Conventions For The Aspiring Game Professional

Conventions for the
Aspiring Game
Professional
◊ ◊ ◊ ◊ ◊
Using conventions (and other public face-to-face situations)

to your advantage as an aspiring member of the
professional gaming community.
Originally part of a series of blog posts for Gen Con,

now available for aspiring freelancers
regardless of your convention of choice.
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This publication, in whole or in part, may not be reproduced or transmitted in any form or by
any means, mechanical or electronic, including photocopying and recording, or by any
information storage and retrieval system, except with permission in writing from the Author or
Publisher (except by reviewers, who may quote brief passages and/or show brief video clips in
the review.)
LEGAL INFORMATION AND DISCLAIMER:

Information within this book does not constitute legal, financial or similar professional advice.
The purchaser of this publication assumes full responsibility for the use of these materials and
information. The Publisher and Author assume no liability whatsoever on the behalf of any
reader of this material. Please consult applicable laws and regulations and competent counsel to
ensure your use of this material conforms to all applicable laws and regulations.
Copyright 2009 - Jess Hartley
Conventions for the Aspiring Gaming Professional Copyright 2009 - Jess Hartley
TABLE OF CONTENTS
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Introduction .................................................................................................................... 3
Chapter One: The Basics ............................................................................................... 4
Hygiene - The Ultimate Basic................................................................................... 4
Conwear ...................................................................................................................... 5
First Impressions........................................................................................................ 6
Chapter Two: Preparation ............................................................................................ 8
Take Care of You........................................................................................................ 8
Leave an Impression (and a Card) ........................................................................ 10
Showcase Your Work .............................................................................................. 11
Do Your Homework ................................................................................................ 12
Chapter Three: At the Con ......................................................................................... 15
Where to Go and What to Do................................................................................. 15
How to Talk Shop .................................................................................................... 18
What to Say (and What Not to Say) ...................................................................... 20
How (and When) to End......................................................................................... 21
Chapter Four: Follow Ups and Follow Through..................................................... 24
Follow Ups................................................................................................................ 24
Following Up on Follow Ups................................................................................. 25
Follow Through........................................................................................................ 26
About The Author ....................................................................................................... 28
Appendix One: Important Gaming Industry Conventions ................................... 29
Appendix Two: Supply Check List ........................................................................... 30
Appendix Three: Professional Supplies ................................................................... 32
Appendix Four: RPG Companies .............................................................................. 33
Introduction
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Every year, hundreds of thousands of gamers descend upon convention

centers, hotels and college campuses across the globe in the form of dozens, if
not hundreds, of gaming convention events. These events offer the opportunity
to shop, game and party among their fellow gaming enthusiasts, and a chance
to be a part of the larger gaming community. But they also offer something
else...
Opportunity.
Conventions are the best chance that most aspiring writers and artists have for
making one-on-one face-to-face connections with potential employers and
networking contacts in the gaming industry. Whether across the booth-counter,
during games, at panels or just wandering around, the average gamer is more
likely to meet (and make a potentially career-starting connection with) an
industry professional at a convention than they are at any other location.
However, such opportunities are a double-edged sword. Face-to-face contact

can be a great career tool - if you're prepared for it. It also offers the chance for
the unprepared to totally flummox any chance of working in gaming as well.
Fortunately, many of the most common mistakes are easily prevented, with a
bit of thought and guidance.
This guide is designed as an aid for those who are interested in working as a
professional in the gaming field, and who would like to take advantage of the
myriad opportunities available at conventions for making one-on-one
connections with industry professionals. Its purpose is to aid the aspiring game
professional in making the most of convention attendance.
While the information within is drawn in part from the author's personal
experience over almost a decade of freelance work within the field, it also
includes advice offered by colleagues in every facet of the industry, as well as
observations made through watching other freelancers succeed, and
occasionally fail, in the professional world of game creation. Its specific focus is
the pen-and-paper roleplaying game industry, although the majority of the
advice contained within applies equally as well to the video game industry.
Chapter One: The Basics
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Before we dive heavily into the professional-specific aspects of convention

attendance, there are a few topics which should be addressed. These are, to be
blunt, the basics. They are things which should be kept in mind on a constant
basis, when presenting one's self in a professional light.
For most folks, they are a given - but for those who they are not, they form the
very basic "first step" towards using a convention as a professional footing.
Without these basics, the likelihood of making a successful professional
impression at a convention (or anywhere else) is very low.
Even for those who have a good grasp on such social guidelines, it never hurts
to give them a quick read-over, just as a reminder.
Hygiene - The Ultimate Basic

This is so basic that it shouldn't even need to be said, but unfortunately, it does.
Hygiene is at the core of making a professional impression. Without good

personal hygiene, your chances of making a positive impression as a mature
and responsible individual are almost nil. If you can't be bothered with this,
your chances of getting hired in the industry (or anywhere else) are fairly slim.
No one wants to hire, work with, game with or even stand next to someone
who smells unpleasantly. Yes, conventions often involve long hours and little in
the way of amenities. Folks may be dealing with shared hotel space, long
carpools or couch-surfing. That is no excuse to smell bad. Take a shower and
put on clean clothes before you come to the con, whether for professional or
recreational purposes.
If you are day-tripping, and it involves driving for any real length of time, or
eating in the car, plan to make a quick stop when you get to the convention and
use the restroom to freshen up. Take the time and effort to change into clean
clothes, if necessary. Freshen up a bit. A small package of baby wipes (see
Appendix One for details) can be a lifesaver for a fast anti-sweat wipe-down
(preferably in the privacy of your own stall).
If you're staying at a hotel for the convention, don't just throw your bags in
your room and rush for the exhibit hall. Consider stopping to grab a quick
shower and a change of clothing before you start schmoozing. Bring a full set of
clean clothes for each day, and a spare outfit for that messy chili-dog accident
you didn't plan on happening. Shower at least every morning, even if it means
getting up a little early to beat your roommates to the bathroom. A quick
shower in the afternoon can be a great pick-me up refresher as well, renewing
both body and spirit.
And last, but in no way least - use a combination deodorant-antiperspirant.

