Past Events
- Marketing Roulette: Taking the Guesswork Out of Your Many Marketing Options
- Colleen Wainwright: Making People Love You Madly
- Brian Storm Presentation and Workshop
- Vermont Lighting Workshop with Rick Friedman
2010-11
- Bill Bachmann: Stock Is Not Dead!
- Two Shots of Photoshop with Jack Davis & Jane Connor-ziser
- Alex Buono on DSLR Video
- Thomas Werner: The Business of Fine Art Photography
- The Fine Art of Digital Printing with John Paul Caponigro & R. Mac Holbert
- Nick Vedros: Thriving Not Just Surviving
- Bringing It Home 2: New England Photographers Share Their Personal Projects
- ASMP's "I Need a Workflow that Works for Me"
- John Holt: 35 Years of Visual Problem Solving
- Are You Snapped Up In Social Media?
2009-10
- Tyler Stableford: Capturing the Dramatic Moment
- ASMP's Registration ©ounts Workshop
- ASMP's "Should I Be Thinking About Video?"
- Parish Kohanim: Elevating Your Creative Voice
- Ian Summers: Creative Workshop
- Sports Shooters: Robert Seale & Damian Strohmeyer
- Bringing It Home: New England Photographers Share Their Personal Projects
- Katrin Eismann: Adventures in Lightroom
- An Evening with Eugene Richards
- Rosh Sillars: Successful Marketing in the New Media World
2008-09
- Dick Durrance: Creating Opportunities
- Assistant Workshop: The Assistant Survival Guide
- Brian Smith: The Future of Editorial Photography
- Judy Herrmann: Taking Control of Your Career
- Who? What? Where? Panel Discussion with Industry Creatives
- Paula Lerner: The Art and Commerce of Multimedia
- Putting Your Business in Focus: A Strategic Approach to Marketing Photographers
- Steve Whittaker: Architectural Photography - It's an Art Form but It's Also a Business
- Kevin Ames: Photoshop CS4 & Lightroom 2
- Blake Discher: "I Stink at Negotiating!"
Marketing Roulette: Taking the Guesswork Out of Your Many Marketing Options
"The Lab" Live! A Panel Discussion on Marketing in Changing Times
Presented by ASMP NE and Agency Access
Artist questions. Expert answers. No Ph.D. required.
Our industry has forever changed and so have the rules of how photographers market themselves. The available venues to creatively market a brand are now so numerous that busy professionals may find themselves closing their eyes and just picking one so they can move on to do the work they do best.
This panel discussion with top photography industry Creatives will help participants take the guesswork out of marketing. The panel will answer your questions on what works, what doesn’t, and will share their insights on this vital, ongoing, and ever-changing part of our businesses.
The diverse panel will be moderated by Karen D'Silva, a top New York Marketing and Creative Consultant, and includes five industry Creatives ranging from large international ad agencies to the boutique and niche. You will have the opportunity to have your questions answered by creative directors, art buyers and producers as well as a graphic designer, all of whom will offer their unique perspectives on marketing for our industry in the new reality.
Panelists
Moderated by Karen D'Silva, Marketing and Creative Consultant
- Tracy Maidment, Senior Art buyer Mullen Advertising
- Ilise Benun, The Marketing Mentor
- Elaine Totten Davis, Professional coach
- Troy Monroe Creative Director Co:lab
- Katie Craig, Art Director at ktcraig design
Colleen Wainwright: Making People Love You Madly
Selling Yourself in a Postmodern Marketplace
Presented by Colleen Wainwright
How do you stand out in a crowded market? Not by spending the most and yelling the loudest — that's a sucker's game (and boy, do those suckers get annoying, fast.) The secret to gaining attention in a noisy world lies in making yourself irresistible at all turns: in person, on your website, over the phone, and of course, on all those crazy social media outlets that keep popping up all over the internet. Learn how to let your glorious creative light shine through in every aspect of your marketing, promotion and services, and have the time of your life doing it.
