Stockholm 2016: design duo Barber & Osgerby have said they "never accept" standard royalties from the brands they work for and always push for a better deal.
Speaking to Dezeen editor-in-chief Marcus Fairs at Stockholm Furniture Fair last week, Ed Barber and Jay Osgerby explained how they negotiate hard with clients before starting work.
"We rarely accept, in fact never accept [standard royalties]," said Barber. "We always challenge. And frequently get lucky."
Jay Osgerby said: "Sometimes we get equity, sometimes we get fees, sometimes we get a royalty."
"It's pure pragmatism really," Osgerby added. "We want to employ good people in London and it's really hard."
Barber & Osgerby are best known for their furniture and product designs, like the Tip Ton chair produced by Swiss brand Vitra The duo, who employ 50 to 60 people, said the cost of running a studio in London meant they needed to charge realistic fees.
"The running costs of a studio in London compared to Berlin, Milan or Paris are probably 25 to 40 per cent more," said Barber. "It's become a big issue in the last year. We've lost two people in the last year who said they can't afford to live in London any more and have gone back to work in Italy or France."

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The duo spoke to Fairs on stage at the Stockholm fair a...