That Takes Talent

So it’s agreed. Congratulations are in order. You’re ready to bring star power to your client’s event. It’s time to bring the best entertainment to the table, and with a budget in hand and your favorite talent buyer’s attention, you’re ready to score a home run for your client.

It doesn’t take much to convince clients of the value of a headline entertainment act. Inside every straight-laced CEO and hardworking admin is the teenager who is electrified at the sight of a superstar musician.

In this day and age, there is an overflow of talent buyers who can promise you access to the artist your client is dreaming of. The question is, does your client know what to do with one once he or she has the artist’s attention?

For this reason, one of the most important parts of protecting your client’s best interest when securing talent through a talent buyer is the offer.

Making it Happen

So your talent buyer says he isn’t too shabby at securing talent. And yes, this isn’t his first rodeo. He’s given you artist availability and pricing. You’ve been savvy enough to ask him to request a lower asking price with the agent. Your client has approved your budget, which of course, dutifully lists production and hospitality costs that the buyer should have given you. Your client is ready and gives you the exuberant, “Make it happen!”

Now — before the contract is signed — is the time to get all of your client’s needs addressed. It is understandable if you’re feeling a bit excited. But this is when you need to put your enthusiasm aside and put your game face on. The offer is your opportunity to get ahead of the ball and make sure all of your client’s wishes are addressed before the deal is signed. This is the time to negotiate. This is the time to make sure your talent buyer is taking care of you.

Here’s what you need to keep in mind.

VIP Perks

What hopes does your client have for the artist? A few autographed CDs? A meet and greet for 20 VIPs?

Don’t assume this is part of the package. State this in your offer sheet. The agent will let you know what is really feasible. Meanwhile, manage your client’s expectations.

Program Details

Does your client envision a heartstrings speech right before the artist encore? How about an announcement between songs?

Uh, how about, you’d better find out if that’s a deal breaker? Many artists aren’t too wild about their life’s work being interrupted with a corporate pitch or even a speech fueled by, ahem, one too many glasses of wine!

If this is a deal breaker, make sure it makes it into your offer.

Budget Concerns

Are you representing a nonprofit that needs to watch every penny? Is your client hoping the artist might consider in-house catering over his or her four-page hospitality rider? Maybe the client has the perfect hotel for the artist with a great discounted rate?

Stop this hoping business! Put it in the offer sheet.

The Expiration Date

An offer is a big deal. If accepted, you’d better be ready to get that deposit wired and that contract signed. But you must only have one offer out at a time. So how to avoid putting all of your time and hope into an artist who may decline? Simple — let your offer expire on a date that works for you. You may then feel free to begin pursuing the next artist of your client’s heart’s desire!

The Opening Act

Charlie Client just loves the Tennessee Turtles! Oh how they can rock out! Oh how perfect they would be as an opening act for your Mega Rock Star Artist!

No. No. No. Okay, maybe. Anything is possible. But don’t assume. Again, we are dealing with artists here, not show dogs. They want to be respected, and that means they must respect the musicians who share their stage. Discuss this with the agent and if Charlie Client insists that this is a deal breaker…All together now: put it in the offer!

Rock Stars are People Too

Now we all know the deal. An offer can inspire a counteroffer. Maybe your client’s speech before the encore kindly gets moved post-show. Maybe your chosen artist isn’t wild about those Tennessee Turtles.

At least now you have empowered your client and delivered due diligence so that there will be no surprises on the day of the event.

Let us not forget that artists are human beings — each of them different, each of them varying in their flexibility to accommodate clients’ wishes. I’ve had some fabulous artists join me and my clients for lavish get-to-know-you dinners. I’ve had some refuse to substitute anything on their rider. The thing is, you never really know beforehand and nothing should be taken for granted. And this is why…listen closely…drum roll please…you put it in the offer!