CORPORATE ART CONSULTING PA ,9781581150346

CORPORATE ART CONSULTING PA

by
Edition: 00
ISBN13: 9781581150346
ISBN10: 1581150342
Format: Trade Paper
Pub. Date: 1999-09-17
Publisher(s): FRWHEEL
  • Free Shipping Icon

    This Item Qualifies for Free Shipping!*

    *Excludes marketplace orders.

List Price: $36.70

Buy New

Arriving Soon. Will ship when available.
$34.95
Add to Cart

Rent Textbook

Select for Price
Add to Cart
There was a problem. Please try again later.

Used Textbook

We're Sorry
Sold Out

eTextbook

We're Sorry
Not Available

Buy from our Marketplace starting at $1.53

How Marketplace Works:

  • This item is offered by an independent seller and not shipped from our warehouse
  • Item details like edition and cover design may differ from our description; see seller's comments before ordering.
  • Sellers much confirm and ship within two business days; otherwise, the order will be cancelled and refunded.
  • Marketplace purchases cannot be returned to eCampus.com. Contact the seller directly for inquiries; if no response within two days, contact customer service.
  • Additional shipping costs apply to Marketplace purchases. Review shipping costs at checkout.

Summary

Filled with successful strategies for serving clients in today's flourishing art market, this definitive guide provides techniques for increasing sales opportunities and revenues in an ever-expanding field. Not just for art consultants, this excellent resource can serve artists, gallery owners and staff, and anyone interested in selling art to the corporate market. Details are provided on how to generate leads, navigate new markets and reach top decision-makers, establish a profitable fee/commission structure, and write and present winning proposals. How to handle and install art, art program management, professional ethics, marketing, publicity and advertising are addressed.

Author Biography

Susan Abbott is an internationally recognized authority on corporate art consulting and has been a fine art public relations consultant for more than 20 years. She has provided art acquisition, exhibition, and public relations services for Fortune 500 corporations for two decades. She also teaches the only national seminar program for corporate art consultants, through which more than 2500 consultants have been trained and certified.She has also conducted seminars on fine art public relations in the United States and Great Britain.

