one solution for video production budgets, contracts, call sheets, and overall team management. 

I sit down and talk to Chris Donaldson and Julien Scherliss of Moment.film (www.moment.film) about what it takes to regularly put out great, personal creative work outside of the daily grind of our production lives. Moment.film, during their first 2 years in business has put out a ton of commercial work for Seattle agencies and beyond but at the same time they've also produced a 10 minute and 20 minute pair of short films and a 10 minute documentary.  AND they've paid for it all with profits from their commercial work. We touch on - Being sure to have profit in your company to pay for these creative endeavorsWhy keeping it "lean and mean" can help set you up to be able to pursue outside creativeWhat you do and don't get out of these creative foraysHow the creative you do on the side often defines who you are as a companyThis episode (and all the others) is brought to you by the folks at Pipeline Video Production Project Management Software (www.videopipeline.io). Pipeline is YOUR all-in-one solution for video production budgets, contracts, call sheets, and overall team management. 

Channel Your Passion into Client SuccessMax talks to Caleb Young, creative director at world-class video production company, Hand Crank Films of the Pacific Northwest.  Learn how Caleb went from someone who thought doing corporate video was “selling out” to someone who learned to love the process of turning his passion for film into beautiful videos for his clients that are anything but typical “corporate”.  Caleb creates over a million dollars of revenue a year for the agency that owns Hand Crank AND stays true to his soul and vision - listen in to find out how.Also included: Talking deal making and how to win the game of “Budget-Chicken”Disclaimer: Hand Crank Films was the company Max started nearly 20 years ago, and sold 3 years ago. 

You seriously need to take budgeting seriously. Basically, budgeting is the activity that makes or breaks your operation. How you handle it makes all the difference whether you're just getting started, or you've been at it for a long time. Take a moment to listen to Max & Jake's tips for making this process fast, efficient and productive.  You won't regret it.In this podcast we breakdown how great budgeting will:Get you more workGet you BIGGER budgetsGet you in the door with agenciesGet you off the hamster wheel of making the same financial mistakes again and again that are holding you upThis episode is brought to you by the folks at Pipeline Video Production Project Management Software (www.videopipeline.io). Pipeline is YOUR all-in-one solution for video production budgets, contracts, call sheets, and overall team management. 

Today Jake and I got to sit down with Ryan Koral, the head of Studio Sherpas. Studio Sherpas (https://www.studiosherpas.com) is advertised as "Everything You Need to Grow Your Video Business" and they are not kidding. Ryan has dedicated a sizeable chunk of his career to helping video production folk become more successful and happy in running their companies. Ryan hosts a podcast which has over 420,000 downloads!  In addition to just kicking back and telling us how he got started, and what Studio Sherpas is all about, Ryan shares a number of quick grab gems of useful information that make it easy to understand why the Sherpas are so popular. For instance, here are just a few things you may not have thought of:How making a personal video to go along with a pitch can help seal the deal How you can actually charge your clients to just put together their production plan (no shooting necessary, and yes, this works!)Assorted ways to add value to get those jobs you REALLY want with out shortchanging yourself or cutting your budgetTune in, you owe to yourself!

John Sherman is the CEO of StoryFarm of Baltimore, Maryland (https://www.storyfarm.com). John and his team have been (very) successful creating a host of different types of videos for clients like Dell, McDonalds, ExxonMobile - you name it.  The unique thing about StoryFarm? In this age of decentralized, on-demand video work, they've decided to stick to the old ways of doing things and keep all of their employees salaried, and in-house. In this episode, we talk with John about why this seemingly old-fashioned approach to business management actually yields some surprising advantages in market, and how it has helped them grow to over $2.5M in revenue.  We discuss how they are better able to serve their clients, how their potential clients love knowing their work is going to be all in-house, and how sometimes it's more about journey than the destination when it comes to video production work. This episode is brought to you by the folks at Pipeline Video Production Project Management Software (www.videopipeline.io). Pipeline is YOUR all-in-one solution for video production budgets, contracts, call sheets, and overall team management. 