Even non-smelly sweat stains give an unprofessional impression, and
conventions are bastions of sweat-inducing activities.
Put it on when getting dressed, and if the day wears on, there's nothing wrong
with a mid-day reapplication. Trust me. It really, really does matter.
Conwear
Conventions are a haven for costumes, snappy t-shirt logos and extreme
clothing of all sorts. The upside to this is that the ambient atmosphere of
clothing variety leads to a great deal of flexibility and self-expression about
"professional wear" within the gaming industry. The downside is that even in
this environment, it is possible to go to inappropriate extremes.
When using the con as a career opportunity, no one expects you to show up in a
three-piece suit or formal business dress (unless you're cosplaying, but that's
addressed later...) However, if you're wearing very extreme, overly sexualized,
blatantly offensive, or just plain ratty clothing, you're not doing yourself any
favors. Even standard con-fare (jeans and a t-shirt) can be an asset or a detractor
to the impression you make - choose wisely!
By dressing inappropriately you are distracting from your own agenda. When
working a con as an aspiring professional, you're selling yourself (but not in
that kind of way.) You want potential contacts to remember your art, or your
clever insight about their game mechanics or setting, not your cleavage or six-
pack abs.
While it's become common in the convention circuit to see extremely revealing
clothing, heavily fetishized outfits, or shirts with logos that range from subtly
sexual to graphically blatant, you don't really want that publisher or game
company rep to remember you as "the one with the "F*CK YOU" shirt" or "Oh,
yeah, the gal with the huge... tracts of land... falling out of her corset" when
you're trying to impress them with your employability.
Likewise, while your favorite T-shirt or jeans may give you a lot of confidence,
if they're falling apart or are covered in stains, they're not going to make a very
good impression on those around you. You want people to remember you, not
the holes in your shirt.
As for cosplay and other costuming - you may want to wait until you're done to
start your hand-shaking and networking efforts. While your bunny ears, angel
wings or blood-soaked lab coat may get you stopped in the hall for photo
opportunities, it's not necessarily the impression you want to leave on a
potential business contact. You probably don't want to have to start your
follow-up email with "You may remember me as the drow with the super-sized
broadsword..."
First Impressions
You never know where or when you're going to bump into a potential contact
or employer, especially at a major convention. The same heavy potential for
interaction that makes conventions a great opportunity for business-networking
also makes it rife with opportunities for having your mistakes or misbehavings
witnessed by those same potential contacts. They're everywhere, and you may
encounter them even when you're not "on your best behavior".
This means the guy in the elevator who you just told that Game X totally
sucks might just turn out to be the publisher of said game, and someone you'd
hoped to get an interview with. The "booth babe" you just leered at and made
rude comments to your friend could very well be the HR director for her
company (who just happens to look great in their promotional t-shirt).
Likewise, the crowd at the bar you just spilled beer on because you were
"totally wasted" (or who spilled beer on you) has a decent chance of containing
at least one member of the development team for your favorite game.
I'm not advocating being fake - no one likes a phony. But being aware of your
surroundings and the impression you're making can make a huge difference in
how you come across to others. Express opinions politely, rather than using
terms like "worst", "sucks" or "hate". Socialize without losing control.
Treating others with respect and politeness won't necessarily get you a job in
the industry - but poor behavior can definitely shut doors.
And a final note about first impressions - The gaming industry is a very small
circle of people, and there's a lot of overlap. The person you're badmouthing at
one booth might well be a friend, co-worker or associate of the person you're
talking to. The game you're dissing might well be something the person you're
talking to worked on, helped design or even invented. Or you might have just
called her best friends' masterpiece an utter piece of crap. Keep it positive, and
if you don't have anything good to say - don't say anything at all. An attempt to
connect with one industry pro by insulting another one (or to praise one game
by insulting another) may very well have the opposite effect.
That's it for the basics - Sounds simple, right? It really is, but anyone who's
attended a convention can tell you that even the simple things are often
overlooked.
Chapter Two: Preparation
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Many times, as a gamer, planning for attending conventions doesn't go much

beyond making certain you have transportation and lodging for the event.
However, if you want to use a convention to your fullest advantage,
professionally, a little prep-work can go a long ways. In this chapter, we're
going to cover a few simple things you can do to before the convention to really
maximize the effectiveness of your time there. As with many limited-time
opportunities, investing a little effort and energy before heading out to the
convention can really pay off in the long run.
Take Care of You

Taking care of yourself is key to being able to make the most of any situation -
including a convention. Your basic necessities have to be taken care of in order
for you to be at your best - and you want to be at your best when attempting to
convince others that they should consider you for potential work!
Portable Refreshments
Making sure that you're well-fed, hydrated and not in the throes of a sugar
rush/crash can make all the difference in how you're able to present yourself to
potential employers. However, food and beverage choices are often limited at
convention locations, and the options available are often expensive (and
nutritionally bankrupt.
Since conventions' environmental climate control mechanisms often take

moisture out of the air (and because we tend to talk, walk and sweat a lot
during a full day of con-schmoozing) it's easy to become dehydrated while
working a convention. I recommend bringing some sort of refillable water
bottle and keeping it with you at all times. Most cons have water fountains
where you can keep your bottle topped up.
Below is a list of refreshments which are at least semi-healthy and which should
be fine at room temperature for a weekend's convention. Some (like cheese and
beverages) will be much better if refrigerated, but should not go bad over a two
or three day period at reasonable room temperatures.
Try to mix and match choices which will provide you with sufficient protein,
fiber and carbohydrates to keep yourself on an even keel. And carry something
with you, in case you don't have time to run to your hotel room or car for a
snack.
But be sure to bring a toothbrush or at least mints/gum - you don't want to

exhale jerky-breath on a potential contact!
• Water • Crackers
• Iced Tea • Pretzels
• Lemonade • Bagels
• Granola Bars • PB&J
• Fruit Snacks • Jerky
• Fresh Fruit • Pepperoni Sticks
• Fruit Cups • Trail Mix
• Dry Cereal (in bags) • Nuts
• Baby Carrots • Raisins
• Cheese
Dining out & Mad Money

