We were honored to be asked by Develop Magazine’s Will Freeman to share some short tips on how to finance an early-stage game company for his article “Funding Your Game.”
If you have not yet read this article (page 14-15), we encourage you to do so as it includes funding advice and shared experiences from several talented and experienced game developers.
Inspired by this article, we wanted to write a longer post about funding, and share with you our personal experiences on work for hire.
Work for hire as a means of funding
As stated in Develop’s article, one way to fund your company before your game is ready to be shipped, is by running a consulting business that leverages your game technology expertise to offer solutions to industries outside of gaming. You can use your resources and skills within other fields to earn money at the same time as making your product.
This does, however, pose some challenges, and therefore must be done with careful consideration. From what we have experienced, it is all too easy to stray away from your purpose and get stuck in a spiral that could ultimately harm your company and your product. You must be tactical, realize the risks and decide how to handle them. If you are not prepared to spend the time to execute correctly, do not attempt to go down this route.
Disclaimer
Before we start, we feel it is important to be open: Sarepta studio is a company that does both game development and work for hire. It has always been an important part of our business strategy, and it is something we will continue to do. Sarepta has managed to build up a strong foundation for our company, making us successful. We value, honor and respect our clients and the work we do for them. We are also dedicated to creating our own engaging experiences, i.e., crafting tailored products toward the consumer market that reflect our values and culture.
Just because Sarepta has succeeded in balancing game development and work for hire, does not mean it was easy. Just because we wish to continue working this way does not mean it is not a constant challenge. That is why we want to share from our experiences. Even though we would do the same again, we do not wish to see others go blindly down this path.
The most common misconceptions
The major threat to budding game developers, that we see, are common misconceptions created by assumptions or even shared by unknowing advisors. I.e., people who know a lot about general business, but know very little about the game development business.
There are three common misconceptions about taking on work for hire as means of funding your game development. Or, as people continue to phrase it: “Do something that’s profitable so you can do what you think is fun in the end.” The mindset that work for hire is bound to be profitable and game development is “fun,” but not a viable business, is completely wrong.
The major challenges we have seen are mainly based on the misconceptions that:
- Taking on work for hire is an easy way to earn money quickly
- Working on other projects will always help you develop your own product
- It doesn’t matter who your target audience is
In many ways these misconceptions are tightly connected, but we will address each separately.
Misconception no. 1: Taking on work for hire is an easy way to earn money quickly
Game development is a long and hard process where you usually only get paid at the end…if you are lucky. Making other people’s products, however, is an easy way to get money in quickly. If you do work for hire you will be able to invoice your hours weekly or monthly, so it is a great safety-net to have as you develop your game. And just think about all the money you could earn by selling your services to large companies!
Yes, the market has a lot of potential for profit…that is why there are businesses specifically focused on targeting it.
Striving to do work for hire for other companies will put you in direct competition with companies focused solely on those industries. The difference between these companies and yours is that their primary focus lies here. Your primary focus is your game.
If you want to be able to compete in a specific market, you will have to do a lot more than just half-assing it. You will need to build your market strategy, get to know your target audience, create a solid communication platform and have a relevant portfolio that can convince this market that you are specialized enough to do quality work.
You will also have to do…sales!
We will not go into further detail on this point as it ties in with the other misconceptions. Just realize that working with clients is not an easy “get rich quick” scheme. It needs to be something you actually care about. Sarepta has managed because we started with a divided consulting branch that wished to work with businesses. So, it wasn’t a means, it was a goal.
Misconception No. 2: Working on other projects will help you develop your own product
A misconception many have is that “if you know how to use a tool in one field, you must be able to use it as efficiently in related field.” This is simply not true. Is it fair to assume that a carpenter who knows how to build a wooden boat, also knows how to build a wooden house?
Of course, there will be some related uses for, for instance, modelling and design tools in different fields. But don’t simply assume that one makes you qualified for the other.
When Sarepta began doing 3D visualization work for architects, we thought that this work would give our 3D artists a broader skillset and more experience. And it did, but in completely different and unrelated techniques that could not be used in our game.
The techniques are so different from when you create still images rendered for use on websites or posters, verses real-time engines. It might seem very obvious, yet it is so easy to fool yourself, or to get fooled by other (well meaning) people to believe that doing this completely unrelated thing might actually help. At least you are learning, right? But what use is it if you are learning the wrong things?
From a programming perspective
For a programmer, it might be tempting to reuse a system or approach that you have used while doing work-for-hire. However, if the system was made with fundamentally different goals, or was designed for a different environment, then you will likely be applying an otherwise valid solution to the wrong problem.
You could compare this to the conventional approach of building castles using stone.
