Art Dealer / Gallery Owner

Key skills/talents

Becoming a successful art dealer or 'gallerist' requires a unique blend of skills that encompass both artistic knowledge and business acumen. Here are some essential qualities:

 

Artistic Knowledge and Appreciation

• Deep understanding of art history and artistic movements

• A keen eye for both talent and quality

• An innate passion for art in all its forms

 

Critical thinking

• Art dealers often look for high-end,  valuable art, and they might find information about that art from a variety of sources. 

• They must use critical thinking skills to know which information is most legitimate and useful as part of their decision-making process.

 

Business and Marketing Skills

• Negotiation and sales skills when managing artists and buyers

• Financial acumen when making sure that everyone gets a price that’s right for them

• Marketing and branding of both the artwork and the gallery for maximum exposure

• Networking is KEY! The art world is ALL about connections - new and old, so if you’re on the shy side, this role is probably not for you.

 

Interpersonal and Communication Skills

• Relationship building, which comes right after networking skills. Building trust when sourcing art for a client, or indeed when representing someone’s art is essential to success.

• Excellent communication skills to represent both the artist and the buyer… A lot of artists will only sell their work to certain types of people, so being able to articulate yourself and the parties involved is essential.

• General people skills, because this isn’t a role for introverts. You are going to be speaking to people every day at multiple levels (the buyer, the artist, the delivery team, the installation team, right through to lawyers and cleaners if you have your own gallery).

 

Additional Skills

• Risk assessment and management, which is particularly prevalent if you own and run a gallery. Effectively managing your risk and your clients’ risk (be that the artist or the buyer) is key.

• Legal knowledge, particularly when it comes to buying and selling and indeed copyright and IP.

• Curatorial skills, which means a good eye for display and staging. Whether that be one piece of art or a collection.

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​Qualifications required

We will assume that if this is a potential career for you, that you have undertaken artistic/creative GCSES and A-Levels… If not, are you sure this is something you’D be suited to?

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While a formal degree isn't strictly necessary to become an art dealer or gallerist in the UK, having a relevant educational background can significantly boost your prospects, and your reputation, as Helen talks about in the chat. Popular choices include Art History, which provides a deep understanding of art movements and artists, and also Fine Arts, which equips you with practical artistic skills. Additionally, a business or economics degree can be beneficial for managing the financial and operational aspects of a gallery.

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For information relating to which universities carry degrees in fine art, the UCAS website carries details of all available courses throughout the UK: https://www.ucas.com/explore/search/all?query=fine%20art 

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Alternatively, you could start your career in the art world by working at an auction house or antiques business, as an assistant, porter, or cataloguer. This is a great way to gain hands-on experience and learn through part-time study.

The renowned auction house, Sotherby’s, also carries courses and programmes, which can be found here: https://www.sothebysinstitute.com

 

It is also worth looking at how Arts Councils, such as ‘Arts Council England’, can help you get started: https://www.artscouncil.org.uk

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Rules and regs

Art dealers and gallerists in the UK must adhere to various laws and regulations. These include:

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Anti-money laundering

To comply with the Proceeds of Crime Act (POCA) and the 5th Anti-Money Laundering Directive, art market participants must:

• Register with HMRC for transactions exceeding £10,000

• Verify customer identities

• Train staff to identify potential money laundering activities

• Adopt a risk-based approach to transactions

 

https://assets.publishing.service.gov.uk/media/5a7d7b6740f0b64fe6c23fae/Fact_Sheet_-_Overview_of_POCA__2_.pdf

 

Artists' Resale Rights

Galleries may need to pay a royalty to the original artist when reselling their artwork: https://www.gov.uk/guidance/artists-resale-right

 

Health and Safety

Art dealers and gallerists are required to follow workplace health and safety and fire safety laws: https://www.britsafe.org/training-and-learning/informational-resources/the-health-and-safety-at-work-act-explained

 

Copyright Laws

Copyright owners have exclusive rights to their work. Permission must be obtained before using or reproducing someone else's artwork: https://www.gov.uk/copyright

 

Likewise, Intellectual Property Laws must be strictly adhered to: https://www.gov.uk/intellectual-property-an-overview

 

As with all customer-focussed careers, insurances are a prerequisite. Below are some links specifically for Art Dealers and Gallerists:

 

https://www.hallettindependent.com/art-gallery-insurance 

https://axaxl.com/insurance/products/insurance-for-art-galleries-and-art-dealers

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Remuneration framework

Art dealers earn their salaries based on the sale of various artworks. Essentially, they receive a commission based on each sale. Art dealers in their first few years tend to make an average salary of £40-60,000 per year, but this rises to over £100k quite quickly (but ONLY if you’re good), and can become late hundred-thousands and even millions depending on how successful you become, what clients you represent and and how much art you sell each year.