Even if you're doing the con on a shoestring, if it's possible on your budget,
stick aside an "emergency" $20 bill. You may find yourself in a situation where
someone you've been discussing professional stuff with invites you to tag along
while they hit the Steak and Shake or the sports bar, and it would suck to not
have enough to cover your meal (and be able to continue being a part of the
networking.)
Do not, however, invite yourself along to meals with industry folks you're
trying to schmooze. A casual hint/opening ("I've been wondering where to eat
around here. Where are y'all heading?") is acceptable, and may garner you an
invitation to come along, especially if you've already impressed your target
with your listening skills, cordial personality and professionalism.
However, unless you are specifically invited to come along, don't try to
wheedle your way into dining with the person you're trying to convince to hire
you.
Meals are often a rare and precious commodity when industry folk are working
a convention, and inserting yourself into their circle during this time
unwelcomed is not likely to endear you to them. (This, like any of the rest of the
rules in this guidebook, is not hard and fast. There are certainly folks who have
parlayed a self-invite into business connections. However, the ratio of success
to failure with this endeavor is very high, and do you really want to risk that
you're the one person in 100 who manages to pull it off?)
Sleep
Sleep is just as important as nourishment for making sure you're at your best.
While there's a strong temptation to do without sleep entirely at conventions
(especially if you're working the booth circuit to make job contacts during the
day and getting all your recreational activities in throughout the night!) two
things will happen if you skimp on sleep. Either you'll sleep in unintentionally,
and thus lose out on valuable schmoozing time while the exhibition hall is
open, or you'll be dragging yourself around from booth to booth, and it's
difficult to make your best impression if you can't keep your eyes open or
follow a conversational thread.
Aim for at least 6 hours of rest per day for "working" cons. If you can't swing
that, look for a time in the mid-day when things are at their slowest to grab a
quick cat nap and refresh your senses before heading out again.
Medications
As well, if you have any important medications - remember to bring and take
them. In the middle of an impromptu interview with a game company exec is
not the time to remember you forgot to take your anxiety meds! Nor do you
want to suffer an entire convention with a rampant case of allergies, a migraine,
or a sinus headache.
While a full-sized first aid kit may be overkill, a small kit with an adhesive
bandage or two (for blisters), some of your preferred headache medicine,
heartburn/stomach meds if you're prone to needing them, and the like can be a
life-saver and keep you feeling well enough to concentrate on the tasks at hand,
rather than how miserable your cold is making you feel.
Leave an Impression (and a Card)

I am a HUGE advocate of business cards, even if you don't have an official
business. They are a quick, concise, neat and professional means of leaving your
contact information with someone - and they give the impression that you have
your act together. They can be as simple as a plain white card with your name,
email, phone number and a single context line (Game Designer, Freelance
Writer, Editor for Hire, the name of your podcast, etc.) Artists might want to
invest a little more and use an example of their art on their card. Many internet
sites, such as Overnight Prints (where I get mine) can print your business cards
in a hurry, deliver them quickly, and allow you to make a very professional
first impression - all for a very small investment.
If you don't have time or resources to get business cards professionally made
yourself, consider making a batch up using print-and-tear blanks. These are
available at most office supply stores for a reasonable amount, and most word
processing programs have some sort of template for putting together a basic
business card. Just print them on your home computer, and voila! Nearly
instant, inexpensive business cards!
While the perforated edges may not look quite as slick as professionally printed
ones, they're vastly better than just scrawling your name on a piece of paper, or
worse yet - not leaving any contact information at all with potential employers.
Showcase Your Work

Potential employers are inundated with aspiring writers. One of the
idiosyncrasies of the industry is that almost everyone who plays games believes
they have the skills to work in the industry professionally. And, while many do,
if you want to make the cut you need to be able to show that you're truly
talented. However, unless they have specified a time for interviews or portfolio
reviews, most industry professionals are not going to have the time in looking
through your full portfolio or reading your writing samples while at the
convention. This is a time for them to promote their own businesses and
interact with fans.
Portfolios and Ash Cans

That doesn't mean you shouldn't be prepared for any eventuality. Bring your
portfolio, but leave it in your car or hotel room. That way you're not tempted to
throw it down on the table at inappropriate moments, but you've got access to
it with just a few minutes walking should you find out that a company you're
interested in does open up some portfolio viewing sessions unexpectedly.
As well, if you are an artist, have a few CDs with examples of your work, or ash
cans (mini-portfolios for giving away) with you. Print quality is very important
on this type of product, as a poor print job can make even a great artist look
incompetent! Take a little time to be sure that what you're giving to potential
employers really makes you look as good as you are.
Writers can do the same thing, with a CD or chapbook that showcases some of
their pertinent work. As with artwork, be sure you've edited what you are
giving to potential employers - typos and grammatical errors in your sample
work don't leave producers with the best impression possible of your ability.
If you'd prefer not to print give-aways to leave with companies at the
convention, another option is to create a virtual portfolio on a website and
include a URL link to it on your business card.
Do Your Homework
GenCon attracts more than 25 thousand attendees each year. That's a decent
sized town descending upon the Indiana Convention Center and its nearby
hotel facilities. For four days, the area becomes a veritable sea of geekery. In the
Exhibition Hall, crowds are often two or three people deep in every aisle, and
navigating the walkways and booths can be a challenge of its own. Other
conventions can be equally as daunting. Spieltage, in Essen, Germany, for
example, draws in over 130 thousand attendees each year. That's roughly the
size of SIX Gen Cons, making it larger than many nearby cities.
This is not the time to just walk around and hope to make business contacts.
With vendors ranging from corset companies to movie moguls, there's just too
much diversity (and too much territory) at most major gaming conventions to
just wander and hope for the best.
Additionally, many companies use booth-workers to man their sales and demo
tables during the convention (so they can be more flexible in schedule and
location.) This means that even if you do find a promising company's booth, the
person standing at the table might be the warehouse person for the company,
or the owner's niece who knows nothing about the industry.
(And to make things even more complicated, many of the smaller companies
share booth space with other vendors, making it even more difficult to know
who to talk to even within a specific booth area.)
I recommend doing some research on the companies and people who will be in
attendance, before the convention begins. A little prep work will help you feel
more confident (and sound more experienced) than going into the situation
cold.
Make a List
Make a list of companies you'd like to make contact with. Start with companies
that make games you play and enjoy, or who produce games in the same genres
that you like playing. From there, add in some that you have heard good things
about - checking out industry awards like the Origin Awards, ENnies or
Independent RPG awards for the last few years may give you a starting place.
Recommendations from friends or from your Friendly Local Game Store staff
can help round out your list.
Do Research
Once you've got a list, do a bit of research on each company. Make a note of
some of the major games they produce, and, if possible, give them a try. If you
can't actually play them, then at least spend a little time on review sites or
forums learning about them, so you have something intelligent to say if the
topic comes up.
As well, check out each company's web site to see if they'll be offering any
portfolio reviews at the convention. If you can't find a mention of it on their
site, write to ask if such an opportunity will be available at the convention.
Even if they don't have a scheduled viewing, asking before the convention may
garner you an invitation to show your work to someone there - so don't be shy!
Find Out Who's Who

