THE CREATIVE GAMBLE: Are We Being Taken for Granted?

It’s been fourteen years since we first embarked on the journey of creating brand identities and visual communication materials for broadcast clients. Fourteen years of passion, challenges, triumphs, and growth. Recently, while browsing through our cloud storage, two folders caught my eye—one labelled "paid pitches" and the other "unpaid." What lay within was a stark reminder of the creativity that has been both celebrated and, at times, overlooked.?

The excitement I felt when I first started my business still lingers in memory. There was something magical about preparing those early pitches. We crafted nearly complete logos and brand aesthetics, supported by comprehensive approach notes, all backed by detailed research. This wasn’t just any research; it was a labour of love—on-the-ground insights and psychological principles distilled into strategic solutions. We weren’t merely solving client problems; we were discovering new dimensions to their brand’s potential.

The Unsung Heroes: Rejected Pitches, Unrecognized Genius

As I opened these folders, I found a treasure trove of rejected presentations—both from paid and unpaid pitches. These weren’t half-baked attempts. They were fully-fledged masterpieces, rich in visuals, captivating animations, and detailed strategic thinking. Even now, a decade later, these creations stand as a testament to the brilliance of our team. They remain impressive despite never seeing the light of day.

For us, each presentation was a journey, an evolution of our minds, methodologies, and technology. Every design, strategy, and piece of research was crafted with care, knowing it could have evolved even further into a masterpiece if given the chance. Yet, for many, the journey ended prematurely, and we were left with little explanation beyond the vague, often dismissive feedback: "It doesn’t work for our brand."

The Psychological Lens: Why Do Clients Say No?

Why do these creative gems fail to resonate? As branding experts, we’ve come to realize that rejection is often not about the work itself but the mindset of the client.?

Psychologically, decision-making is rarely logical or objective—it’s influenced by emotions, cognitive biases, and social comparisons. When clients say, "It doesn't work for our brand," what they're often grappling with are deeper, unconscious influences.?

Brand expert David Aaker once noted that many client decisions are shaped by what he called “brand conformity bias.” Essentially, client representatives are so heavily influenced by their competitors' success that they cling to vague terms like "bright," "classy," or "contemporary." This bias can block their ability to embrace something bold and different because they fear straying from the pack. The irony? The very thing they fear is often the key to standing out in an oversaturated market.

The Cost of Free Creativity

For years, as a business, we struggled to justify the sheer investment of time, creativity, and resources we put into unpaid pitches. Each one was a labour of love, regardless of whether it was paid or unpaid. Yet, sometimes, it felt like we were being taken for granted. The question gnawed at us: Are we being played? Are our talent and time being undervalued??

Branding experts argue that this is a common pitfall in creative industries. Many companies operate under the illusion that "free creativity" is part of the game, but the truth is, unpaid pitches create a culture of exploitation. Psychologically, this creates a demotivating environment for creatives. Research from behavioural economics reveals that people are far more driven when they feel their efforts are recognised and compensated, not just in terms of money but also respect and trust.

The Power of Trust and Partnership

Reflecting on our best work, I see a clear pattern. Our greatest successes have always come when clients treated us not as vendors, but as partners. These were the projects where we skipped the formalities of the traditional pitch process and collaborated openly. When clients trusted our expertise, they got our very best—not because they demanded it, but because we felt part of something bigger.?

The result? Identities that transcended expectations and tackled challenges holistically. These weren’t just logo designs or color schemes; they were complete brand narratives, grounded in both strategy and emotion. The psychological principle here is simple: when people feel valued, they outperform. Studies in organisational psychology consistently show that psychological safety—the belief that one’s contributions are valued—fuels innovation and dedication.

Are We Missing the Point?

Some marketing professionals argue that having a pool of creative options is a privilege—something akin to window-shopping for ideas. But there’s a flip side. True privilege, as branding expert Simon Sinek puts it, is collaboration and respect. Paying for the creativity, strategy, and insight provided by professionals ensures not just great ideas, but sustained relationships, where both parties are committed to mutual growth.

It’s easy to fall into the trap of thinking that more options mean better ideas. But creativity thrives in an environment where respect is mutual, and value is recognized. Great ideas aren’t commodities; they are born from trust, respect, and the belief that every partner in the room deserves to be heard.?

A Call for Change

To my fellow creatives: I know the frustration of unpaid pitches, of brilliant work left in folders, untouched and unappreciated. But remember, our value is not diminished by rejection. Our work speaks for itself, and the best results come when our talents are truly recognised.

To clients and brand representatives: Collaboration isn’t about hoarding ideas; it’s about building relationships based on respect, trust, and the willingness to compensate fairly for the value we bring to the table. The most powerful branding happens when you engage creatives not just for their output, but for their insight, passion, and expertise.

?In the end, great ideas emerge when time, talent, and trust align. The question isn’t whether a pitch is paid or unpaid; it’s whether we’re creating a space where creativity can truly flourish.

THE END