| Introduction | 1 |
Chapter 1 | What Kind of Business Am I? | 7 |
| Service Business | |
| Profit-Making Business | |
Chapter 2 | Office, Home, or Studio | 11 |
| Geographic Location | |
| Balance in Your Life | |
| Cost of Living | |
| Cost of Doing Business | |
| Credentials | |
| Business Stationery | |
| Home Office | |
| The Studio | |
| Flexibility | |
Chapter 3 | Staff and Design Associates | 21 |
| Design Assistants | |
| Staff | |
| Interns | |
| Hiring | |
Chapter 4 | Accounting for Small Business | 27 |
| Business Manager | |
| Certified Public Accountant | |
| Computer Programs | |
| Specialized Business | |
| Some Principles of Accounting | |
| Accrual versus Cash-Based Accounting | |
| Calendar Year versus Fiscal Year | |
| Principles | |
| Financial Statements | |
| Other Terms | |
| Double-Entry Bookkeeping | |
| The Rest of Accounting 101 | |
| Choosing a Bank | |
| More Reading | |
Chapter 5 | Business Liability and Insurance | 43 |
| Credit Reporting | |
| Current and Long-Term Liabilities | |
| How Are We Liable? | |
| What Can We Do to Protect Ourselves? | |
| Client's Liability for Payment | |
| Business Liability | |
| Insurance | |
| Home Businesses | |
Chapter 6 | Financial and Legal Considerations | 55 |
| Paperwork for Starting a Business | |
| Business Entities | |
| More Complex Entities | |
| Independent Contractor | |
| Safe Harbor Protection | |
| Employee Leasing and Payroll Companies | |
Chapter 7 | Sales Methods, Technology, and Follow-Up | 72 |
| What Are You Selling? | |
| What Makes You Unique? | |
| Marketing Tools | |
| Networking | |
| Direct Mail | |
| Cold Calls | |
| Brochures | |
| Compact Discs | |
| The Telephone | |
| Press Release | |
| Business Follow-Up | |
| When to Follow Up | |
| The Callback | |
| Postcards | |
| Web Sites and the Internet | |
| Agents | |
Chapter 8 | Making Contacts | 89 |
| Gatherings and Parties | |
| Trade Publications | |
| Lists of Other Designers | |
| Magazines and the Internet | |
Chapter 9 | Personal Appearance | 96 |
| Dress for Inclusion | |
| Branding | |
| Specific Work Areas and Appearance | |
| Dress for the Position | |
Chapter 10 | The Interview | 103 |
| Luck | |
| Game Plan | |
| Preparation | |
| Positive Attitude | |
| Portfolio | |
| Listening | |
| Finances and Logistics | |
| Honesty | |
| Passion | |
| Closing | |
| Informational Interview | |
| Form Resumes and Letters | |
Chapter 11 | Group Dynamics and Negotiating Skills | 117 |
| Writing Skills | |
| Verbal Skills | |
| Listening Skills | |
| Assertiveness and Other Behaviors | |
| Conflict Resolution | |
| Brainstorming | |
| Negotiating Skills | |
| Options | |
| Standards and Alternatives | |
| Walk-Away Position | |
| Group Negotiating | |
Chapter 12 | Theatrical Unions | 131 |
| International Alliance of Theatrical Stage Employees | |
| United Scenic Artists | |
| International Brotherhood of Electrical Workers | |
| National Association of Broadcast Employees and Technicians | |
| Actors' Equity Association | |
| Equity (British) | |
| Other Entertainment Media | |
| Unions Outside the United States | |
| Union Contracts | |
| Fee Schedules | |
Chapter 13 | Professional Organizations | 146 |
| United States Institute for Theatre Technology | |
| Canadian Institute for Theatre Technology | |
| International Organization of Scenographers, Theatre Architects, and Technicians | |
| The Association of British Theatre Technicians | |
| The Society of British Theatre Designers | |
| Association of Lighting Designers | |
| International Association of Lighting Designers | |
| Illuminating Engineering Society of North America | |
| The Professional Lighting and Sound Association | |
| The International Costumers' Guild | |
| The Costume Society of America | |
| The Costume Society of Great Britain | |
| Audio Engineering Society | |
| The Stage Managers' Association | |
| The Themed Entertainment Association | |
| Academy of Television Arts and Sciences | |
| American Women in Radio and Television | |
| The American Society of Cinematography | |
| The American Society of Theatre Consultants | |
| Entertainment Services and Technology Association | |
| University/Resident Theatre Association | |
Chapter 14 | Contracts and Letters of Agreement | 157 |
| Uniform Commercial Code | |
| Non-Contracting Situation | |
| Contract Situations | |
| Letter of Agreement | |
| The Deal Memo | |
| Loan-Out Agreements | |
| What Makes a Contract? | |
| Can You Trust the Client? | |
| Small-Claims Court | |
| Mediation | |
Chapter 15 | The Contract Rider and Follow-Up | 171 |
| Outline Form | |
| Details Are Essential | |
| Pre-Planning | |
| Carnet | |
| Technical Follow-Up | |
| Limited Design Staff | |
| Words with Different Meanings | |
| Who Receives the Rider? | |
| Promoter/House Contacting You | |
| The Internet | |
Chapter 16 | Employment: Freelance, Academic, or Staff | 179 |
| Freelance Positions | |
| Academic Positions | |
| Staff Positions | |
Chapter 17 | Setting Your Salary and Fees | 194 |
| Union Wages | |
| Personal Worth | |
| Build Scenarios | |
| Freelance | |
| Business Fee Setting | |
| Street Rate | |
| The Last Man Method | |
| Review Clause | |
| Teaching Positions | |
| Loan-Outs | |
| Regional Theatre | |
| Per Diem | |
Chapter 18 | Equipment and Service as a Side Business | 221 |
| My Business Story | |
| What to Offer | |
| Profit | |
| Loss-Leader | |
Chapter 19 | Non-Union Shows and Other Productions | 217 |
| Negotiating Your Own Fees | |
| Concerts | |
| Corporate Shows | |
| Television/Film | |
| Themed Entertainment | |
| Architectural | |
| Theatre | |
| Loan-Out companies | |
| Unions Changing | |
Chapter 20 | The View from the Producer's Desk | 225 |
| Theatre | |
| Corporate | |
| Themed and Location-Based Entertainment | |
| Film | |
| Concerts | |
| Financing the Production | |
| The Promoter | |
Chapter 21 | The Designer's Perspective | 235 |
| Intellectual Property and Ownership | |
| Be a Problem-Solver | |
| Paul Dexter's Advice | |
| Matt Levesque's Advice | |
Chapter 22 | The Future of the Business | 240 |
| Paul's Thoughts | |
| Liz's Thoughts | |
| Jeff's Thoughts | |
| Martyn's Thoughts | |
| Joe's Thoughts | |
| Mike's Thoughts | |
| Craig's Thoughts | |
| Dawn's Thoughts | |
| My Thoughts | |
| Epilogue | |
| Bibliography | 247 |
| Accounting | |
| Business | |
| Law | |
| Marketing | |
| Psychology | |
| Theatre | |
| Appendix | 250 |
| Associations and Organizations | |
| Theatrical Unions, Guilds, and Associations | |
| Commercial Publications: Magazines, Periodicals, and Resource Publications | |
| Publishers of Theatre and Entertainment Books | |
| Publishers of Business Books | |
| Index | 263 |