“Everyone said I was daft to build a castle on a swamp, but I built it all the same… It sank into the swamp. So I built a second one. That sank into the swamp. So I built a third. That burned down, fell over, then sank into the swamp. But the fourth one stayed up.”
– Quote from Monty Python & the Holy Grail
In hindsight, given the time and money that was invested (using a Stone framework), it would’ve been smarter to have approached this problem with an appropriate solution (perhaps ‘Wood’).
Yet it is very tempting to reuse previous work and experience, since as humans we all suffer from cognitive bias, and one of those is the ‘sunk cost bias’, where it’s difficult for us to accept wasted expenditure – we want to avoid it, and this includes any time consumed by consulting work. However, it’s vital to recognise from a software or game production perspective, that you should not apply the wrong solution, since this will only cause you more issues and can be even more costly.
Yes you will likely gain ‘useful’ knowledge and experience from doing work-for-hire, but consider it may not be that relevant, and it might not save you as much time as you hope.
It might only be worth the risk if you can perfectly and consequently link your current game development with the consulting work. Otherwise, you will stretch your resources too thin and both your consulting and development work will suffer.
If you can find work that is perfectly relevant to the skills that you need to make your game, then you could do the R&D with less risk. There might be techniques you still need to master, systems that you could explore, or tools you want to look into through doing consulting work.
However, if the packman of this pie chart is too big, then you will risk doing a bad job. Taking on a job that you do not have any skills to do is ill advised and downright unethical.
Misconception No. 3: It doesn’t matter who your target audience is
If you want to become successful in what you do, you need to always consider your target audience. And, most likely, you will end up having several of them when doing work for hire.
In creating entertainment games, odds are that you are targeting the consumer market (B2C). When you take on work for hire as a consulting company, you will most likely be targeting businesses (B2B). B2C and B2B are different markets with different marketing strategies and platforms. Many companies manage to work toward both, but it still demands more of you.
You will have to compete with others, so you need to build your market strategy, get to know the audience and create a solid communication platform. You will have to do this for both your games and your consulting business as you will encounter strong competition in both.
Game development is a business
Your game is not just a product that needs to be made and shipped. The games you make (because you do actually want to make more than just one game) need to be a solid part of your business strategy. It is all too easy to focus on one great idea and completely forget the bigger picture: What kind of target audience should my games reach? What kind of brand will my company be? What kind of games will your audience be able to expect from you?
This is hard work and you will probably end up making mistakes, but if you don’t take this into consideration from the start, you may end up wasting several years on bad communication work.
Identity problems?
Sarepta’s consulting division had a wide focus initially, but we realized that working with clients and convincing them to pay us what game development actually costs was difficult. We moved the business more toward visualization, 3D illustrations and 3D animations, with a specific focus on architectural design. The challenge then again became communication. We had to spend more time making sure that we communicated the right thing to the right people.
This goes back to misconception No. 2, where you really have to make sure that what you do is relevant. Clients want vendors who are specialized in their field. They want proof that you are worth their money. If you can do this, then you have a chance, but it will take time.
In our later years, we moved further away from pure visualization and closer to working on interactive products and games for clients. This is something we are able to do because we have been in the game (so to speak) longer and because we can afford to turn down the wrong type of projects. We still wish to target both the B2B and B2C markets, but we want to narrow our expertise so that we can continue to excel.
Don’t let yourself get pulled between different fields. You would not trust a chef to operate on your cat just because he knows how to use a knife. How could you expect someone to hire you to make their trailer just because you know how to make things move in 3D?
Summary
What we want you to take away here is this: Even though doing work for hire may seem like a viable way to earn money, it should not be viewed as simply an additional funding option.
You need to make a decision on how hard you will invest in this part of your business and if it is the right thing to do at all. If it is games you want to create, your time might be better spent on funding the game through the game.
If you want to work with creative and interactive media, meet new and interesting people and work together with other industries to explore the potential of game technology, then we say: Go for it!
In the end, it’s your goal and not just some half-assed attempt at trying to milk a cash cow.
Remember
- Taking on work for hire is not an easy way to earn money quickly
- Working on other projects will not always help you develop your own product
- It does matter who your target audience is
So if you plan to go down this route make sure you:
- Create a business strategy that consistently combines your consulting and game development
- Find work that is relevant to the skills that you wish to enhance in making your game
- Make sure your production pipeline is viable based on the products and services you will deliver
- Be prepared to work with sales or find someone who can do this for you
- Plan your marketing with consideration toward your target audiences, and create a solid communication platform
- Realize that game development is a business that also needs a long term strategy
- Find out who you are, what your strengths and what your goals are
A final plea to the budding developers out there:
Help us build the industry and show that even the smallest of us can do well through good business choices. Do not let people diminish our work. Do not diminish your own work. If your product is an expressive piece of art, it does not mean that it can’t also be a successful business.