Along with the major games, see if you can come up with a name or two
associated with the company. For small companies, this can be simple.
Sometimes the owner, editor, writer, artist, layout team, janitor and chief bottle-
washer are all the same person. For larger companies, look for titles like
"editor", "designer", "producer" or "developer". If you're an artist, look for Art
Developer or similar positions.
As well, making a note of any reoccurring writers or artists in the company's

credits - You may run into them at a convention as well, and while they
probably can't offer you work, they may be able to offer valuable insight and
advice.
Now that you've got your list all compiled out and cross referenced, use it.
Visit the convention's website to see if they have a list of sponsoring game
companies, or a vendor's list for their exhibit hall. Make note of which
companies will be at the convention, and set up a tentative list of times to visit
them during the hall's open hours.
If there is a particular company you're interested in and they're not listed on the
convention's website, search the internet for an email address and drop them a
polite inquiry. Ask if they'll be at the same convention you will, and if you
could stop by and ask them a few questions at the convention.
Don't Waste Your Effort!

And finally, take the list with you to the convention. (I am notorious for leaving
behind vital pieces of paperwork, so I email myself a copy as well, so I can print
it out at the hotel if I forget!)
When you get on site, check the programming schedule and exhibit hall map,
and make note of where and when you may be able to arrange to meet up with
people from your list. If you've managed to score a pre-arranged meet up,
prioritize that. If not, don't be shy about stopping in and introducing yourself,
or asking if it's possible to meet whoever you've researched as your desired
contact point for the company. (More about this in Chapter 3.)
Sounds like a lot of prep work for a "fun" event, doesn't it? But really, when
you're attempting to break into a career field, you've got to look at preparation
as a necessary step. Go into the situation well prepared, and you drastically
increase your chance of being able to make those vital connections and take
advantage of any opportunities that arise!
Chapter Three: At the Con
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Conventions are, inherently, limited time affairs. And, although two (or three or
four) days may seem like more than enough time to accomplish everything you
need to, once you're actually at the convention, time speeds by. One minute
you're checking in for your badge, and the next thing you know, it's Monday
morning and you're wondering where the weekend went.
Nothing you can do will prevent this time-dilation from happening, however,
with a bit of planning and organization you can still make the most of your
time at the convention.
In this chapter, we'll help you figure out where to go, what to do at a
convention to best combine fun and professional opportunities. As well, we'll
offer advice on not only what to say (and not say) while you're there, but also
how to avoid (or recover from) some of the most common faux pas that
aspiring freelancers make when networking at conventions.
Where to Go and What to Do

Portfolio Reviews
If any of the companies you've researched are holding portfolio reviews or
interviews of any sort at the convention, of course that should be your top
priority. These events are specifically designed to bring potential freelancers
together with those who have the authority to assign them jobs. If you've been
unable to discern whether a company is holding these types of events at a
convention you're attending, and there's nothing listed on either the company
or convention's websites, ASK at the company booth. Even if they don't have a
formal review session planned, there may be someone there who can take a
look at or discuss your work with you, and you're already taking your first step
towards introducing yourself to the company as a potential new-hire.
Panels and Programming

When you arrive at the convention, take a few moments to look over the
programming schedule.
Conventions attended by industry professionals often feature panels,

roundtables, workshops and Question and Answer sessions hosted or
moderated by those professionals. Obvious choices to attend would be panels
like "How to work for X Company" or "Getting Started with Y Company",
especially if those are companies you've already noted as potential employers
on your researched list (see "Do Your Homework" in Chapter Two).
But other panels related to new products, sales/marketing or other professional

topics, or subjects directly related to a company's proprietary line are often
opportunities to speak with company employees in a small-group setting
(which can often be parlayed into a brief one-on-one conversation before or
after the panel). Many panel descriptions will list the moderators - be on the
look out for company big-wigs or those who do hiring (editors/developers)
and earmark those panels as potential meet-up opportunities, regardless of the
topic.
When organizing your panel schedule, take a few minutes before the actual
time-slot to jot down a brief-but-pertinent question or two for each panel. While
you don't want to dominate a discussion, coming prepared can be a godsend
for those holding the panel if the rest of the audience doesn't offer any topics of
discussion. As well, asking questions can give you the opportunity to (very
quickly) paint yourself as an aspiring professional, which breaks the ice for later
conversations in non-panel settings. Examples might include:
• In a panel about X game topic - "I'm an aspiring freelance

artist, and I've been studying the new X line - The mood feels
much darker/lighter/more gothic/more historic than Y books
were. Was that an intentional choice?"
• In a panel about publishing - "I'm an aspiring freelance
writer, and I've been following forum discussions about X
issue. The feeling I've gotten is that Y is becoming a trend - Do
you think Z will be the end result?"
• In a panel about getting started in the industry, freelance
work or industry trends - "I've done some pro-bono work for
local publishers, and I'm hoping to break into write-for-hire
work. Do you have any advice for new
authors/editors/writers who are hoping to do X in the
industry in the next few years?"
Be sure the questions you're asking are pertinent to the panel and the people
running it. Asking questions about a company's video game line at a panel on
CCGs or grilling an art director about the company's editing policy is unlikely
to gain you much in the way of useful information and you risk coming across
as if you don't really understand what's going on.
Games
Many game companies may be running sessions or demos of their games at
GenCon as well. While the chances that you're playing with someone who
might have hiring-type power is fairly small with bigger companies, with small
ones it's a very real possibility. Do go to game sessions and play the games.
Have a great time! Be a great player. Don't try to pitch yourself during the
session; that's not what it's for and if you come across as someone who ruins
other people's fun for your own self-interest, you're unlikely to make a positive
impression.
Do take the time, however, after the game, to speak with the person running the
session. Let them know what you liked about the game, and, if the situation
seems appropriate, tell them about your aspirations for entering the industry.
Keep it short - they may be on their way to another demo. A simple "I'm
interested in writing/art for X game. Do you know who, in the company, I
should approach about that?" is usually sufficient.
Make a good impression, and you never know, you might garner yourself an
introduction or recommendation from the person whose game you played in.
Or, you might find out that they're the contact person themselves. If nothing
else, you've learned more about the game and that's always a good thing.
After Hours
A lot of industry schmoozing at conventions happens outside of exhibit hall
time or game sessions. Be aware of your surroundings and keep an eye out for
opportunities to strike up a (brief and respectful) conversation with the person
you met at a company's booth later in the weekend. Understand that you may
be catching them on the way to something (a meeting, a game, their one meal of
the day or the restroom) so don't monopolize their time. A quick "Hi, X, I'm J...
We met at your booth yesterday, and I had a quick question about freelancing
for your company. Would you mind if I came back tomorrow/later to ask about
it?" will remind them of who you are, without demanding their time at that
moment.
If they're not doing anything important, they may stop and offer to discuss the
question with you now (so be sure you have one ready!) But, if they're on their
way to something (or just don't like to talk with folks outside of booth time)
you've opened the opportunity to meet up with them at a later time.
Don't expect that, if you've stopped in to speak with someone at a panel or at

