"Market" simply refers to the business bubble you operate in. What do you sell? Who do you sell it to? Where do you sell it?

Markets can intersect, too. Your niche motion design market may intersect with your client's market when they need to do some advertising, or make training videos, for example.

Having a good idea of the market(s) your client operates in can give you some important clues as to how to price your work. Is it a global business? Or a local shop? Is the project external-facing, or internal only?

How does a solo freelancer position their business, or service offer, to attract the right work, clients, and budgets to meet your financial goals?

I feel it's important that freelancers talk about money and their experiences. In an industry where less than 25% of practitioners are women, it's even more critical that we speak up about our experiences both good and bad. So I've included a couple stories of my own.

What can you expect from freelancing with studios or direct to clients? We'll talk about the pros and cons, and how to know what's right for you.

Working with studios can have a very different dynamic than working directly with companies. Each client will have a different set of expectations for how you approach your work, what kind of schedule you keep, and exactly what gets delivered at the end.

It's up to you to make sure all these expectations are clear from the outset of the project. These initial conversations are critical to making sure the project starts off on the right foot and for the right price.

There are 3 pricing models you can use when building out a project quote.

• Time-based Pricing
• Deliverable-based Pricing
• Value-based Pricing

Each model has pros and cons and will fit better with some clients rather than others. Understand all three to provide the most value for you and your client.

A deeper dive into the most lucrative pricing model, value-based pricing, and how to make it work for you and your clients.

What makes an animation expensive to produce? These 7 line items will drive up the cost of creating the final deliverable. You need to have these accounted for in any quote.

A chapter detailing how I break down any project to build a quote. I also talk about what I call Value Flex and tailoring your services to fit the client when necessary. 

Sharing numbers around income and pricing is scary, but I'm committed to full transparency and want to provide a baseline of comparison. I break down my annual income and how I attach price ranges to DTC projects.

What does a $247k demo reel look like? How good do you have to be to make $100k or $200k+ as a freelance motion designer? I think you'll be surprised.

We are all in sales.

The important thing is to approach it with empathy for your client and for yourself. You can think of negotiation as self-care in the sales world. We negotiate to set boundaries and better understand the needs of our clients (while they better understand ours).

If you haven't come across Austin's work, his courses, or his success with Project $200k, you're in for a treat.