If you can’t trust in the value of your own product, then why should anyone else?
We would like to thank Richard Barlow for his technical input
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그들은 모두 똑똑하고 예의바른 사람들이지만 많은 남자들보다 더 빨리 배웁니다.
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메가 슬롯
Liu Jian도 한숨을 쉬며 “폐하, 방금 폐하가 An Nanguo에게 말씀하셨습니다 …”라고 말했습니다.
에그벳슬롯
Fang Jifan은 저택에서 서둘러 나갔고 여전히 충격을받은 Wang Ao가 그를 따라갔습니다.
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안전한 슬롯 사이트
갑자기… 마치 내가 나의 주인이 된 것처럼.
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프라그마틱 슬롯
이것을 생각한 Zhang Chaoxian은 고개를 들고 웃음을 터뜨 렸습니다.
안전한 슬롯 사이트
“아이들은 효도하지 않는다.” Shen Wen은 그의 아버지가 이곳을 찾을 것이라고 기대하지 않았습니다.
카이센 윈즈
수만 명의 사람들이 눈물을 흘렸고 모두가 바닥에 엎드려 치마를 가득 채웠습니다.
슬롯 모아 무료
살의가 두 눈에 스쳐지나갔고, 굳은살이 박힌 손에는 차가운 단검이 들려 있었다.
라이즈 오브 올림푸스
Fang Jifan은 기뻐할지 슬퍼할지 몰랐습니다. “이것은 폐하의 지혜 때문입니다.”
월드 슬롯
시 배송 부서 직원이 선박 등록을 시작했습니다.
아이 슬롯
이것은 맨해튼 프로젝트 못지 않은 훌륭한 이니셔티브입니다.
메이저 슬롯 사이트
그렇지 않으면 제물과 같은 중요한 문제가 장칭의 가족에게 어떻게 넘겨질 수 있겠습니까?
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레프리칸 리치스
Ma Wensheng은 그를 막으려 고했지만 그 순간 이미 보고서가 공개되었고 무의식적으로 고개를 숙였습니다.
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미스터 슬롯
가장 중요한 것은 이 컷이 어떤 영향을 미치느냐다.
럭키 네코
Hongzhi 황제는 “Anhua 왕 … 정확히 무엇을 말하고 싶습니까? “라고 비웃었습니다.
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파라오 슬롯
밖에는 아르바이트를 하는 서산학원 교수들이 있다.
머니 트레인2
Chen Xian은 참파에서 흔히 볼 수 있는 성이며 Chen Xian은 참파에서 몇 안 되는 위대한 유학자 중 한 명입니다.
mvp 토토 사이트
그러나 Fang Jifan은 아카데미 학장으로서 어떻게 전하가 학생들을 가르치지 않을 수 있습니까?
케이 슬롯
수백 명의 관리들에게 둘러싸인 Hongzhi 황제는 Yang Yiqing에게 걸어갔습니다.
하이퍼노바 인피니티 릴스
Li Yue는 즉시 “스승님, 감히 학생들이 …”라고 말했습니다.
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파워 슬롯
그는 황급히 궁궐로 들어가 폐하에게 직접 보고했다.
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블랙 맘바
하지만 Wang Bushi의 입에서는… 이 집은 돈이 필요하지 않은 것 같습니다.
카 심바 슬롯 사이트
그는 우울했고 “왜…”라고 묻지 않을 수 없었습니다.
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토토 보증
오랫동안 침묵을 지켰던 홍지황제는 “괜찮다”고 한숨만 쉬었다.
슬롯 안전한 사이트
폐하가 추도문을 낭독하는 것을 보고 모두가 매우 불안해했습니다.
123 슬롯
Hongzhi 황제는 두 번 소리 쳤지 만 잠시 말을 할 수 없었습니다.
발라테일 바이킹즈
이때 그가 일어서서 이것에 신경을 쓴다면 그는 Li Long과 같지 않을까요?
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바다 슬롯
그는 마음 속으로 한숨을 쉬지 않을 수 없었습니다. 이것이 실현된다면 정말 좋을 것입니다.
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파워 오브 토르 메가웨이즈
“오?” Liu Jian이 침착하게 말했다. “왜 좋아하니?”
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A masterpiece of writing—you’ve covered all bases with such finesse, I’m left wanting an encore.
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Articulated points with finesse, like a lawyer, but without the billable hours.
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50 슬롯
류진은 한참 동안 침묵하며 “이유가 있다”고 말했다.
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