 

Your salary in this profession will vary greatly based on the artwork you're selling, your reputation and experience skill-set, the volume you're selling and your particular commission rate %.

 

The commission can range from 30 to 60% in the primary market (see bottom of the page). The secondary market is rather different, usually commissions here start at 5% for artworks over a million and can scale to 20% for art works under £100,000.

 

Some art dealers also work as art advisors, and that way they can apart from the commissions (usually lower) get a retainer from the client. The retainer varies according to the clients needs and desires. While some want small advice about shipping and reselling, others want to build entire art collections from scratch.

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How to get started

As we’ve said above, we would recommend becoming degree-qualified first, and then once you’ve completed that you need to find work, and indeed 'work your way up'.

 

While you’re studying, we would also recommend trying to secure work in a gallery or museum, either paid or voluntary, in order to build up some hands-on work experience. This will hold you in a good stead for a role upon completion.

 

Indeed have a great run-down of the role and how to get started, here: https://www.indeed.com/career-advice/finding-a-job/how-to-become-art-dealer

 

The Museums Association is your ‘go-to’ for career related information and links. Their website is set out to support those who are just starting out, all the way through to those individuals who are well versed in their career: https://www.museumsassociation.org/careers/courses-guide

 

The Sotheby's Institute website state this as their step-by-step guide to getting started…

 

1. Gain a Strong Educational Foundation 

While there is no specific degree required to become an art dealer, acquiring an educational background in art history, fine arts, or a related field is highly beneficial. Many art dealers hold degrees in art history, where they gain critical knowledge of art movements, artists, and the evolution of artistic practices. Courses in business, marketing, and economics can also provide you with valuable skills for managing the commercial aspects of art dealing.  

 

Whether you’re interested in developing your art history or art business knowledge, there are a plethora of educational offerings available on the market today. For example, Sotheby's Institute of Art offers an MA in Art Business in addition to online and short courses.   

 

2. Build Industry Experience 

As is the case in most industries, experience is key to launching your career. Start by seeking internships or entry-level positions at galleries, auction houses, or museums. Through roles like these, you will gain exposure to the workings of the art market, including curating exhibitions, handling sales, and understanding client relations.  

 

Developing your network is also key in this phase. The more relationships you build with artists, collectors, and other professionals, the more future opportunities will be available to you! 

 

3. Develop a Specialisation

The art market is vast, and specialising in a particular niche—whether by era, medium, or style—can set you apart from other dealers. Some art dealers focus exclusively on contemporary art, while others may specialise in Old Masters, photography, or emerging artists from specific regions.  

 

Developing your personal taste and finding your niche will likely take a lot of research, but this is a pivotal step in your journey to becoming an art dealer. To build a good reputation as a knowledgeable and trusted source for collectors, it’s necessary to have a clear vision and a solid stance on the artworks you specialize in.  

 

4. Establish Your Network 

Success in art dealing often depends on the strength of your network. Building and maintaining relationships with artists, collectors, curators, and other art dealers is essential. Art fairs, exhibitions, and industry events are just a few ways to meet new contacts and stay informed about market trends. Also consider joining professional associations, such as the Art Dealers Association of America (ADAA), to enhance your credibility and expand your network. 

 

5. Start Your Own Gallery or Art Business 

Many art dealers eventually open their own galleries or establish private dealing businesses. "Everyone can rent a space and call it a gallery or a dealership. Art historical knowledge, a solid understanding of the art world game, and a strong network of trusted colleagues are essential for becoming a successful gallerist or dealer,” says Melanie Fasche, Deputy Program Director, MA Art Business, at Sotheby’s Institute of Art-London. 

 

Once you reach this stage in your career, and if you decide that this is the right step for you, you’ll need to thoroughly develop a business plan. This should outline your vision, target market, and financial projections. Consider the logistics of running a gallery, including leasing space, curating exhibitions, marketing your artists, and managing sales.  