Seminar Topics
- A simple, logical framework you can use to market yourself more effectively with less stress across all platforms, online and off
- Strategies for improving your social media engagement that you can put to use immediately
- Tips and tools on making your website and copy more compelling to prospects
- Real-life examples of all of the above, including profiles of photographers who are successfully using social media to gain work and attention
The Speaker
© Shawn G. Henry
Colleen Wainwright is a writer-speaker-consultant who started calling herself “the communicatrix” when she hit three hyphens. She spent 10 years as an award-winning TV copywriter crafting ads for brands like Wheaties®, Gatorade® and Jell-O®, and another 10 acting in them for cash money. Since deciding she’d blow her brains out if she had to sit through one more meeting about which way the bears danced around the cereal box, Colleen spends most of her time teaching other creative souls how to talk about what they do in a way that wins them attention, work and satisfaction.
Brian Storm Presentation and Workshop
Boston University, Boston, MA
Brian Storm
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Brian Storm |
Having worked at MSNBC.com and Corbis for years, Brian Storm founded MediaStorm in 2005 with confidence in new technology leveling media creation and distribution capabilities. Along with three Emmy and five Webby Awards, MediaStorm has since gained a reputation for telling powerful stories through cinematic narratives that speak to the heart of the human condition.
Storm is coming to Boston for a special two-part program hosted on the Boston University campus by ASMP New England and the BU College of Communication. Please join us in exploring the power of multimedia storytelling with this leader in the field.
Presentation: Thursday, September 22, 2011
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Storytelling opportunities continue to evolve as a result of technological innovations and an expanding media universe. The digital age is giving documentary photographers and photojournalists extraordinary new ways to tell stories. With this new ability, photographers can also exercise a greater level of authorship over their work. The long-form, in-depth visual storyteller can satisfy both their journalistic and financial needs in this environment.
Storm will share how some of the top photojournalists have redefined their storytelling capabilities to include audio reporting and an eye towards publication in multiple media. Their work is capturing acclaim around the world in a time when reader’s attention spans are short. Come learn how to disseminate your work to create an impact on the subject, issue, and hopefully society.
Workshop: Saturday, September 24, 2011
In this one-day workshop, Storm will provide an overview of multimedia storytelling approaches while engaging participants in discussion about the most appropriate ways to create a multimedia story. Through real world examples, he will share proven techniques to improve reporting and post production.
The workshop will be divided into three sections of Narrative Storytelling, Reporting Approach, and Business Model. In Narrative Storytelling, we will explore examples of successful projects as well as develop the best approach for creating effective multimedia stories. There will also be a review of the pros and cons of the various narrative approaches. In Reporting Approach, we will learn about using the best tools for the story along with the integration of still images, audio, and video. And finally, in the Business Model section, we will discuss how to create a diverse model and leverage various distribution outlets.
Vermont Lighting Workshop with Rick Friedman
LPA Design, producer of Pocket Wizard, and ASMP present a two-day master workshop with Rick Friedman.
This workshop is designed for professional photographers who want to improve their knowledge of lighting. We begin with ways to create wonderful light using a single speedlite, continue by adding a second and third speedlite, and then progress to using studio strobes.
We will explore many different ways to achieve the lighting effect you desire for your photographs: multiple lighting situations, balancing available light with strobes, mixing speed lights with studio strobes as well as determining when speed lights are really the better option. We will work on color balances, color correction, cross filtering and adding and controlling color in your photographs. Participants will work with many different types of light modifiers and will see the effects of softboxes, umbrellas, light panels, screens, grids, snoots, reflectors, gobos and barn doors. Rick will also demonstrate how to build your own light modifiers and how to build your own gaffers kit. This will be a hands-on workshop where participants will be able to explore ideas as a group and individually.
The workshop will be conducted both in the studios of LPA Design in South Burlington, VT, and also the historic Breeding Barn (pictured here) at Shelburne Farms in Shelburne, VT. The Breeding Barn, built from 1889 to 1891 by William Seward Webb as the center of a grand horse breeding operation, remained the largest open-span wooden structure in America until 1939. In 1913, Seward and Lila Webb deeded the southern 700 acres of Shelburne Farms, which included the Breeding Barn and Old Dairy Barn, to their eldest son as a wedding present. The Breeding Barn was used intermittently thereafter for fox hunts, polo, hay storage and to shelter cattle. This amazing structure will provide us with the opportunity for an exciting lighting challenge!
Rick Friedman has been a photojournalist for over three decades. Based in Boston, he travels the world for numerous publications, corporations, advertising assignments and film and television productions. His published work appears in Time, Newsweek, U.S. News, The New York Times, USA Today, The Guardian, Der Spiegel, Stern, Discover and many other publications. He has produced over 75 book and magazine covers. To learn more about Rick, visit his bio page here.
