Justine Barnes shares her 12 years of industry experience with some very actionable tips on websites, email blasts, and bidding, as well as the importance of honesty in relationships and organizations.   Key Takeaways [:31] Heather introduces Justine Barnes and asks her guest to talk about who she is, where she came from, and how she found her way into art production. [6:58] Justine talks about how long she has been doing art production for and if she would see herself doing anything else. [7:43] Justine and Heather talk about the changes in the industry and Justine touches on what her department has done, in terms of remaining relevant, including opening a gallery for showcasing artwork and “art talks.” [11:06] Getting Justine’s attention can come through printed promos, especially if you put a unique, even collaborative twist on your work. [17:24] Marketing to Justine and her agency: Have a solid website — clean, user-friendly, fast loading, easy to navigate, thumbnails, skip the intrusive features like auto full screen, music, fade-ins and -outs, etc. Have clear email promos — title your subject lines properly: who are you, what do you do, what’s the project. Mind the time of day at which you send your emails: for Justine, afternoon works best. [22:25] Justine walks us through the estimate approval on her side of things. Her firm adds pre-bids to the process: bids, creative calls, treatments, negotiations, cost consultant reviews and then clients and sometimes third party approvals. [25:34] Justine typically watches the process until the end, even when there are favorites, she will also reach out to a bidder to ask if they can modify the bid to better their chances. [26:55] Heather asks if treatments — which are a lot of work — are treated seriously on her side of the fence. [29:26] No, Justine does not share who bids against who. What about after the job? [32:50] When you don’t get the bid, Justine’s advice it to ask for the feedback you need. Always go for honesty. Heather and Justine talk about the importance of having the tough, post-award conversations. [35:54] On the bidding process, Justine shares her biggest pet peeves: The spec sheets are thorough, read them; most of the questions you have will be answered. If we ask for something to be included, include it. [38:07] Heather shares her own appreciation of detailed spec sheets! [41:00] Heather asks what Justine is known for on her team and what the most challenging aspect of her job is. [42:56] What is Justine’s favorite thing to do on a Sunday and what would she do if not art production. [44:57] Heather thanks Justine for coming onto the podcast and invites listeners to tune in for the next episode.   Thanks for listening.   In an industry where the rules are always changing, it’s helpful to hear from those on the front line. Heather Elder is the visionary behind NotesFromARep’sJournal.com; visit her website for industry updates, stunning photography and video, and the artists behind the work.   Mentioned in this episode Rubin Postaer and Associates (RPA) Martien Mulder   More about your host Heather Elder’s Bio Heather Elder’s Blog Heather Elder on Instagram Heather Elder on Twitter Heather Elder on LinkedIn Heather Elder on Facebook   More about our guest Justine Barnes on LinkedIn Justine Barnes’ website