 

Alternatively, private dealers may operate without a physical space, focusing on direct sales and advisory services. 

 

6. Stay Informed and Adaptable 

The art market is constantly evolving and is heavily influenced by economic factors, cultural shifts, and technological advancements. Successful art dealers stay informed by remaining up to date with industry publications, attending seminars, and engaging with the latest trends in the art world. It’s crucial to be flexible and adaptable, as the ability to pivot and embrace new opportunities will ensure that you remain relevant and successful in this dynamic industry.

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Job site links

As well as the usual online job sites, such as Indeed, it is worth looking at specific art related job sites, some of which are listed below:

 

ArtRabbit: https://www.artrabbit.com/artist-opportunities?type=Job 

The Art Newspaper: https://www.theartnewspaper.com/keywords/jobs 

Prospects: https://www.prospects.ac.uk/job-profiles/browse-sector/creative-arts-and-design 

Arts Jobs: https://www.artsjobs.org.uk

 

As previously mentioned, the Museum Association also carries current vacancies, but you must register to view them: https://www.museumsassociation.org/careers/find-a-job

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Associations or official bodies to register with

Art dealers and gallerists in the UK can register with a number of associations and official bodies, including: 

 

The Society of London Art Dealers (SLAD): A not-for-profit organisation that represents the interests of fine art dealers in the UK: https://slad.org.uk

 

SLAD is a founding member of the British Art Market Federation (BAMF): https://tbamf.org.uk

 

The Association of Art & Antiques Dealers (LAPADA): An association for art and antiques dealers: 

https://lapada.org

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Progression pathway​

A ‘typical’ career path in this field looks like this, which means starting out at a gallery/in a gallery setting:

 

Gallery Assistant/Associate – 0-2 years of experience 

Sales Assistant – 2-3 years of experience  

Sales Associate – 3-5 years of experience 

Assistant/Associate Director – 5-7 years of experience  

Artist Liaison – 5-7 years of experience 

Director/Sales Director – 7-10+ years of experience   

Senior Director – 10-15+ years of experience

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However, many art dealers' ultimate goal is to become self-employed. This entails opening their own dealership and overseeing all the business negotiations. Of course, by doing this, an art dealer has the responsibility of determining the prices and deciding which pieces to purchase. Self-employed art dealers may work on their own or eventually hire a team of junior art dealers and other employees to help them with the day-to-day running of their business.

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See the Sotheby's step-by-step guide above for further progression intel.

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Additional Information/links

The Museums Association has a lot of information relating to courses, careers and placements: https://www.museumsassociation.org/careers/courses-guide/placements-are-an-experience-not-to-be-missed

 

https://marianacustodio.com/how-much-money-do-art-dealers-actually-earn

 

https://www.sophiemacpherson.com/career-progression-in-the-art-world

 

Primary and Secondary Markets

The primary art market refers to an artwork that comes to the market for the first time. That can be at a gallery, art exhibition or when it’s sold from the artist studio to the purchaser, whether a collector, a business, a foundation or a dealer. This is also the time when the price for the artwork is established for the first time. The primary market usually has the Emerging and Established artists. Prices here range from hundreds to some thousands.

 

Some art dealers work only in the primary market. Moreover this sector is rather complicated. Majority of art collectors don’t feel “safe” buying new artists. “What will happen if one day she or he stops painting?” This is a recurrent question from art collectors. It can be risky to only work with new artists and is even more complicated to convince art collectors to invest deep in this area. No one likes to burn money, and when we are speaking about fine art where the prices aren’t affordable to everybody, usually people think twice before showing the wallet.

 

Art dealers who only work in the primary market must have a really good business and marketing plan in order to survive in the market. Moreover there are some art dealers who work in both markets. Is not unusual to see art dealers who invest deeply in new talent but use the cashflow from their secondary market sales.

 

Once the artwork is purchased on the primary market and the purchaser decides to sell it, it goes into the secondary market. For example, most artworks at an auction house are part of the secondary market. Some people compare the secondary market to the second-hand market. 

 

Dealers who only work on the secondary market usually work with wealthy art collectors that know what they want. They can also work as advisors to art funds that are more occupied with making a profit from the art market than getting something to hang on their walls. Usually those dealers are already in the market for a long period and have a good contact list of collectors who are already in the market for a while as well.