Bill Bachmann: Stock Is Not Dead!
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© Bill Bachmann |
These are tough times for photographers! Many professionals feel the pinch in reduced fees, requests for much more additional usage, competing photographers everywhere, and the frustration of making less money while doing more. Bill Bachmann will present a lecture with many positive and inspiring ways to add both the enjoyment and more lucrative methods to do the same photography. Bill has given lectures around the world and seen countless photographers experience more fun and find greater success in their careers. He will present ways to earn considerably more money and have the freedom to create images we all love. He also will give suggestions on how he markets his work to get bigger and better paying assignments, both nationally and internationally.
Two Shots of Photoshop
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Jack Davis | Jane Conner-ziser |
Take two Photoshop legends, stir in photographic artistry, heavy splashes of Lightroom and Adobe Camera Raw, and pour on top of rock solid, time-saving techniques, and you have a day that will spin your mind and rocket your work to the next level! In just one day you'll learn invaluable tips and techniques for everything from Portrait Retouching to Passionate Painting to Expressive Enhancing—using all versions of Photoshop and Lightroom—but especially with the incredible life-savers available throughout CS5 and Lightroom 3. From the retouching miracles of Content-Aware Fill and Puppet Warp, to the life-changing photo optimizing and enhancing speed of the new Adobe Camera Raw and Lightroom, to the profitable painting possibilities of the new Mixer Brush—this double-shot, topic-packed seminar by Jack & Jane will have you up to speed, slashing deadlines, and adding to your bottom line in no time!
Alex Buono on DSLR Video
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In the world of film and television, there is no deadline more unmovable than when you hear those magical words, “Live from New York, It’s Saturday Night!“ As a 10-year veteran of the Saturday Night Live Film Unit, Alex Buono must deliver high-end commercial parodies and short films in as few as 24 hours, and he will share with you how shooting with the Canon 5D Mark II and 7D has revolutionized the way he works. Alex will use his experience over the decade at SNL to demonstrate everything you need to know when it comes to shooting videos with your DSLR. Topics covered include an extensive setup primer: discussing shutter speeds, frame rates, camera settings, and vital production gear. Alex will also cover his workflow—both on-set and in post-production—including topics such as the advantages of Canon DSLR versus other formats, transcoding files into edit-friendly codecs, and creating time-lapse sequences. Whether you are a still photographer looking to transition into video production or a veteran cinematographer looking to embrace new technology, this lecture will provide a comprehensive introduction to HDSLR cinema. Follow Alex on Twitter: @alexbuono
Thomas Werner: The Business of Fine Art Photography
Have you ever wondered why Andreas Gursky's images of the Prada Store are considered fine art and sell for tens of thousands of dollars while your images are considered commercial photographs? The world of fine art photography is transforming as rapidly as the commercial marketplace. You can take advantage of this time of change to develop multiple revenue streams to support your business while, at the same time, keeping your vision fresh and alive. Creating and properly marketing a body of fine art work can be instrumental in achieving these goals. What is a fine art photograph? Where do you market your fine art work? How do you reach that market, present your work, and create marketing materials and a Web site? Thomas Werner, international commercial and fine art photographer, will share his experiences about these topics and much more. Werner will explain how you can build a relationship with a gallery and what happens when you get an exhibition. Werner will also help you identify sensible goals in the fine art world and how to maximize results based on those expectations.
The Fine Art of Digital Printing
Presented by John Paul Caponigro and R. Mac Holbert
Find out about the latest advances in digital printing. You'll learn to evaluate printers, inks, media, RIPs, and profiles. See the latest Epson printers and media in action. Thousands of dollars of free giveaways are provided by Adobe, X-Rite, NIK, OnOne, HDRSoft, Imagenomic, Chromix and more! Discover what's unique about a fine art workflow designed to maximize quality. See it in action. See it detailed step-by-step. See the results. John Paul and Mac will build a file from the ground up and show you the final results in print. You'll learn to seamlessly integrate Adobe software Lightroom, Bridge, Camera Raw, and Photoshop. You'll learn a variety of tools and techniques that will help improve and refine both your digital files and prints. We've heard time and time again, "That one tip was worth the price of admission." And there are dozens of these! You'll leave with the knowledge you need to get the results you’re looking for and the confidence that it's the very best.
