Do We Have A Deal?

The other day I had the pleasure of interviewing Bryan W., a coworker of mine who is also a professional in the entertainment industry. He is in the business of Marketing/PR and holds the title of Owner Operator and Artist Manager. Though I am more interested in live events, I figured I should interview him about what he does to get a better understanding of the inner workings of the industry. I also know that our focuses within the industry intertwine. Bryan goes to small live entertainment venues in Orlando to find the artists that he represents. If he likes someone, he approaches him or her and that is when the collaboration process begins. Negotiations and deal making is something that happens a lot in entertainment business regardless of what field you focus in.

When I met with Bryan I asked him how long he has been in this industry, which he told me was six years. He added that he has been in sales for 20 years and that the experience from sales greatly helps him now. Bryan regularly negotiates about dollars, percentages, albums, royalties, etc. with music artists. I asked him how he separates the person from the problem when he goes into a negotiation and he told me by rapport building. He explained how this is important in maintaining a positive negotiation and understanding each other’s needs. Bryan went on to mention that before an actual meeting, a phone call is made to build this rapport and from there he extensively researches the person he will be negotiating with. I then asked how long does his negotiations usually last and Bryan told me that he’s had it go from an hour to a week. Those that take long are people that are being hardheaded and in those situations he brings in a mediator. These responses provided a good insight on the general run-through of a negotiation but I wanted the good, bad, and UGLY.

Unfortunately I didn’t really get any ugly. I excitedly asked Bryan about dirty tricks, such as lies and pressure, does he use them in the negotiation room? Bryan assured me that he doesn’t but is great at spotting them from the other party. He defines this ability as being one of a good negotiator He told me that he actually says at the beginning of his meetings, “[let’s] be honest, don’t play games”. Bryan also mentioned how it would be no problem for him to get up and end the meeting if he senses that dirty tricks are being employed. He said that this is “a sign of what will happen later, which breaks the trust.” Bryan is looking out for the artist’s best interest so he never takes them into a negotiation because he doesn’t want them to be associated as being the bad guy if a deal with a label is not taken. In cases like this, I asked Bryan if he has a BATNA to which he responded he usually has three backups. This helps him know the value of the negotiation he is currently in.

The interview with Bryan was helpful because I learned about doing RESEARCH! This was something he reiterated quite often in our interview. Bryan said it’s important to not be caught off guard and research allows one to know a lot of details about somebody. I also learned from this interview to have backups, not just one but at least 3. The entertainment industry is always moving so it’s best to be able to move right with it. Regardless of ‘who you know’, deals are going to be made and they will require some negotiating.

If you are in the Orlando area looking for an artist manager, just let me know and I will get you in contact with Bryan W. 

Picture This

This past weekend I volunteered with Snap! Orlando, a photography celebration that showcases amazing works of national and international photographers. The main event took place in a warehouse in Downtown Orlando. I worked Friday, which was the opening night of the art exhibition and also Saturday, which was a continuation but included a fashion show. I really enjoyed helping out with the event but how I found out about this event was through a friend via a social media network the day before! The event opened my eyes to spectacular works including a live work done entirely by the use of a Sharpie marker up against a 20-foot wall (as shown in the picture below). I was more wide-eyed because the event gave me an idea of the kind of things I could work with since I want to be a Creative Director for live events and productions.

I also realized that I should start getting into photography more. It’s something I enjoy doing as a hobby every now and then but since I don’t own a fancy ultra expensive camera, I don’t think I can convey that artistic side of me to others when those around me look like real photographers. A book I am currently reading for class is Rich Dad, Poor Dad and the author talked about how “fear” is the most powerful emotion that prevents us from achieving success. Another chapter of the book expressed how we should want to know a little about everything; this is something I tell people but many things cost money and that financial fear is what holds many, including myself, back from doing it. I like how my weekend experience and my class readings tied in so perfectly.

Overall, this event was a joy to work with and I plan to do this event again next year. I also hope to find more treasures like this that I can volunteer with that will give more experience and allow me to explore the city of Orlando more.

Not So Funny Fee

This past weekend I attended a comedy show at The Improv Comedy Club in Orlando. I was excited to go see Lil Duval, a comedian from Jacksonville who I have been following since his 2005 Coming to the Stage days, AND it was only $20! Anyone who knows me knows I’m cheap, so for a well-known comedian to be that price I had to hop on.  I’ve caught him on television and the Internet and gotten a good laugh but the real experience (and low price) was my driving force. So I proceeded to go to the website and purchase my ticket. I forgot there was a dreaded convenience fee...darn.

In terms of live entertainment, the expenses put into putting on the production aid in determining the ticket price. Online registration and event ticketing systems most certainly charge for its service so these fees are passed onto the patrons, which can range upwards to double digit numbers. What I would appreciate is a bundling or lowering of these fees for multiple tickets. I bought two, one for a friend of mine, and spent more than I originally got excited for. Unfortunately there are not many of us who can get out of these fees. Unless we go to an actual ticket box.

Ticket purchasing isn’t the only place where we see these fees; they may be attached to other bills we pay. Some have deferred it if you enroll in automatic payments so I wonder if this or something similar will work with online ticket purchases to live shows. Maybe if you are a member of the site? With the takeover of technology, I’m slightly confused as to why they are taking advantage even though this is the way a large majority of people make purchases now. Other than that tidbit, I thoroughly enjoyed the show.