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As you will see when we get to "The Five Pricing Factors", the photo agency should be taking into account -- in your favor -- the total number of stock images you are buying on any given project.
For example, if you are doing a brochure that has several stock images in it, the extent to which you can purchase all the images from the same agency will work in your favor.
Or, at least, it should work in your favor. Sometimes you're going to have to be pro-active in making it work in your favor by letting the agency know that you expect it to.
If it doesn't work in your favor, shop elsewhere.
Beyond that, however, never underestimate the advantages you can garner by being a "good customer", coming back time after time for your various projects. The better agencies have systems in place so that when you contact them, by phone or online, they are aware that you are, indeed, a good customer, and you definitely want to be working with an agency that has such a system in place.
How can you find out?
Ask. If you have purchased from an agency in the past and you are now calling them on another project, ask the sales representative whether he or she has access to your prior purchasing records. No?
Bad news. If they don't know that you are a good customer, there's no way you can reap the rewards of your loyalty. Shop elsewhere.
If you do your stock image purchasing predominantly over the Internet, be dealing with a website that has a "past purchases" or "Purchasing History" area for you. On the one hand, this is a convenience for you in general. But, on the other, it also let's you know that the agency is doing what's necessary to record the fact that you are a good customer, building goodwill with each purchase, and that you can count on that goodwill when you need it.
Let's face it: There are times when you need the agency to "work with you" on pricing. Some projects are amply budgeted, giving you all the financial room you need to conclude things smoothly and easily. But then you have those projects where the squeeze is on. If you have built up your "good customer status" with an agency by doing business with them on the amply funded projects, and they are not willing or able to cut you some slack when you need it, we recommend listening to Bob Seger's old "Feel like a Number" tune while you go about finding another agency to work with.
If this sounds like were suggesting the benefits of establishing a relationship with your photo agency, it's because we are.
When it comes time to negotiate prices for rights managed stock images, the relationship you have should be taken into account. If you have to, make sure they do take that into account as you proceed through the process...
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