Nick Vedros: Thriving Not Just Surviving
For more than three decades, Nick Vedros has been producing award winning work for his many clients, which include Apple, Coca-Cola, IBM, Microsoft, and Sony. With the deceptively simple phrase “I put four sides around an idea,” Nick sums up the approach that keeps clients coming back. Whether shooting at his state-of-the-art digital studio in Kansas City or on location anywhere in the world he is needed, he will tell you that technology alone can’t bring an idea to life. It is imagination that transforms a concept into a memorable visual experience. Nick comes to the creative table to listen, to collaborate, to interpret, and to create—in that order. It’s no mystery that Nick has an astounding client retention rate. On a Vedros shoot, every detail is obsessively controlled. Challenges are anticipated and addressed proactively. Nick creates an atmosphere of confidence that frees clients to concentrate on creative direction. The music is great, the panoramic views spectacular, the hospitality genuine, and the humor constant. With Nick, you’re not just going to a photo shoot. You’re having an entire creative experience. The Vedros Experience. Is it any wonder that one shoot with Nick Vedros is never enough?
Bringing It Home 2: New England Photographers Share Their Personal Projects
Personal projects pull at the heart of our photographic mindset. The subjects and stories we care about come to light through our collective vision as photographers. After great feedback from our event last year, we decided once again to showcase our local talent, and focus on our members' non-commercial photographic pursuits. We received many excellent submissions, and we selected four final photographers to present their projects in a special evening featuring a panel discussion, and Q&A with the audience. The finalists and their projects were: Lynne Damianos, The Bancroft Building and Its People; George Disario, On the Road; Michael Malyszko, Tammy Does Boston; and Charles Sternaimolo, Edward Hopper Through Photography.
John Holt: 35 Years of Visual Problem Solving
John Holt has been part of the Boston photography scene for thirty-plus years. John has specialized in everything from big production room sets for clients such as Bose and Scandinavian Design furniture, to the footwear industry with clients such as Timberland, Converse, and Cole Haan. John is also recognized as being a pioneer in digital imagemaking, being among the first to combine photography, digital illustration, and CGI. While John has never been one to put a label on himself, one constant has remained over the years—John's love of rising to the challenge, to solve whatever visual challenge might come his way. On this evening, John took our audience on a special walk through the past to the present day and discussed the ever-expanding choice of tools we have at our disposal.
Are You Snapped Up In Social Media?
Why You Should Be and Maybe Why You Shouldn't
We assembled a noteworthy panel of social media specialists and decision-makers to help make sense of how photographers benefit from Twitter, LinkedIn, and Facebook from a variety of perspectives—editorial, commercial, and advertising. Our panelists included Jennifer Bogutt, Clark Dever, Mark Gallagher, Suzanne McDonald, and Lew Sabbag.
Capturing the Dramatic Moment with Tyler Stableford
Award-winning adventure photographer Tyler Stableford presented a multimedia show of captivating imagery on Tuesday, June 8. Tyler took the audience behind the scenes of his assignments, from exploring rare ice caves to documenting the dangerous lives of underground coal miners. A teacher at heart, Tyler revealed his secrets to capturing the elusive “dramatic moment,” and to earning a living in the freelance world of editorial, commercial and stock photography. He also shared stories from his latest assignments, flying with F-16 fighter pilots, and filming the trials and tribulations of an Iraq veteran turned Paralympic skier. Men’s Journal named Tyler one of the seven “World’s Greatest Adventure Photographers,” and he is one of Canon’s distinguished Explorers of Light. Tyler has won numerous awards from PDN, American Photo, the International Photography Awards, Communication Arts and National Geographic Traveler. He shoots for Getty Images, and clients include Disney, Patagonia, The New York Times and Sports Illustrated, among others.
Elevating Your Creative Voice with Parish Kohanim
In this presentation renowned commercial photographer Parish Kohanim shared his life-long experiences, philosophy and transcendence through the art of photography. He addressed how to stay ahead in this competitive and changing economy. Parish gives inspiration and challenges each person to do their best and continue to grow in their art. Parish Kohanim has worked commercially for many leading international companies—IBM, Coca-Cola, and De Beers, to name a few—and his work has appeared on the pages of Vogue, Harper's Bazaar, Forbes, Time, and Newsweek. Having an insatiable desire to explore and expand his artistic horizons, he still remains true to his approach to simplicity and to the visual dialogue that is intuitive and innate.
