Crossing the Axis - The Commercial Side of Film Production

Hear Rob Meyers from Versus, a NYC-based creative production studio that has built a stellar reputation for its culture-defining work and client-centric solutions since 2013. Rob shares actionable insights on effective account management, breaking down how Versus cultivates long-term relationships with major clients. He offers strategies for building trust, retaining clients, and successfully pitching ideas. The conversation dives into lessons from both successes and failures, with insightful tips that can elevate your client relationships and grow accounts. A must-listen for anyone looking to take their client management to the next level.

In this episode of Crossing the Axis, we’re joined by Alex Portera from Rally on Media, a powerhouse in the production world, to uncover the secrets of running productions at scale. With over 100 projects completed each year, Alex knows a thing or two about keeping the gears turning smoothly. He’ll share his approach to managing this high volume of work, from planning and logistics to execution and client satisfaction. If you’re a production company owner looking to scale your operations, you won’t want to miss the insights Alex has to offer.

Join us for a chat with Jeff Oswalt, owner of 14Four, a digital marketing agency known for creating unforgettable campaigns. Jeff shares how in-person client visits and face-to-face interactions have driven his agency’s success for nearly two decades. Discover practical advice on preparing for sales trips, building genuine relationships, and avoiding common pitfalls. Whether you’re an experienced agency owner or just starting out, this episode offers actionable tips to boost your client acquisition strategy.

Listen to hear Anthony Santa, Director of Sports & Entertainment at Diamond View, a production company based in Tampa, Florida, share their path to successful experiences in the world of sports marketing. Anthony discusses effective ways to market production services to sports clients and offers practical advice that production companies can immediately implement. Listeners will gain an understanding of how to position your company’s strengths, find meaningful value to clients, and identify emerging opportunities in the sports market.

Discover what it takes to expand internationally with Ryan Christopher McGuire of Cutters Studios, a commercial film production company based in Tokyo. From finding clients to scouting talent and managing resources, Ryan sheds light on the challenges and victories of setting up shop abroad, offering a treasure trove of insights for those looking to take their production efforts worldwide. Whether you’re just starting your company or an industry veteran, this discussion is packed with valuable lessons on navigating the client-driven film industry across borders.

Dive into the innovative—and risky—world of proactive sales with Aaron Straight, Founder of the film studio Soulcraft Allstars. Moving beyond traditional sales methods that rely on clients voicing their needs first, Aaron has built a remarkable track record by uncovering untapped opportunities before they are even visible to the client. Using the recent success of his "Western Flyer" project (narrated by Nick Offerman) as a case study, Aaron shares how he anticipates hidden needs, crafts visionary pitches, and manages the inherent risks of misinterpretation. This episode offers a deep dive into transcending conventional sales models, mastering the art of opportunity, and the invaluable lessons learned from both triumphs and setbacks.

Is it time for your production company to partner with a sales rep? The right sales representative can provide industry insights, valuable relationships, and a network of contacts to secure lucrative opportunities. But making this decision hinges on factors like your company's goals, size, and resources. Join us as we explore this critical topic with Doug Stephen, a leading Midwest rep and seasoned professional with over two decades in commercial film production. Together, we dive into the world of sales representatives and their pivotal role in shaping the success of production companies.

In a client-driven business, developing and maintaining relationships is essential for growth. Join my conversation with Steve Holm, CEO of Copper, to learn why a Client Relationship Management (CRM) system is critical for your sales strategy, and how it can revolutionize client relationships, streamline processes, and boost profitability. Steve is a career product designer on a mission to develop the ultimate CRM system tailored for agency owners. Hear insider tips for building strong sales pipelines, guiding clients through stages, and seamlessly integrating a CRM into your workflow. Warning, by listening to this episode, you may begin to enjoy doing sales work.

Explore the transformative power of diversity in the advertising industry with Tony Fulgham, owner of the commercial film studio All is Well, as he unveils a behind the scenes story of launching a year-long BIPOC internship program. Discover the motivations behind this initiative, the challenges and hurdles to overcome, and the unexpected rewards it offered. From inception to execution, learn how All is Well navigated finding and hiring talent, developed a meaningful curriculum, and built community partnerships to overcome the blindspots of privilege. This episode goes beyond success stories, offering a practical guide and reflections for those ready to embark on a similar journey. Join us for an inspiring discussion on making diversity and inclusion a reality in the creative world.

Prepare to be enlightened in this must-listen episode featuring the insightful Anne Milan Alo, a luminary in the world of marketing and business development. Anne, with her extensive experience, delves deep into the art of attracting clients. She opens up about the dos and don'ts for agencies seeking to catch her eye, offering an invaluable perspective from the client's side. Discover Anne's preferred communication strategies, from crafting compelling emails to engaging LinkedIn messages, and learn why paid advertising might not be the golden ticket to acquiring clients like her. With years of expertise in marketing across agencies and brands, Anne's advice is not just theory, but a proven blueprint for business development success. Tune in to gain actionable strategies and insights from a seasoned marketing maven.