their booth, that they will necessarily remember you. They've interacted with
hundreds, if not thousands, of folks and by the end of the first day, it's all a big
blur. Offer a quick reminder of who you are, when you meet them again - "Nice
to see you again, John. I enjoyed our conversation about Orc armor after your
panel yesterday." It will not only serve as a reminder of your previous
conversation, but it takes them off the hook of trying to remember who you
were, which is a social nicety they may well be grateful for.
A brief note on overindulgence - Some industry professionals have a very

"work hard/play hard" attitude. A lot of industry business is handled over
drinks, networking at social events, etc. Liquor and other inhibition-lowering
substances often abound.
Remember, however, that the combination of nervous pro-wanna-be and

mind/mood altering substances is a recipe for disaster. If you're meeting folks
at a bar or party, either stick with non-alcoholic beverages or imbibe in extreme
moderation. You want to be quick-witted and alert to take advantage of any
situation that comes up, not spending your schmooze time worshiping the
porcelain god in a con restroom stall.
How to Talk Shop

Opening the Conversation
If you want to use conventions as an opportunity to get your foot in the
proverbial gaming industry door, at some point you're going to have to bring
up your aspirations to enter the industry on a professional basis. However,
finding the right words to paint yourself as an aspiring professional (rather
than an enthusiastic fan) can be challenging. Here are some examples of ways
to open that particular conversational thread:
• "I am interested in learning more about (writing/doing

art/editing/doing game development) for your company.
Who would be the best person for me to ask for more
information?"
• "Do you use freelance (artists/writers/editors)? Is there an
application process for those roles?"
• "I'm very interested in X game line... Do you know if they are
looking for entry-level talent on similar projects?"
The key, in my opinion, is to be straightforward and confident, without coming

across as entitled or egotistical. Realize that while your local gaming group, art
critics or college English professor may think you're the neatest thing since
sliced bread, you've got to prove yourself to any potential employer, and that
means checking your ego at the door and showing them that you've got what it
takes to contribute to their product in a positive way.
The Hard Sell

While some aspiring professionals have walked away from conventions,
contract-in-hand, for the most part, the convention itself is not the place for a
new person to enter into negotiations, discuss pay rates, or firm up deals. If
you're just starting out, it's an opportunity to make a good impression, express
some interest, and make a request for a follow up conversation after the con.
Most industry folks are going to be swamped during the event itself, and
they're going to be approached by dozens, if not hundreds, of folks on the same
mission you are.
Don't ask for details about specific opportunities, or press for commitment.
Instead, use your brief conversation as an opportunity to engage in further
dialogue after the convention. Ask "I'd love to talk more with you about this.
Can I contact you after the convention?" And then, do it. (More information on
following up on con contacts will be covered in Chapter Four, "Follow Ups and
Follow Through".)
Accepting Critique
No one likes to hear that their work isn't as awesome and amazing as they think
it is. But part of working as a creative professional in any industry is that your
work (both before and after publication) is open to critique. Whether at a
convention or submitting work afterwards, be prepared for appraisal and
criticism.
Listen with an open mind and a calm spirit to what is being said and, even if
you don't agree with it, attempt to absorb it in a positive and professional
manner. Don't take it as a personal insult. For the most part, industry
professionals are not telling you the areas you're weak in to make you feel bad
or exert their authority over you (although it may feel like it at the time.) They
want publishable work (be it art or words) that they can use. They want your
efforts to be up to snuff, so they can use you.
And while you may not agree with their assessment of the quality of your
work, if you're trying to sell them on you and your creations, their opinion does
matter.
It should go without saying, but whatever you're told - don't argue with the
authority. If you're insulted, outraged, mortified or mad, be a professional -
politely gather your work, thank them for taking the time to look at it and walk
away. If your views and theirs are so diametrically opposed that you can't find
any value in their assessment of your creation, perhaps they are not the right
person or company for you to work for or with. Arguing will not change that.
Nor will it change their professional opinion of your work. All it will do is
make you look like a whiny prima donna who can't take criticism - and that's
not a selling point. Give yourself some distance, go do something else for a
while, and then think over what was said. See if you can find any value or truth
in their assessment. If so, learn from it and follow up with them at a later date.
If not, go on to the next prospect on your list of researched potential employers
- there are a lot of fish in the sea, and not every individual will be a good match
for every company.
But don't burn your bridges by being less than 100% professional - you never
know when your path will cross with theirs again.
What to Say (and What Not to Say)

Complaints
As we addressed in Chapter One, insulting people or products is rarely an
effective technique when interacting with gaming professionals. Industry pros
are bombarded and besieged with insults and abuse about their game on a
semi-constant basis, and the last thing that is going to endear you to them is
layering another helping of negativity on, whether it's their own work or
another company's that you're targeting.
On the other hand, personal opinion, when couched in polite terms, can show
an industry professional that you have not only played the game but also have
an in-depth understanding of the setting and mechanics. A pet peeve, when
expressed diplomatically, can open the opportunity for conversation, rather
than shutting it down.
• "I was wondering about X mechanic in Y game. I didn't feel it

was an improvement over Z mechanic because of A reason.
Can you tell me why they went that direction?"
• "The rule about X has never worked very well for my players.
We've house-ruled Y, because it does Z. What are your
thoughts on that?"
• "My group wasn't fond of the X setting, so I took it and put a Y
twist on it. They're now involved in Z conflict with a group
that is kind of akin to X's monster, but with a different feel.
Have you tried doing something like that with it?"
Compliments
On the other hand, effluvious complements and hyperbole are more the
domain of rabid fanboys/girls than aspiring professionals. Save "It's the bestest
game ever, and I love it more than life itself, can I have your babies?" for private
situations, or when you've made more than casual acquaintance with your
conversation partner. For first interactions, simple, succinct complements
(when true) are much more meaningful than fluffy layers of fawning.
• "I really enjoy X aspect of Y game."