Ian Summers: A Creative Workshop
The program began with an evening of Ian Summers' Heartstorming. He developed this concept to help photographers and other creators manifest what they love and what matters to them. Ian lead some participatory exercises designed to help each person define or re-define who they are and what they stand for as a photographer. The next day Ian lead a photo walk in the morning and conducted portfolio reviews in the afternoon. The photo walk provides photographers and other creators with an opportunity to get back in touch with what made them choose to be a photographer in the first place. It's about making pictures without an attachment to how it will be used or perceived. Ian's portfolio reviews are done in an open forum and in front of all participants, believing that everyone benefits from hearing anyone else’s review.
Shooting Sports: Catch the Fever!
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© Damian Strohmeyer |
Veteran sports photographers Damian Strohmeyer and Robert Seale shared their work and the secrets to capturing heart-stopping sports action and beautifully crafted portraits of famous sports personalities. In addition to presenting their stunning photographs, Strohmeyer and Seale discussed what it takes to secure and keep premiere clients such as Sports Illustrated, ESPN The Magazine, Reebok, and Under Armour. Damian Strohmeyer has been affiliated with Sports Illustrated magazine for twenty years and has covered the World Series, World Cup, Stanley Cup, Indianapolis 500, several Olympics, and 23 Super Bowls. Robert Seale, a Houston-based photographer specializing in dynamic editorial portraiture, has produced portraits of many of the finest athletes of our time, and has shot over 200 covers for Sporting News.
Bringing It Home: New England Photographers Share Their Personal Projects
Please join us for an evening of friendly discussion and outstanding imagery as we present the personal projects of four New England photographers. Each photographer will present his/her images, discuss the stories and motivations behind each project, and answer audience questions. This evening will not only be a chance to see what our fellow photographers are up to, but may also provide the inspiration for us all to pursue our own personal projects. Our presenters include: Caleb Kenna, The Golden Cage: Mexican Migrant Workers and Vermont Dairy Farmers; Bruce T. Martin, Look Close See Far, A Cultural Portrait of the Maya; Winslow Martin, Armenia; Barbara Peacock, Faces Documentary.
Adventures in Lightroom with Katrin Eismann
The Photoshop Diva, Katrin Eismann, put on a full day workshop which explored the creative potential of Photoshop Lightroom 2.0 and previewed the new features available in Lightroom 3.0. Topics included applying false color temperatures, creating compelling black and white conversions, adding selective enhancements, and experimenting with multiple processing of images. Katrin addressed how to work with Lightroom and Photoshop efficiently and how to use the new X-Rite ColorChecker Passport to build and use DNG camera profiles in real time shooting situations to save you time and improve color quality. Katrin also demonstrated her favorite multishot techniques to increase camera resolution, dynamic range, reduce noise, and increase depth of field with Photoshop CS4 Extended.
An Evening with Eugene Richards
Eugene Richards is a photographer, writer, and documentary filmmaker who is best known for his books and photographic essays on such diverse topics as breast cancer, drug addiction, poverty, AIDS, and emergency medicine. In his talk, Eugene Richards discussed the many book projects he’s undertaken since becoming a photographer nearly forty years ago, as well as his forays into filmmaking and advertising work. Richards' latest publications, A Procession of Them and The Blue Room, were both published in Fall 2008.
Rosh Sillars: Successful Marketing in the New Media World
New media marketing is about the conversation, becoming the expert, being engaged and attracting the attention of a world overloaded with information and resources. This program addressed the new rules in the continuously changing landscape of communication. New Internet tools and applications are developed almost daily to help individuals and organizations better tell their story through digital marketing and personal branding. Rosh Sillars is a veteran photographer and owner of the creative representation firm The Rosh Group, Inc. Click here to learn more about Rosh Sillars.
Dick Durrance: Creating Opportunities
In difficult times, creative vision is the key to economic survival. Dick Durrance, with stories and award winning images from photographing National Geographic assignments, combat in Vietnam, and global advertising campaigns, shows you how to focus your creative vision on the challenges you face. He ignites your passion for fresh ideas, reminding you that creative vision does not just come from seeing what is but from imagining what can be. He inspires you to harness your gifts, develop your skills, and build the teamwork you need to create fresh opportunities. He will help to not only survive but flourish, fulfilling your dreams for yourself, your family, and your community.
