Stash x OFFF Panel 2026 Follow-Up Part 3: Where Do I Fit and How Much to Charge?

Audience question: How do you handle “you’re too expensive”?

Danixa: Ask the client’s range from the first conversation, and if it’s a competitive pitch, ask what the pitch fee is (non-negotiable). Expensive is subjective. Expensive compared to what, or to whom?

Cheaper is not always less expensive. The hidden costs of a bad partner, a missed deadline, or a mediocre delivery will always cost more in the long run. If the client really wants you, hold the line. Boundaries build respect. Pitching blind and pitching for free is not a strategy. That’s a donation.

James: If you position yourself as premium, you need to clearly explain why you’re premium. If they only discover at the end that you’re too expensive, the value wasn’t communicated early enough. Understand their constraints. Sometimes the solution isn’t changing the idea, it’s changing the scope. Same strong thinking, fewer assets, a more focused rollout.

“Cheaper is not always less expensive. The hidden costs of a bad partner, a missed deadline, or a mediocre delivery will always cost more in the long run.”

Gus: How many times in our own lives did we want to buy something and ended up choosing a cheaper option instead? A lot. Inside corporations it’s identical. Don’t take it personally. The Final Frontier position is “Next time bring us into the project earlier so we can help define a scope that still fits your budget.”

We work with people, not logos. When somebody falls in love with your work, those people tend to grow. Maybe today they can’t approve your budget. But careers are long.

A panel of five sits onstage at a DHub conference, discussing pitching techniques in front of an audience. Behind them, a large screen displays stylized eyes and the text GETTING ON YOUR RADAR. Frame from Stash Magazine article.

A panel of five sits onstage at a DHub conference, discussing pitching techniques in front of an audience. Behind them, a large screen displays stylized eyes and the text GETTING ON YOUR RADAR. Frame from Stash Magazine article.

Audience question: What if me and my work don’t fit one description?

Danixa; Working across verticals (entertainment, gaming, advertising) or disciplines (edit, design, animate) are valid, but they require very different positioning strategies. Stop trying to fit a box that was never built for you. Position yourself not as a vendor but as an expert partner.

James: I call it the T-shaped creative, broad across many disciplines, deep in one or two. That’s a real sweet spot at the moment. With AI reshaping workflows so fast, the ability to move between disciplines, combine impeccable taste and strong creative thinking, while learning new tools is incredibly valuable. Rather than worrying about not fitting in one box, embrace it.

“With AI reshaping workflows so fast, the ability to move between disciplines, combine impeccable taste and strong creative thinking, while learning new tools is incredibly valuable.”

Gus: There’s a big difference between being multidisciplinary and just being lost. I’m talking about people with real depth in multiple areas, not someone jumping from trend to trend pretending to be an expert in everything. Whether you’re a specialist or a generalist, at some point you still need authority. Otherwise it becomes noise.

Stephen: Be brutally honest with yourself about which of your talents is the most useful to an employer or client. If you’re starting out, lead with your strongest skill and introduce the others once the relationship is underway.