ALWAYS CONDUCT BUSINESS WITH A HIGH SENSE OF ETHICS!

All of the things we have talked about so far might make someone believe that the only thing that is important is milking the most money from everyone with which you do business. This can’t be your ultimate goal. If you disregard proper ethics when dealing with customers, competition, agents or colleagues, you will soon find yourself unable to find work. This is true regardless of your skill level.

CUSTOMERS--
Let’s face it, they are the reason you exist. At times, the need to perform and share our skill is so great that we would almost pay them to watch. At the same time, the thought of being paid to perform, for many of us, is a dream come true. The temptation is to look at the fee you can gouge from a client as a reflection of your skill. It’s a very fine line between charging too little or too much. Making a large mistake, either way, can severely damage your ability to successfully book future engagements.

In “Negotiating Higher Performance Fees” by Michael Ammar, he talks about exactly how to size up the potential client and how not to react to offers of high payment. His suggestion: Pause after the offer, think about it then agree. If you wish, you might say that you will call back after consideration. Don’t say, “Wow! For that kind of money I would eat beetles on stage!” This leaves a client thinking, “Darn, I could have gotten them for less.” Every magician or juggler should invest in resources such as this. But ask around, there are many that will offer you little or nothing. Get recommendations from your friends. (Another reason why friends and colleagues are important to your success.)

COLLEAGUES AND COMPETITION--
Competition is perhaps one of the healthiest things we have. It’s important that we do not let the competition for jobs become so strong that we behave unethically.
It is possible to steal clients. Imagine you are performing at a trade show booth and you see, from time to time, other performers in the audience. At one point you notice that a entertainer, who you know works for less money than you, has given his card to your client.

WHAT DO YOU DO?
A. Talk to your client about what a poor performer this guy is.
B. Admit you know this performer, don’t talk about his talent, but comment on how you don’t think that this was very ethical.
C. Say only good things, and how someday he might be up to the standards your client requires.
D. Hire someone to break your colleagues hands in a dark alley.
E. Don’t say much. Above all don’t say bad things.

If you said B or C, you are on the right track but “E” might be the best answer. The difference between B and C is the relationship you have with your client. If you have worked for this person for some time, you might risk mentioning your feelings on the ethics. Be careful! Don’t question your clients ability to choose entertainers. This is what your competition is doing. Let your client know ahead of time that other magicians or jugglers may show up and you are not worried about anything but helping the client achieve his or her goals.

But just the same, it is also possible for clients to switch entertainers without it being considered “Back Stabbing.” If a client calls you and you know “Bob the magician” has been working for them for years, ask the client about it. Your potential new customer will appreciate this. It shows your moral character. If the reason they are changing entertainers is because of something Bob did, it gives them the opportunity to warn you about it. A word of caution: Don’t press for an answer. They could be changing for a variety of reasons which could be embarrassing for Bob or the client. You might like to give Bob a call before confirming, but not if the client gives you a good reason.

In an article in “Magic” magazine, Danny Orleans writes about “stealing” clients.
“ Nobody owns a client, and likewise a client may pick any vender they want. If McDonald’s all of a sudden decided to switch to Pepsi and get rid of Coke, sure Coke executives would be upset, but they wouldn’t consider it unethical that Pepsi is now McDonald’s exclusive soft drink vender. Client’s change advertising agencies, public relations agencies, insurance companies and law firms all of the time.....Men and women who run successful businesses compare price, quality and service. They choose a vendor who can give them the best deal.”

Remember, you have the right to provide a better service. If your show is of a higher quality than another’s, you deserve the job. But, if you go out of the way to solicit another performers clients, you might find yourself in a dark alley facing some big, burly guy who has been paid to break your hands.
One of our most valuable resources is our friends and colleagues. Use them, but don’t abuse them. It will ultimately mean more work for you.

Although ethics is one of the “gray areas” in the world of entertainment, it is one you should keep in mind. There are many opportunities and temptations that may cause you to push good ethics aside and go for the money. This will hurt you in the long run.