Assistant Workshop: The Assistant Survival Guide
This day-long workshop focused on the ins and outs of assisting, including discussions about professionalism, etiquette, and pay rates, as well as demonstrations of the most common photo shoot gear. The workshop concluded with a panel discussion and Q&A featuring real-life assistants and established area photographers, who dished the truth on what's happening in the assistant world. Thanks to the folks at EP Levine for offering their space and top-of-the-line equipment for this event.
Brian Smith: The Future of Editorial Photography
Editorial Photography is undergoing rapid change, yet the death of magazine photography has been greatly exaggerated. Pulitzer Prize-winning photographer Brian Smith, President of Editorial Photographers, discussed how to maximize the creative and commercial rewards while avoiding bad contracts, stagnant rates and rights-gobbling appetites of multinational media corporations. Smith stressed the need to charge properly for the time and expense of digital capture and processing and why photographers and agencies may be to blame for unreasonably low caps that some magazines that some magazines have placed on digital fees.
Judy Herrmann: Taking Control of Your Career
Are you satisfied with the work you're creating? Do your clients appreciate what you bring to the table? Are you struggling to adapt to a changing marketplace and a down economy? Is your business taking you where you want to go? Judy Herrmann discussed real-world tactics for developing and implementing a plan that will take your career where you want it to go—how to achieve your creative and financial goals, anticipate and adapt to business and technological change, and build a satisfying and stable photography business. Whether you're just starting out or have years of experience, the tools and techniques shown in this program will give you greater control over your future. Click here to learn more about Judy Herrmann.
Who? What? Where? Panel Discussion with Industry Creatives
This panel discussion with top industry creatives and moderated by Selina Maitreya, was indeed revealing as well as informative. In a time of economic uncertainties, where is our industry headed and how do photographers adjust to stay in business? We invited a diverse panel of six industry creatives ranging from large international ad agencies, to the boutique and niche, with a group that includes creative directors, art buyers and producers as well as a graphic designer, all of whom shared their insights and thoughts on our industry now.
Paula Lerner: The Art and Commerce of Multimedia
Adding sound to still images to create multimedia features can make for powerful storytelling. It also opens up new opportunities for still photographers who are willing to expand their skill set and embrace new media. In this presentation, award-winning photojournalist and commercial photographer Paula Lerner shared work and discussed making the transition from shooting stills alone to combining still images with audio to produce multimedia narratives. She spoke about the basics of multimedia as well as how this medium can be both a profitable business option and an outlet for personal projects.
Putting Your Business in Focus: A Strategic Approach to Marketing Photographers
Like many professionals, photographers are often expert at what they do, but find the prospect of marketing their business daunting. Taught by Beth Darman Stone of ClairStone Communications, this seminar focused on helping photographers develop a strategic approach to creating a marketing and communications plan that works for their businesses.
Steve Whittaker: Architectural Photography - It's an Art Form but It's Also a Business
The business of Architectural Photography is an aspect that constantly requires attention. One of the goals from this event was to empower photographers by gaining a better understanding of contractual issues and dealing with negative terms and conditions. Steve Whittaker covered estimating, licensing issues, contractual issues, copyright, project coordination, and practical experiences, both with lighting and assignment issues in general during more of his challenging assignments.
Kevin Ames: Photoshop CS4 & Lightroom 2
Kevin Ames is a commercial photographer, author, teacher, and columnist for Photoshop User Magazine. In this 2-day seminar, Kevin discussed tips and techniques spanning a wide variety of Photoshop and Lightroom topics, including digital archiving, working in RAW with Smart Objects, and high-end retouching. Kevin also shed light on the new features in the latest versions of Adobe's Photoshop and Lightroom products.
Blake Discher: "I Stink at Negotiating!"
Do you panic when you have to discuss money with a client? Do you talk too fast, ramble or sound indignant? Do you give in too fast to a lower price or broad licensing terms? Blake Discher teaches the steps to become a top negotiator. This critical skill can change your business in the most profound way—more and better work! Blake discusses real world scenarios, shows how to listen and talk to prospects, turning them into loyal clients.