Guy and his team at Umault have declared “Death to Corporate Video”, and it has paid off in spades. Of course, corporate video nearly killed them, first…Imagine bringing in revenue of $3.5M one year only to find that you're actually $1M in debt? That's where Guy Bauer found himself at the end of 2018. His production company, on the surface, was more successful than ever and even ranked on the Inc 5000 of the country's fastest growing companies. However, due to poor financial management, and lack of direction, Guy was only months from bankruptcy. Listen in as Guy shares candidly with us how he successfully relaunched his company, slimmed staff from 32 to 4, moved the focus from “the gear” to the creative, became highly profitable, and most of all, started enjoying his job again. Guy and his team have officially killed the corporate video - and it has paid off in spades.This episode is brought to you by the folks at Pipeline Video Production Project Management Software (www.videopipeline.io). Pipeline is YOUR all-in-one solution for video production budgets, contracts, call sheets, and overall team management. 

In this episode we meet Cole Heilborn of the pacific northwest production company, Portside Productions. We at Crossing the Axis call Cole "the hustler" because there's nothing Cole's afraid of to move his craft forward. Here are some things Cole is doing that are quite out of the box in order to get the kind of work he wants.Hosting his own podcast interviewing marketing people who are the type that would ultimately hire him. Genius.Creating (and getting funding for) a documentary based on his love of mountain biking. Note - this puts him in like Flynn with those mt. biking companies who also need commercial work done.So, take a listen to this episode and learn how you, too, can hustle. And how the key to it is knowing "there are no rules" to growing your production company. This episode is brought to you by the folks at Pipeline Video Production Project Management Software (www.videopipeline.io). Pipeline is YOUR all-in-one solution for video production budgets, contracts, call sheets, and overall team management. 

Emma Wilson of Wengen, Switzerland makes the most beautiful wedding films you've ever seen. Forget about the cheese that can sometimes sneak into this industry. Emma creates from-the-gut, perfectly crafted mini-features to celebrate her client's special day.  Her films are a testament to the idea that it's never the subject matter, or the corner of the industry, but always what you bring to the table as a craftperson that matters. But that's not enough for this 20 year veteran of the BBC's TV newsrooms. Emma, in addition to creating said beautiful wedding films,  has started Evolve Videography Training specifically geared towards women commercial filmmakers.  And, in addition to that, Emma runs a highly successful corporate film company, Story Creatives. In Episode 1, Season 2 of our podcast series, Emma sits down with host Max Kaiser to talk about what it takes to create truly exceptional wedding films, why she thinks women have a tough time in our biz, what she's doing to change that, and finally, how she balances running three companies with a very consuming home life and downhill skiing schedule. We look forward to having you take a listen!This episode is brought to you by the folks at Pipeline Video Production Project Management Software (www.videopipeline.io). Pipeline is YOUR all-in-one solution for video production budgets, contracts, call sheets, and overall team management. 

Today, as a celebration of finishing 10 podcasts, we're going to do a recap podcast where we go back and quickly cover 10 incredible tips we've learned - one from each of the last podcasts…Hiring Your First Sales Person for Video ProductionDon't call them a salespersonSales person must be an integral part of your teamThey love videoA “pro” salesperson will rarely work as a video sales personThe Seasons of SalesKnow your client's calendarHit them with ideas when they need themClients and agencies LOVE ideasKnow their fiscal calendarManaging Client Relationships for the Win - With Elements Studio of North CarolinaPut everything in the SOWMake sure to DO an SOWGood fences make good neighborsThis really helps with the client is doing some of the stuff for the projectDon't hesitate to OVER-communicateAND…Make the first 30 minutes on set completely awesome for the clientMaking Sales Easy by Going After Low-Hanging Fruit with Jen O'BrienGet a referral from every jobLand and expandPitch different departmentsTake advantage of making explainers, talking heads, etc. for other clients within the orgCreating Systems to Grow Your Video Production CompanyBasic Gear Management System as your starter systemWe all have this problem of not having all our gear on set sometimes Allows you to start small on systems and grow out from thereDon't recreate the wheel on every projectCreating a TRULY Creative-First Video Production Company - With Tony Fulgham, All is Well of Seattle, WATake your creative seriouslyPractice your creativity with - “experiments”Pitch your creative properly (make sure they understand the process)Get paid for your creative - even if it's only a little in the beginningDoing Well by Doing Good with Soulcraft - With Aaron Straight, Soulcraft Allstars of Bellingham, WAFollowing the thread of your career, what gives you satisfaction and pleasure in lifeYour career doesn't have to be all planned out - you can go from one thing to the next and follow your blissYou can open many doors in pursuing what you loveYou can really start to define your niche in this way, tooThe View From the Top with Shane DillonThe best companies COMMUNICATEPeople who really listen succeedCompanies that really listen reduce scope creepProd. Co.'s that really listen have the best relationships with their clientsScaling Video Production with Multiple Offices and SEO - With Blake Barnett of BlareMedia/Shoots.VideoBe willing to think outside the box to growYou've got to think outside the box in our business to be able to get attention and be successfulOne way is through good Search Engine Operation (SEO) Another way is launching side ventures (likes Shoots.Video) to boost your brand