• "I've played lots of X-themed games, but I found that Y was
my favorite because of Z aspect."
• "X game introduced me to the Y genre, and I have never
looked back."
Character Stories
As a note? If you're going to tell an industry professional about your character
(and I'm neither recommending nor forbidding you from doing so) for the love
of all that is holy, please keep it short. Unless they specifically ask for a blow-
by-blow of your 14-year campaign setting and meta-plot, keep it to a few short
sentences about what you like to play and why. A very brief anecdote
(especially if it's well-practiced, funny and less than a minute long) can also be
appropriate, if it works well in the conversation.
However, always be aware of your audience. If the person you're speaking with
is looking past or around you, fidgeting with something in their hands, texting,
stretching, yawning, not actively participating in the conversation, or if they
walk away or break your conversation to speak with someone else, or in some
other way appear to be non-enthralled with your story - stop talking. A brief
"Ooops, I'm sorry, I was rambling" followed by a question thrown their
direction to change the topic can often rescue such a faux pas.
This is a situation where it's always better to err on the side of caution. They can
always assure you that no, they really were enraptured by your recitation of
your 70th level Death Knight's family genealogy and beg you to go on - but if
you suspect you might have gone too far, chances are you have.
How (and When) to End
It's tempting, once you've actually made a contact at a convention, to keep
talking with them for as long as possible. The initial contact can be frightening,
so it's a natural instinct to want to continue the "good part" of chatting with
them for as long as possible.
Fight this instinct, especially if you're monopolizing their time. Group

conversations can go on a bit longer, because you're not keeping them from
interacting with everyone else, but for one-on-one conversations, keep your
discussion down to a few minutes, at least on first contact.
After that, a polite "It's been great talking with you, but I don't want to
monopolize your time. Thanks for taking the time to chat with me." is a
wonderful way to break out of the conversation. It gives the other person the
opportunity to end the conversation or not, depending on their interest and
situation. If they say anything other than some variety of "No, please stay,"
consider that your cue to move on to your next conversational partner.
If, on the other hand, you are invited to stay, please don't take that as an
invitation to put on a one-person show. Conversation, especially with folks you
would like to work with or for, should be a back and forth dialogue. You're
there to learn and to make connections, not to perform for an audience.
The Wrap Up
As you're leaving a conversation with a potential professional contact, don't be
shy about asking if they have a business card. Most do, and it's my opinion that
asking for one gives the impression that you are attempting to interact with
them as professional-to-professional, rather than fan-to-pro. It's also a great
opportunity to offer your own card in exchange (See "Leave An Impression
(and a Card)" in Chapter Two).
I always recommend taking a moment immediately after walking away from a

contact conversation to jot a few things on the back of the card. These include
the person's name (if it's a business card rather than a personal one), the
time/date you talked to them (Friday morning for example, or "at Indie
Publishing Panel"), and any particular topics you discussed ("talked about .pdf
products" or "she collects Japanese parasols").
Chances are you will return home with a fist full of these cards, and a little
information will help you remember why you got them in the first place, as
well as serving as a reminder on which individuals you want to do follow up
emails with. (More information on this is given in Chapter Four, "Follow Ups
and Follow Through".)
As you can see, many of the things that I'm recommending you do to take
advantage of a convention as a networking opportunity are many of the same
things you're likely going to be doing there any way: going to panels and games
and chatting with folks at booths. You're just parlaying them into opportunities
to make networking connections.
"Working" a convention can be as much fun as going purely for pleasure - if

you go into it with a positive attitude and the right skill set.
Chapter Four: Follow Ups and Follow
Through
◊ ◊ ◊ ◊ ◊
Once you've returned home from the convention, your work isn't over. In fact,
hopefully, it's just beginning. In this chapter, we'll talk about what to do after
the con, to make certain that the effort you put into the convention doesn't go to
waste. We'll discuss establishing post-con contact with your new network of
industry allies, as well as a very basic set of tips on how not to flub your first
industry job.
Follow Ups
Hopefully, by the time you return home from the convention, you'll have
collected a nice stack of business cards (see Chapter Three: At the Con) from
your new industry contacts. These will be the basis of your post-con follow ups.
On the back, you've carefully jotted a few notes about your conversation with
each person, as discussed in "The Wrap Up". Upon returning from the
convention, you will use these as a "to do" list for following up after the
convention
Create a brief e-mail letter and customize it for each of the individuals you
spoke with at any length during the convention. A sample might read:
"Dear X,
Thank you for our conversation on Y during GenCon last week. I
really enjoyed hearing your thoughts about Z.
As we'd discussed, I am very interested in opportunities to
freelance as a (writer/artist/editor) in the industry, and I was
wondering if you could point me in the right direction to explore
that avenue with your company.
Thanks again for taking the time to chat with me.

Sincerely,
Joseph L. Needajob
555-555-5555
jobless@myhouse.com"
I recommend doing this for all the contacts you make at the convention who are
already involved in the industry. Just because someone doesn't have hiring
authority doesn't mean they don't have experience and insight that you can
learn from. Plus, you have the opportunity to make more friends - always a
bonus on both a personal and professional level.
Following Up on Follow Ups

Immediately after a big convention, many industry folk are swamped,
exhausted and inundated with new contacts. If you haven't gotten a response
from someone you emailed immediately after the convention, set up some sort
of follow up list for yourself and send a very polite second letter about a month
after the first one.
Avoid any sort of guilt-inducing statements - remember the person you're

writing to doesn't owe you a response. But a simple follow up saying
something like "I know it's busy after big cons, so I thought I'd drop you a note
to follow up on my email from last month" is a diplomatic way not only to keep
contact, but also to show that you're the kind of person who has follow through
and persistence.
Another note can follow, a month after that, if necessary.
Listen and Learn