Table of Contents

PART ONE: BEING AN ART CONSULTANT
What it Takes
15(4)
An Art Consultant's Expertise
15(1)
What an Art Consultant Does
15(1)
Communication
16(1)
On Being Service Oriented
16(1)
Knowledge of Art
17(1)
Features and Benefits
17(1)
Personal Attitudes
17(1)
Image
18(1)
Fair Standards and Professional Ethics
18(1)
Entrepreneurial Skills
18(1)
Finding Your Niche
19(14)
Five Niches in the Marketplace
20(2)
Clients Who Suit You
22(1)
The Corporate Art Consulting Universe
23(1)
Marketplace Positioning
24(1)
Notes for Galleries
25(4)
Letters to In-house Curators
29(4)
PART TWO: SELLING YOUR SERVICES
About Companies
33(10)
Helping Define a Need
34(1)
Why Companies Buy Art
35(4)
Chart of Corporate Decision--makers
39(1)
When Companies Buy Art
40(1)
Out-of-state Projects
40(1)
Companies with Existing Collections
41(1)
The Decision--maker
41(1)
The Real Prospect Has...
41(1)
What Companies Need
42(1)
Generating Leads
43(10)
Satisfied Clients
44(1)
The Endless Chain
45(2)
Centers of Influence
47(1)
Scouts
48(1)
Personal Observations
49(1)
Information Sources
49(1)
Indirect Marketing Sources
50(1)
Doing Your Research
51(1)
Notes for Galleries
52(1)
Getting the First Appointment
53(8)
Step One: Canvassing
54(1)
Step Two: Contacting the Prospect
54(2)
Direct Mail Letter---Special Industry
56(1)
Second Letter for a Two--letter Personal Marketing Campaign
56(1)
Alternate Letter with a More Personalized Approach
56(1)
Preparation Sheet for First Phone Call
57(1)
Step Three: Follow-up Telephone Call
57(3)
Step Four: Confirmation Call or Letter
60(1)
Selling As a Consultant
61(16)
Mental Rehearsal
62(1)
The First Impression
63(1)
Gaining Control of the Meeting
63(1)
Seating Arrangements
64(1)
Exploring the Prospect's Needs
65(2)
Verifying That the Prospect is ``Real''
67(2)
Clarifying Needs
69(1)
Developing an Art Program Concept
70(1)
Presenting Your Services
70(3)
Meeting Objections
73(1)
Closing---Much Ado about Nothing
74(2)
Presentation Visuals
76(1)
Notes for Galleries
76(1)
Charging for Your Services
77(14)
Selecting the Right Fee Structure
79(2)
Quoting Your Fees
81(1)
Handling Expenses
82(1)
Subcontracting---Hiring Others
83(1)
Trade Discounts
84(1)
Sales Tax
85(1)
Terms and Billing
85(1)
Invoices
86(2)
Record Keeping
88(1)
Other Questions Frequently Asked about Fees
88(1)
Notes for Galleries
89(2)
Budgeting a Job
91(6)
Budgeting Professional Services
91(1)
Art and Framing
92(1)
Summary Guides for Budgeting
93(1)
Professional Services
93(2)
Budgeting for Art, Framing, and Direct Expenses
95(1)
Pulling It All Together
96(1)
Proposals
97(22)
Presenting Your Proposal
97(2)
Proposals for All Occasions
99(1)
Budget Worksheet
99(1)
Form Contract---Sample Proposal
100(2)
Letter of Agreement---Long Form
102(4)
Letter of Agreement---Short Form
106(3)
Sales Proposal Cover Letter
109(5)
Tips for Writing Winning Proposals
114(1)
Closing on the Proposal
115(1)
Notes for Galleries
115(1)
Letter of Agreement
116(1)
Letter of Agreement for More Elaborate Program
117(2)
The Survey
119(6)
How to Conduct a Survey
120(5)
PART THREE: PROVIDING YOUR SERVICES
Assessing the Client's VAT
125(6)
What Areas to Explore
125(1)
The VAT Test
126(4)
Is There Such a Thing as Corporate Art?
130(1)
Presenting the Art
131(10)
When to Present
131(1)
What to Present
132(1)
Where to Present
132(1)
Setting up a Presentation
133(1)
Visual Overload Exemplar
134(1)
Presentation as Performance
135(1)
A Presentation Outline
136(1)
Presentation Hurdles
137(2)
Giving Your Client a Visual Hook
139(1)
Notes for Galleries
140(1)
Conceptual Handles for Your Clients
140(1)
Commissioned Art
141(6)
The Consultant's Role
142(1)
Selecting the Artist
143(2)
Preparing the Contract
145(1)
Production and Installation
145(1)
Public Relations
146(1)
Art Sources and Support Services
147(8)
Galleries
147(3)
Art Dealers
150(1)
Artists' Representatives and Agents
150(1)
Artists
150(1)
Other Sources of Art
150(1)
Framers
151(1)
Installers
151(1)
Architects and Interior Designers
152(1)
Lighting Advisors
152(1)
Shippers, Packers, and Art Handlers
153(1)
Fabricators and Foundries
153(1)
Appraisers
153(1)
Insurance Agents
153(1)
Leasing and Financing Sources
153(1)
Photographers
154(1)
Ateliers (Print Shops) and Publishers
154(1)
Exhibition Design Firms
154(1)
Traveling Exhibition Companies
154(1)
Art Program Management
155(12)
Documenting the Art
156(1)
Documentation Sheet
157(1)
Conservation and Preservation
158(1)
Installing the Art
159(1)
Labeling
160(1)
Label Installation
161(1)
Employee Art Selection
161(4)
Deaccessioning
165(1)
Managing a Serious Collection
165(1)
Art Program Management Plan
166(1)
Professional Ethics
167(8)
Ethics and Your Sources
169(2)
Ethics and Your Clients
171(1)
Working with Other Consultants
172(3)
PART FOUR: TOOLS OF THE TRADE
Starting Out
175(10)
Decide on the Legal Structure of Your Business
175(1)
Develop a Business Plan
175(2)
Start-up Budget Form
177(1)
Breakdown of Start-up Costs
177(1)
Obtain the Necessary Permits and Licenses
178(1)
Select and Register Your Fictitious Name
179(1)
Obtain Business Insurance
179(1)
Open a Business Bank Account
180(1)
Get a Business Telephone and Address
181(1)
Create Your Marketing and Presentation Materials
181(1)
Notes for Galleries
182(3)
Marketing Materials
185(12)
Visual Aids
187(5)
Printed Business Materials
192(4)
Notes for Galleries
196(1)
Publicity and Advertising
197(4)
Publicity
197(2)
Advertising
199(1)
Notes for Galleries
199(2)
Strategies for Tough Times
201(6)
Keeping an Eye on Economic Indicators
201(1)
What You Can Learn from the Daily Newspaper
202(1)
News Items, Both Taken from the San Francisco Chronicle
203(1)
Stretching Tight Budgets
203(4)
Notes
205(2)
Appendix 207(37)
Contracts and Forms
209(10)
Resource Directory
219(12)
Handling Art during Installation
231(4)
Master Toolbox---a Checklist
235(2)
Bibliography
237(7)
Index 244

An electronic version of this book is available through VitalSource.

This book is viewable on PC, Mac, iPhone, iPad, iPod Touch, and most smartphones.

By purchasing, you will be able to view this book online, as well as download it, for the chosen number of days.

Digital License

You are licensing a digital product for a set duration. Durations are set forth in the product description, with "Lifetime" typically meaning five (5) years of online access and permanent download to a supported device. All licenses are non-transferable.

More details can be found here.

A downloadable version of this book is available through the eCampus Reader or compatible Adobe readers.

Applications are available on iOS, Android, PC, Mac, and Windows Mobile platforms.

Please view the compatibility matrix prior to purchase.