When it comes to putting a price on work, Artists often sell themselves short and undervalue what they do. That’s why we have invited Andrew Hetherington and Michelle Reid form Business to Arts to take the mystery out of knowing your worth.
Over the course of three Zoom sessions Michelle and Andrew will guide you through the process of how to value your work, understanding pricing structures and how to fine tune your negotiation skills.
About the Sessions
Session 1: Valuing Your Work
This introductory training session will cover the following key areas:
- Valuing Your Work: An overview of the programme, aims and learning outcomes.
- Benchmarking Pricing Structures: Understand pricing structure benchmarks for artists in Ireland.
- Challenges to Valuing Your Work: Group discussion.
Session 2: Pricing Structure
This training session will cover the following key areas:
- Pricing Structures: An overview of ways to structure your pricing.
- Pricing Case Studies: Understand pricing structures with examples.
- Task: Develop and fine-tune your own pricing structure.
Session 3: Reviewing Your Pricing & Negotiation Skills
This final training session will cover the following key areas:
- Review and feedback on pricing structure task.
- Fundamentals of Negotiation: Understand the basic principles of negotiation.
- Top Tips for Effective Negotiating: Understand the key tactics for successful negotiation.
About Business to Arts
Business to Arts is a membership-based, charitable organisation that brokers, enables and supports creative partnerships between businesses, individuals and the arts. Our arts affiliate base extends from individual artists to the National Cultural Institutions, and includes all art forms. Our art-focussed development programmes aim to help organisations diversify income streams, build capacity, grow audiences and improve efficiencies.
Andrew joined Business to Arts in 2007 following 7 years in Corporate Treasury with (De Lage Landen) a division of Rabobank International. Following a public recruitment process, he became Chief Executive of Business to Arts in 2014. He leads the organisation in the delivery of its strategy and mission to broker, enable and support creative partnerships between businesses, individuals and the arts. Since 2014, Business to Arts revenue has further diversified and overall membership levels have increased by 70%.
Prior to becoming Chief Executive, Andrew was Project Director where he lead all arts sponsorship, philanthropy and art advisory projects for Business to Arts‘ members and clients.
In 2009, Andrew was part of a US Department of State funded research programme, which aimed to identify trends and future opportunities for giving in Ireland. On his return, he developed Fund it, the crowdfunding website owned and operated by Business to Arts. Fund it has seen over €5m contributed to artists and community projects in Ireland.
Andrew graduated with a Masters in Cultural Policy & Arts Management from University College Dublin. He was a member of the Steering Group of Culture 2025 – Ireland’s first Cultural Policy Framework published by the Department of Culture, Heritage & Gaeltacht. He is a member of the National CSR Stakeholder Forum (Department of Business, Enterprise & Innovation), the Institute of Directors in Ireland and the Advisory Board of UCD School of Arts History & Cultural Policy. He is also author of/contributor to many research projects and publications on philanthropy, fundraising and sponsorship.
Michelle joined Business to Arts as Arts Programme Manager in 2017, after previously working as Project Executive. In 2020, Michelle was promoted to the role of Senior Manager – Arts Programme.
In this role, Michelle is responsible for developing and managing all aspects of Business to Arts’ Arts Affiliate Programme and training provision. This includes managing the New Stream Capacity Building programme, supporting many types of artists and arts organisations, as well as engaging broad arts sector engagement. Michelle is also Project Manager of Fundit.ie, our all-Ireland crowdfunding platform for creative projects.
Michelle’s expertise lies in the areas of coaching and mentoring, programme management, and capacity building training for artists and arts organisations. Michelle’s previous experience spans 10 years of international conference management covering sectors such as technology, healthcare and culture.
Michelle graduated with a Masters in Cultural Policy and Arts Management (2017) and holds a Bachelor of Arts Honours in Business and Politics from Trinity College Dublin (2006) and a Professional Diploma in Digital Marketing from the Digital Marketing Institute (2016). In 2019, she completed a QQI accredited Train the Trainer programme.
How to register
Deadline for registrations is Thursday 6 May at 5pm.