The responses you receive back may vary from "check our website" to extensive
offerings of advice. Regardless of how small or large, it's always nice to send a
follow up letter thanking the person for taking the time to write you. Especially
if they've taken the time to actually give you in-depth advice, remember that
this is a valuable gift - no one owes you the time or effort it takes to respond to
such requests - and treat it as such.
Sometimes, as you learn more about the industry, you will also find that you're
sometimes given contradictory advice. One professional says you "must" do
something one way to make it in the industry, while another says that such an
act would make it "impossible" to succeed.
When you receive industry advice that is mutually exclusive, you're going to
have to make some decisions on your own. Weigh the pertinence of each
person's advice for your particular situation. Consider which works the best
with your own personal philosophies and professional ethics. And then set
your own course of action, based on what resonates correctly for you.
Be sure to thank both individuals, however - they've both taken the time to
share with you the truth as they see it.
Follow Through
At some point, there's a good chance that, if you handle yourself well and have
skill and persistence, you may be offered a job in the industry. While each
individual situation is unique, there are some basic things to keep in mind
about the gaming industry.
Communication and Professionalism

While you are working in the entertainment field, you're still doing a job. Be
responsible about deadlines, prompt and responsive with communication, and
realistic about what you can and can't perform. If you take on a job and
discover that you don’t think you're going to be able to complete it in a timely
and professional manner, contact your supervisor and let them know that.
Don't just drop off the face of the planet and stop returning emails. Most
industry professionals understand that sometimes things just come up, and
may be willing to work with you, either by offering an extension, or by finding
someone else to take on a portion of the project.
Non-Disclosure Agreements
Almost any company that hires freelancers will require them to sign a Non-
Disclosure Agreement (NDA) before getting involved with a project. This is a
legally binding contract which prohibits the freelancer from discussing any
confidential professional information which they become privy to as a part of
their work with or for that company. Be respectful of the NDAs you sign -
violating one of them not only will almost certainly assure you don't work in
the industry again, it can cost you a great deal of money. NDAs are legal
documents, and violating one could find you on the receiving end of an
expensive lawsuit.
If you have any questions about what you can or cannot say about a project
you've been hired to work on, either ask the person who hired you, or don't say
anything. Discretion is definitely the better part of valor where NDAs are
concerned, and something spoken (or worse, written on the internet) cannot be
un-said/written.
Paying It Forward
And finally, if and when you do break into the industry, remember to treat
those who are still aspiring with the same respect and courtesy that you wanted
while you were there. Offer aid, provide support and remember what it was
like to be "just a gamer". It's easy to lose one's humility on the "professional"
side of the gaming table, but when it all comes down to it, we're all "just
gamers" regardless of what other roles we play in the industry.
About The Author
◊ ◊ ◊ ◊ ◊
Jess Hartley is a freelance novelist, writer, editor and game developer with
almost a decade of experience in the gaming industry, where she has written or
co-written dozens of RPG products. Her work has been published in a wide
variety of mediums, including novel-length fiction, role-playing games,
magazine articles and fiction anthologies.
She currently authors an online advice and etiquette column entitled "One Geek
to Another".
Jess lives in Arizona, with her family and a menagerie of other interesting
creatures, where she participates in a plethora of strange and curious pastimes
which often make her neighbors and acquaintances scratch their heads in
confusion.
More information about Jess can be found at her website: www.jesshartley.com.
Inquiries about reprints or other topics can be addressed to

jess@jesshartley.com.
Appendix One: Important Gaming Industry Conventions
While far from all-inclusive, here are some of the industry's largest or most useful
conventions, in terms of game industry-connection potential. Others, while smaller, are
included because of their game-industry focused programming or inclusion of industry
professionals in their guest lists.
Spielwarenmesse International Toy Gen Con Australia

Fair Brisbane, Australia - September
(Nuremberg Toy Fair) http://www.genconoz.com/
Nuremberg, Germany - February
http://nurembergtoyfair.com/ Penny Arcade Expo (PAX)
Seattle, WA, USA — September
Gama Trade Show (GTS) (*) www.paxsite.com
Las Vegas, NV, USA — April
www.gama.org/gts GamesFest
Watford, UK - October
NorwesCon www.gamesfest.co.uk/
Seattle, WA, USA — April
www.norwescon.org RinCon
Tucson, AZ, USA - October
BayCon www.rincongames.com
San Francisco, CA, USA — May
www.baycon.org/2010 International Spieltag
(Spiel Essen)
Origins Game Fair (*) Essen, Germany - October
Columbus, OH, USA — July www.internationalespieltage.de
www.originsgamefair.com
DragonMeet
Gen Con Indy (*) Kensington, UK - November
Indianapolis, IN, USA — August www.dragonmeet.co.uk/
www.gencon.com
NeonCon
Dragon*Con Las Vegas, NV, USA - November
Atlanta, GA, USA — September www.neoncon.com
www.dragoncon.org
(*) - Widely considered to be the "Big Three" of US game industry networking
Conventions for the Aspiring Gaming Professional Copyright Jess Hartley 2009
Appendix Two: Supply Check List
These are personal items which you should have either with you or have easy access to
even for a day trip to a convention you hope to “work”. While none are, strictly
speaking, professional supplies, they will help you present a professional appearance
that will go a long ways towards supporting your image as a desirable potential-
employee.
Change of Clothes - If you have space, throwing an extra set of clothes in your bag/car
virtually ensures you /won't/ have a major spill or other clothes disaster that requires
you to change. It's just Murphy's Law in reverse. If space is tight, consider throwing in
at least a spare shirt. Most major disasters (and most noticeable stains, occur on the shirt
front.
Deodorant/Antiperspirant - In nervous situations, humidity or heat, a morning