Max and Jake break down the importance of making a profit, what you can do with the profit, and how to insure that you make the profit you need.What profit is?Why profit is crucial to growth?The "No Profit" Trap People Fall IntoHow Much Profit Do You Need?How To Calculate Your Profit Into Your Job Budgets? "Bottom up" example from JakeHow to apply profit metrics to each and every jobProfit and sales people incentivesKeeping tabs on profit throughout the yearThis episode is brought to you by the folks at Pipeline Video Production Project Management Software (www.videopipeline.io). Pipeline is YOUR all-in-one solution for video production budgets, contracts, call sheets, and overall team management. 

In this episode, Max and Jake speak with Blake Barnett of Blare Media about how they have successfully scaled their operation through very unusual and clever tactics like having multiple satellite offices (they have 10!!) and mastering the art of SEO. Blake goes on to talk about Blare's strategy to hit $5M in revenues with his new venture Shoots.Video, an online listing service for production companies and production staff. It is a true cornucopia of interesting and unusual tips for growth. If you're feeling stuck in your current revenue and client base, and looking for new, exciting ways to grow - you'll want to listen to this one!

Max talks to Post House CEO/Owner Shane Dillon about what he sees as the difference maker between the good and the great prod. co's.Shane and his company LightPress (www.lightpress.tv) do post for so many of the big agencies and production companies in the Pacific Northwest and beyond. We thought it would be interesting to talk to Shane about what HE sees as the difference maker between the good and the great prod. co.'s that come through his shop. Listen in as Shane talks about how it comes down to 4 basic ingredients:CommunicationHierarchyOrganizationOpenness to ideas and TRUE collaborationOn top of this, Shane shares some fabulous pointers about getting paid for your creative and managing scope creep. You won't want to miss it!This episode is brought to you by the folks at Pipeline Video Production Project Management Software (www.videopipeline.io). Pipeline is YOUR all-in-one solution for video production budgets, contracts, call sheets, and overall team management. 

Max talks with Aaron Straight of Soulcraft Allstars a Pacific Northwest production company/agency (https://www.soulcraftallstars.com/) that has proven that you can be the change if you believe.Aaron and his team have done work with Amazon, Addidas, Gates Foundation, Seattle Foundation, Seattle Pacific University and more. With Soulcraft Allstars, Aaron has turned a a passion for making the world a better place into a great, globe-trotting gig for he and his team. Listen as Aaron and Max discuss: How Aaron turned his passion for social justice into paying creative workAaron's goal of producing "values based storytelling"Aaron talking specifically about his ongoing work in Haiti, and he flipped the script on his client work to truly give something back to the community thereWhy Aaron looks to be forgiving to himself in his workHow has the Soulcraft Allstars team come togetherHow people interested in bringing a social justice angle to their video work can thriveThis episode is brought to you by the folks at Pipeline Video Production Project Management Software (www.videopipeline.io). Pipeline is YOUR all-in-one solution for video production budgets, contracts, call sheets, and overall team management. 

Max interviews creative director, writer, director, production company-owner Tony Fulgham of All is Well (www.alliswellstudios.com) about how to create a truly creative-first production company. Tony shares a huge amount of great advice here for anyone looking to make their production company creative-first, like: The importance of writingThe importance of getting paid for creativeTony talks about getting work and the state of industrySetting the tone with clients about how you workOnly way to stay creative is to do things that “are not for sale”How to work with the client and share the process of “how you're getting there”How to go from the Pitch Creative to the Actual “Shot” CreativeTalking about “Experiments”  (stuff you and your team creates on the side to explore creativity)What you have to go through to get what you want to see madeIt's a fabulous episode where you get to learn from a soft-spoken master who you normally would never have access to. Take a moment, and listen...

