How to navigate budget conversations with confidence

Your Story, Your Business: Strategic advice and creative business notes from Freshly Ground Stories where storytelling meets structure, to make your story, your business.

You’ve had an exciting conversation or two. The creative synergy is there and neither of you have mentioned money, yet. At some point, like clockwork, the classic line arrives

“…we don’t really have a budget yet, but we’re really excited to start this relationship with you and think it will be such great exposure for your work”.

Ah, exposure. The currency that never quite pays the rent.

Something feels-off. Your gut is telling you to ask more questions but this is an opportunity to work with X person or Y brand. You’ve had such good conversations so far and you’ve been excited about the work, so you decide to do it for free. Just this one time. Maybe something good will come out of it. You smile, nod, say you understand about budgets and you can’t wait to get started.

Pause. Whether you are a just starting out or well-established, it’s always worth reminding yourself of your value.

If you are freelancer, a business owner, an artist, a founder, a team of creatives, an influencer, here are some empowering habits than can help you navigate these conversations with confidence.

1. Pause before you commit

Don’t immediately say yes. Don’t immediately say no. Take a beat. You don’t have to answer straight away. Instead, say you’ll think about it and follow up tomorrow. Unless the event/project/opportunity is taking place the same day (which sounds unnecessarily stressful), you can sleep on it. If they’re in conversation with you, they value you work.

💡 Reminder: You don’t need to match someone else’s urgency. Take the time you need.

2. There is no such thing as “free” work

Even if you do something without getting paid in money, it is not free. You are giving time, skills and expertise. Everything is an exchange. Anthropologist Marcel Mauss said there is no such thing as a free gift and there is reciprocity in everything. Even the feel-good factor you get from helping an elderly person cross the street. Everything is an exchange. Before agreeing, ask yourself: What am I gaining from this? If the exchange aligns with your goals, it might be worth doing. If not, reconsider.

💡 Reminder: Take time to think about your why and where the value you receives justifies the work you put in.

3. Check-in with your gut, and your support system

If you’re still on the fence of whether to do something or not, talk it out. Call a friend, mentor or industry peer and and share where you are at. A sounding board always helps and a second opinion can often provide the clarity you need.

💡 Reminder: You don’t have to make decisions alone.

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4. Remember the humans, remember there are budgets

When someone says, “we don’t have a budget,” remember that companies allocate funds. The person you’re talking to may not have authority over spending, but that doesn’t mean there’s no money.

If you’ve built rapport, remind them that your work is valuable, you are a business and it needs to be sustainable. They might be encouraged to advocate for some budget on your behalf. You’re not asking for millions - you’re asking for fair compensation.

💡 Reminder: Brands employ people and people control budgets.

5. Ask about non-monetary exchange

What else can you exchange your time and skills for for? Have a think about what you would would like to receive in return, then ask for it. If you are unsure, you can ask the question back “If you don’t have budget, what else can you/your business offer in terms of non-monetary value?” This can be something like a featured marketing or promotion, a guest appearance on a blog or podcast, a free membership or service or networking opportunities. This list goes on.

💡 Reminder: Value is not always monetary. Define what is valuable to you.

6. Send an invoice anyway

“I’m still going to send through an invoice for my business administration.” Even if you decide to work without direct payment, send an invoice with a 100% discount. Why?

(a) It reminds them (and yourself) of your work’s worth.
(b) It could start a budget conversation.
(c) It helps set a precedent for future collaborations, making them think twice next time, for you and your peers.
(d) It develops the habit of putting a monetary number on the value of your work.

💡 Reminder: Unpaid work carries value. Make sure it’s acknowledged.

7. Reframe the FOMO of saying no

Worried that saying no means missing out? Remember: There will always be someone willing to do it for free. That doesn’t mean you have to.

Saying no makes space for better-paid opportunities. It also teaches clients to value your work properly.

Saying no can also be one extra step further towards clarity on your goals. Saving you time, and ultimately, money.

💡 Reminder: when one door closes, so many more can open, often with better terms.

8. Talk about money way, way earlier

If your expectation is to be paid, bring up the topic as soon as possible. It might be uncomfortable for you, but expected from the other side. Not sure how? Try:

💬 “What’s the budget for this?”
💬 “Now that the scope is clear, when would you like to receive my fee proposal?”

The earlier you have the conversation, the easier it is to set expectations.

💡 Reminder: talking about money is a skill worth the practice.

9. Support your ecosystem and pay it forward

Want to develop the habit of getting paid (monetary of otherwise)? Start by paying others for their work - especially friends. It is a good idea to develop the habit of paying for other’s work.

If it feels awkward, reframe it: Paying creatives sustains the whole industry, including you.

💡 Reminder: Valuing others’ work helps set a culture where your work is valued, too.

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10. You Deserve to be paid

Your time, skills, and experience have value. Whether in money, connections, or opportunities, every exchange should contribute to your growth or goals.

If this resonated with you, share it with a friend. And if you’d like more guides on valuing your work, building your business, and empowering your career, subscribe for more.

Creative freedom grows stronger when your business foundations are clear.

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Find more strategy notes in Your Story, Your Business or explore how we support individuals and businesses through our Business Affairs page.

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Valuing your work when offered a collaboration in exchange for "exposure"