application of deodorant may not be sufficient to protect you through a long day of
networking. There's absolutely nothing wrong with a mid-day or pre-evening re-
application. Better safe than sorry. Be sure to check for a product that both prevents
sweat and smell. Even if you smell great, you will impress no one if your shirt's
underarm area is soaked with sweat.
Disposable Wipes - For quick clean ups. Great for minor spills on clothing. In a pinch,
these can also serve as a quick mid-day sweat treatment (please use in the privacy of
your own bathroom stall), or to remove makeup (if worn) before re-application.
The best kind are thick and cloth-like rather than thin and papery - if you have the
space, grab a roll of premium baby-wipes, as they're often very thick and thus
absorbent.
Hairbrush or Comb - Unless you're bald, it's nice to have these for quick touch-ups.
Hand Sanitizer - There's few things as frustrating as working a convention and going
home sick as a dog afterwards. It totally takes the wind out of your sails, and makes it
difficult to tackle all those great networking connections you made with any
enthusiasm or energy. Do yourself (and everyone else) a favor, and use sanitizer
frequently. One colleague of mine uses the following guideline: Sanitize every time you
enter your hotel room/car, leave your hotel room, leave the bathroom, eat, or move
from one "event" to another.
Make Up (If you wear it) - Convention environments are often hard on make-up.
Whether you just touch up your lipstick/powder, kick things up a notch for evening
outings, or do a full wipe-and-reapply in the late afternoon, it's handy to be able to fix
your face at will.
Mint/Gum - When you don't have time to brush post-meal, if you're a smoker, or if you
just start feeling a bit gamey, a quick mint or stick of chewing gum can do a lot to boost
your confidence (and make others happier about extended private conversations.)
Tissue - Allergens, weird environmental changes, smoke, perfume and potential illness
are just a few of the myriad reasons to always carry a small package of facial tissue with
you at conventions. Plus, they can be handy for clean ups, but be careful, as they will
often leave white lint on dark clothing if used to dab at stains.
Toothbrush & Toothpaste - Nothing is worse than realizing you're on your way to an
important meeting/event and were so worried about making it on time that you forgot
to brush your teeth. Grab a travel-brush and mini-toothpaste and keep it in a plastic
sandwich bag in your jacket pocket/laptop case/purse. Not only is it great to have
these on hand in case you forget, but post-meal/snack scrubbings are a godsend if
you're heading back to interact with folks afterwards.
Appendix Three: Professional Supplies
These are items which you should have with you at all times when "working" a
convention. This list is designed to give you the little "edge" between "gamer who
thinks that it would be cool to work in the industry" and "aspiring professional who's
ready to enter the field."
Business Cards - Include at least your name, email address and some hint about who
you are or what you do. Phone numbers are a definite plus, especially if you use your
cell number and have it present at the convention. That combination makes it extremely
easy to say "give me a call if you get a spare minute and want to talk shop". As well, if
you encounter an industry person who has run out of (or forgot) their own cards, you
can ask them to write their contact info on the back of one of yours, and keep contact
that way.
Pens - Several, preferably black ink, and disposable. These are great for making notes,
dashing down phone numbers or loaning to someone who doesn't have one handy.
Small Notepad - As small and professional looking as you can manage. Great for
jotting down vital data, like room numbers and times of panels, names of potential
contacts, or short reminders from programming sessions or conversations. Also great
for keeping track of expenses, project ideas or other important information.
Cell phone - While not strictly necessary, it really helps to be able to communicate for
things like impromptu meetings, cancellations or on-site follow ups. If you don't carry
one normally, consider getting a pay-as-you-go version for convention/professional use
only. They're reasonably priced and easy to use.
Portfolio/Ash Can - A sample of your work that you can leave with an
editor/developer/art director. Make sure your contact information is clearly available
on it (and on every page if it includes parts that can become separated.)
Appendix Four: RPG Companies
This is a partial (and in no way all-inclusive) list of some of the myriad companies in the
industry. Many have submission guidelines, calendars of events the company will be
attending or other resources available on their websites, and aspiring game
professionals are encouraged to utilize these assets to their fullest potential.
12 to Midnight
www.12tomidnight.com
Palladium
Catalyst Game Labs www.palladiumbooks.com
www.catalystgamelabs.com
Pelgrane Press
Eden Studios www.dyingearth.com
www.edenstudios.net
Signal Fire Studios
Fantasy Flight Games www.signalfirestudios.com
www.fantasyflightgames.com
Steve Jackson Games
Goodman Games www.sjgames.com
www.goodman-games.com
White Wolf
Green Ronin www.white-wolf.com
www.greenronin.com
Wicked Dead Brewing Co.
Malhavoc Press www.wicked-dead.com
www.montecook.com
Wildfire, LLC.
Mind Storm Labs www.cthulhutech.com
www.mindstormlabs.com
Wildside Press
Pagan Publishing www.wildsidegame.net
www.tccorp.com
Wizards of the Coast
Paizo www.wizards.com
www.paizo.com

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Conventions for the

Using conventions (and other public face-to-face situations)

Originally part of a series of blog posts for Gen Con,

LEGAL INFORMATION AND DISCLAIMER:

Copyright 2009 - Jess Hartley

Every year, hundreds of thousands of gamers descend upon convention

However, such opportunities are a double-edged sword. Face-to-face contact

Before we dive heavily into the professional-specific aspects of convention

Hygiene - The Ultimate Basic

Hygiene is at the core of making a professional impression. Without good

And last, but in no way least - use a combination deodorant-antiperspirant.

Many times, as a gamer, planning for attending conventions doesn't go much

Take Care of You

Since conventions' environmental climate control mechanisms often take

But be sure to bring a toothbrush or at least mints/gum - you don't want to

Dining out & Mad Money

Leave an Impression (and a Card)

Showcase Your Work

Portfolios and Ash Cans

Find Out Who's Who

As well, making a note of any reoccurring writers or artists in the company's

Don't Waste Your Effort!

Where to Go and What to Do

Panels and Programming

Conventions attended by industry professionals often feature panels,

But other panels related to new products, sales/marketing or other professional

• In a panel about X game topic - "I'm an aspiring freelance

Don't expect that, if you've stopped in to speak with someone at a panel or at

A brief note on overindulgence - Some industry professionals have a very

Remember, however, that the combination of nervous pro-wanna-be and

How to Talk Shop

• "I am interested in learning more about (writing/doing

The key, in my opinion, is to be straightforward and confident, without coming

The Hard Sell

What to Say (and What Not to Say)

• "I was wondering about X mechanic in Y game. I didn't feel it

• "I really enjoy X aspect of Y game."

How (and When) to End

Fight this instinct, especially if you're monopolizing their time. Group

I always recommend taking a moment immediately after walking away from a

"Working" a convention can be as much fun as going purely for pleasure - if

Thanks again for taking the time to chat with me.

Following Up on Follow Ups

Avoid any sort of guilt-inducing statements - remember the person you're

Another note can follow, a month after that, if necessary.

Listen and Learn

Communication and Professionalism

More information about Jess can be found at her website: www.jesshartley.com.

Inquiries about reprints or other topics can be addressed to

Spielwarenmesse International Toy Gen Con Australia

(*) - Widely considered to be the "Big Three" of US game industry networking

Deodorant/Antiperspirant - In nervous situations, humidity or heat, a morning

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