No Margin - No Mission
ATTENTION: The Artist’s Way at Work television series has begun principal production – with two weeks shooting already completed. This week, March 10th through the 18th the crew will be shooting in and around Los Angeles, California. We are looking for a couple of everyday guys (we have women) in everyday jobs, (read non-celebrities, non-movie business) who have been helped in their business or private lives by either The Artist’s Way, The Artist’s Way at Work: Riding the Dragon – or both. Please email recommendations to normanbailey@naktv.net ASAP.
From the desk of Mark Bryan
NO MARGIN—NO MISSION
The three main points of this email are:
- Without a margin there is no mission.
- We often provide service to others out of grandiosity or fear, not charity.
- Making a price list for our professional services makes it far easier to ask for (and receive) the money we need and deserve.
The most difficult issue to confront as a coach is my clients’ attitude about money. This is not such a problem with senior level executives, though it can be. But it is a widespread problem with clients who are therapists, artists, small business owners and entrepreneurs. It is also particularly difficult for persons who are part of the recovery community or other progressive social movements in which service to others is a value held dear.
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This newsletter is sponsored by Mark Bryan & Company and The Artist's Way at Work
Become a certified Facilitator of The Artist's Way at Work.
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As a member of such groups myself, much of the work I have helped develop – on creativity, financial management, family reunification – was driven by a desire to help others. Until recently I spent a great deal of my time answering requests for help from people I did not know who needed guidance. I spent many hours each week doing work for charity while my wife worried how I would make the money for our bills. In short, my desire to help others had short-circuited by professional life. I offered my professional expertise too freely. Many people do exactly the same.
On reflection I discovered I shortchanged myself for any or all of the following reasons:
- I viewed myself as living a sacred mission, something above money.
- I was afraid to ask for payment out of fear of rejection, or fear that I would fail my client
- I was being grandiose (more than charitable) as I acted as if money didn’t matter to me.
- I was not clear on my value in the marketplace.
- I was enabling those around me who needed to make the personal and financial commitment to do the work with me and to earn the self-esteem provided them by paying their own way.
Now I am not saying that community service should not be a priority for all of us. Of course it should, but there is a balance to be struck. When it comes to our areas of professional expertise, we deserve, and should expect, fair remuneration. And this money actually increases our charity – the margin funds the mission.
One last note -- just for fun. There is an old joke among consultants that when we are working up a price for a client we should ask them for as much money as we can say out loud and still keep a straight face. Remember, no margin, no mission.
Mark Bryan
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