Max & Jake discuss how you can (and should) create systems to help grow your video production company.  We also include some examples of systems that you can copy for your own company. What is a system? Why do we need systems? What's an example of a basic system that has made a big difference? Where did you learn about systems? Importance of starting small and getting buy-in from your team on your systemsWhy you need to have someone to manage the systemsHow systems can work for single person companies, too

Max talks to uber Producer Jennifer O'Brien about going after "low hanging fruit" to increase sales and even out your sales cycles.Jennifer has over 10 years experience as Project Manager, Producer and Sales Manager for creative production companies. Clients included Microsoft, Amazon, AWS, Expedia, Starbucks and more.Jennifer helped her last company grow from $1M to $2M in sales. Content from the podcast includes:How to show your work to your clients, what to show, and when to show it. Taking advantage of your "niche"What Customer Relationship Manager (CRM) software should you use?When is the right time to hire help with sales and business development?How to make the most of referrals?internal referrals “land and expand”How to ask for referrals?How to make the most of your current clients? Get more work from your existing clients by pitching to different departmentsGet into technology, how-to, and talking heads videos as basics for your regular client's video hygiene

What do you think of when you think “Client Experience”?What is the revenue value of creating a positive client experience?  The improvement in project quality with the client?Sit back and enjoy my interview with Director of Video Production Alex Manning and company owner Steve Jolly of Elements Studio (https://www.elements-studio.net) as we talk about how you can use amazing client experiences to drive your success to new heights.Here are some takeaways…Divide and conquer the relationship when you can. Have one person for creative, and one person for the deal. Be sure to set down EVERYTHING on paper in your Statement of Work. This is especially true if the client is taking on something you should be doing but they can't afford to pay for it. Make the first 30 minutes on set completely awesome for the client.Make sure to roll straight from Production into Post without a break - don't lose the momentum.Identify your Post milestones clearly in emails as you're going back and forth on deliverables to reduce creep.Overall - OVER communicate with the client whenever you can. And finally, how to use the WRAP stage to begin the whole process again and get that next project off the ground. This podcast brought to you from the good people at Pipeline Video Production Platform (https://www.videopipeline.io). Pipeline is your all-in-one solution to managing the chaos of video production projects from budgets, to schedules, to deliverables and everything in between.

In "Seasons of Sales" Max and Jake pontificate on some tricks and tips to help you get off of the "feast or famine" roller coaster of work and achieve a more sustainable workload. Here are some of the things we touch on:Reach out to your best customers based on which seasons they are most likely to produce videosBuild a calendar to help remind you when is the best time to reach out to your customers.Understand that hitting your customers at the right time is often as, or more important that hitting your customers with the right pitch.Utilize the "pre-emptive sales strike" to hit folks up when they've just started thinking of ideas.Understand that marketing departments and agencies LOVE IDEAS. They'll almost always be willing to meet with you to hear your ideas if the time is right.Understand that for some clients it's the time of year that is most important, and for others, it's when their fiscal year-end is.It only takes a few minutes each week, once you have your calendar in place, to touch base with potentials - even when you're super busy.This podcast brought to you from the good people at Pipeline Video Production Platform (https://www.videopipeline.io). Pipeline is your all-in-one solution to managing the chaos of video production projects from budgets, to schedules, to deliverables and everything in between.

Trailer covering the topics that our video production podcast will be covering.This podcast brought to you from the good people at Pipeline Video Production Platform (https://www.videopipeline.io). Pipeline is your all-in-one solution to managing the chaos of video production projects from budgets, to schedules, to deliverables and everything in between.

Max & Jake discuss what you should be looking for in hiring your first sales person for your video production company. First lesson - don't call them a "salesperson".This podcast brought to you from the good people at Pipeline Video Production Platform (https://www.videopipeline.io). Pipeline is your all-in-one solution to managing the chaos of video production projects from budgets, to schedules, to deliverables and everything in between.