Crossing the Axis - The Commercial Side of Film Production

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.

Ever wondered about the perks and challenges of becoming a union signatory? Dive into our latest episode where Melissa Purcell, a Business Agent for IATSE 488, sheds light on the myriad advantages, from tapping into a reservoir of top-tier talent to landing projects that demand union involvement. But with great benefits come responsibilities. Discover the intricacies of union regulations, the commitment to fair pay, and the reasons why going signatory could be the best move for your business.

Paul Killebrew boasts experience as both a seller and buyer within the production industry. His tenure in sales cultivated his fondness for smaller boutique production firms over larger ones. Now, with nearly a decade on the buying side, Paul has honed distinct views on what captures his attention and fosters enduring partnerships. Tune in to glean insights and best practices for collaborating with clients who genuinely root for your success.

In the business of commercial film production, making brand case-studies are often seen as just a step above an infomercial. But that’s when they are done poorly. When executed well, they can transcend advertising and become content that not only provides information but also entertains and delights. That’s the value proposition SHEP Films offers their clients. Listen to hear Brice Budke talk about how the team at SHEP Films utilizes their sci-fi world building muscles to treat case studies as an art form unto themselves, and why that’s good for their client’s business and their own.

Get to know Nicholas Incorvaia and hear his take on what motivates him to hire production companies, and what doesn’t. Nicholas is a leader in producing corporate marketing content for almost two decades with brands like T-Mobile and Amazon, where he currently serves as Head of Creative Operations. Nicholas is a laser-focused client-type whose commitment to reaching marketing goals is only matched by his empathetic kindness and thirst for creativity. Learn about what keeps Nicholas inspired and get his take on how production companies can thrive working directly with brands.

Whether you realize it or not, your production company has a culture. It is shaped by the owners, the employees, partners and your clients. But, should it be more than just the sum of the parts? Should it be curated and developed to such a degree that it is a specialty or has a particular affinity - potentially turning away some folks but drawing in others? In this episode, we talk to Sam Kelly from the production company and creative studio “Invisible Collective” about their approach to culture, how they build it, and why?