“While gallery owners often complain about the “overwhelming” “deluge” of solicitations they receive and the challenges of responding to each and every one, the reality is having good “deal flow” (access to the best new artists that come along) is the key to a sustainable business, and smart dealers (especially those focused on emerging work) invest time in their networks and build systems for reviewing each portfolio with honest care and attention, ensuring that the artist feels genuinely respected and helped, as a positive experience leads to more deal flow down the road. Given that each gallery has a different vision of what will sell and what is important over a long time scale, the trick is sift through literally hundreds in search of the one or two that fit the program as envisioned.”
“Silicon Valley venture capitalists work in much the same manner, looking for the needle (the next Google) in a haystack (a massive pile of marginal business plans), and often finding ways to get pre-screened deals (from known sources, feeder funds, and high quality referrals), where the bottom two thirds have already been cut away, leaving a smaller and higher quality pile that can then be reviewed with more attention.”
I guess this is why you hear the complaint from photographers that they get seen and people say they like their work but nothing ever comes of it. Everyone is keeping the deal flow alive by not being an asshole.