I have my marketing hat on today. I'm figuring out how to sell the benefits of one person providing both video and still photography to a client.

Edit: Original Video Removed. Feedback good and overwhelming. 

My premise is that clients pay, in time, money and lost productivity, for a duplication of resources when they source video and still photography from two different vendors. Now, there are lots of situations where the expertise required means that two different creatives makes sense. Like a sporting goods company who want to have a high end video made with lots of complex moves and perhaps a Phantom camera for smooth, super slow motion work. Alternately they may need a certain style that for which a photographer is well known.

But many times, in the realm of basic website content, a client is looking for good solid work in both camps but with no really tough problems to solve. The example I've been getting a lot lately is the client who wants to have portraits made of their key people. The agency wants a lighting and background treatment that we've done many times in still work but they now want the same style and look to bridge across and be implemented into video interviews as well. The client is looking for competence and experience as well as good value. They don't want to re-invent the wheel but they don't want to pay for on the job training either.

My solution is to use one continuous light lighting set up, create a lighting design and compositional style and then carry that across in both the still images and the interviews. It's a classic: Light Once, Shoot Twice solution. What is the benefit for me? Well, I'm adding more services to my bill so I'm adding more income in each job. If I do the editing (or outsource the editing) that is a secondary source of income.

My ability to solve two problems for a client means that I'm less likely to be cut out of the deal entirely by a video production company that also offers photography. The benefits to the client are several. First, they have the comfortable convenience of only having to deal with one vendor. That means only one pre-production or creative meeting instead of two. It means less total time elapsed to do both sides of the project. It's very appealing to most clients to be able to schedule their key people into one slot that accomplishes both creative goals rather than having to schedule two different encounters for a busy executive. So, Schedule Once, Shoot Twice.

The next benefit is a little dangerous. Most photographers are used to traveling light when it comes to crew. We can make good use of one assistant but most of us aren't that hot on having a different position for every little task on the set. I can act as camera operator and director while my assistant works well as a lighting grip and a sound man. The videos we're shooting are not so complex as to require laying dolly track or bringing an entire truck full of HMI lights.

We can't scrimp where it makes a  difference and so this benefit varies by the job. But if the two of us can set up the lighting we need and create good sound then, for 90% of the projects we do we are in good shape. But there is a real benefit in not having to tromp into a busy office or factory and set up lighting at two different times. There is tremendous benefit in getting everything you need, stills and video, in one episodic encounter with the subjects in the video. And there is an additional benefit in that the still imaging can act as a warm-up for the live video work.  And most people need a bit of time in front of a camera to feel comfortable.

Finally, there is a mindset difference in terms of gear between the two worlds. The dedicated motion guys might be smarter than us because few of them own their own inventory of lights, grip gear, cameras and lenses. They rent everything. They mark-up the rental fees and bill it all back to the client. We have a tradition of owning our everyday gear. We tend to own our cameras and lenses, as well as our grip gear and our lights. On web-type projects we tend to include the use of the gear in our overall price. We should probably charge a rental fee for each project but that's not the tradition in our part of the industry. While our clients understand the need to rent (and pass along the costs) of generators, specialized lighting and esoteric video cameras they choke a little on the rental of basics like microphones and lightstands. We offer more value in the simple, hybrid projects because we are using the same tools for both halves of the assignment.

And since we own the gear and practice with it every day we're pretty good with it.

So the marketing is: Light Once, Shoot Twice. Budget Once, Shoot Twice. Schedule Once, Shoot Twice.

In the end all that marketing can do is get you in the front door or get you invited to solicit an estimate. The next step is proving that you can do the work, you can mesh with the client's team and that you truly understand their creative direction.

I put together a minute and thirty second video to show off some of our work. We'll flesh it out as we do more contemporary stuff. Hope your marketing efforts are coming along smoothly. Mine are coming slowly, like wisdom teeth being removed by small tweezers. But that's all part of the game...