Contents

Acknowledgments

Introduction

CHAPTER 1

Professional Artist Management and its Principles

Considering Artist Management as a Profession

Be Creative, Informed, and Connected

Understand People and Business

Functions of Management

Planning

Organizing

Leading and Directing

Controlling

Artist Management Skills and Personal Traits

Understanding Human Nature

Leadership

Coaching

Networking

Social

Communication

Other Skills

Building a Career in Artist Management

CHAPTER 2

Preparing to Manage

Management is Part of a Big Business

Acquiring the Knowledge

Understanding the Nature of Artist Management

Making Decisions

Managing Pressure

Reality One

Reality Two

Reality Three

Reality Four

Reality Five

Reality Six

Reality Seven

Reality Eight

Managers are Inconspicuous

An Understanding of Power in the Music Business

The Power of Money

The Power of Access

The Power of Your Latest Success

The Power of Your Body of Work

Power Carries a Responsibility to Give Back

CHAPTER 3

Entrepreneurship and Basic Money Management

The Tools for the Artist Management Entrepreneur

Education

Experience

Vision

Business plan

The Skills and Characteristics of the Entrepreneur Manager

Money Management: Yours and Theirs

Basic Money Management

Tracking your Company’s Money

Funding your Company at Startup

Final Thoughts

CHAPTER 4

The Artist

Being Commercial is Not Selling Out

Know Who You are Artistically

Get Experience

Social Media and Networking

Be Professional

Be Prepared for Management

Plan to be Patient

CHAPTER 5

Lessons in Artist Management

Tom Parker

Lessons Learned

Rene Angelil: Targeting

Lessons Learned

Michael Jeffreys: Conflicts of Interest

Lessons Learned

Peter Grant: A Shared Belief between the Artist and the Manager

Lessons Learned

Herbert Breslin: Promoting your Artist

Lessons Learned

Joe Simpson: Manage by the Boy Scout Motto

Lessons Learned

Jon Landau: Keeping a Business Focus

Lessons Learned

Bob Doyle: Using your Network

Lessons Learned

Andrew Loog Oldham: Exploit your Artist’s Talents

Lessons Learned

Johnny Wright: A Matter of Timing

Lessons Learned

Lou Pearlman: A Matter of Trust

Lessons Learned

Sharon Osbourne: A Family Experience

Lessons Learned

Lukasz Gottwald (Dr. Luke): Having it in Writing

Lessons Learned

Jonnetta Patton: Managing an Artist’s Image

Lessons Learned

Scott Siman: Reinvention

Lessons Learned

Tohme Tohme: “I am not in the Music Business”

Lessons Learned

CHAPTER 6

The Artist Management Contract

Negotiating the Contract

The Length of the Contract

The Manager’s Services to the Artist

Exclusivity

Power of Attorney

The Manager’s Payment for Services

Earnings Following the Contract Period

The Manager’s Expenses

Other Sections

Contracting with a Minor

A Contract Example

Review Michael Jackson’s Final Artist Management Contract

CHAPTER 7

A Primer for the Artist Manager

Setting and Achieving Goals

Planning a Personal Budget for the Artist

Planning and Budgeting an Event

An Event Plan

When and Where

Invitations

Food and Beverage

The Performance

Promotion

A Sample Budget

Planning Tools

CHAPTER 8

The Artist as a Business

Understanding Target Markets

Defining an Artist’s Target Market

Ways to View Market Segments

Branding and Image

The Artist’s Support Team

Booking Agent

Attorney

Publicist

Manager of Digital Media

Manager of Radio Promotion

Business Advisors

Alternative Forms of Business for the Artist

Proprietorship

Partnership

Corporation

Limited Liability Company or Partnership (LLC)

The Internet and Worldwide Web: A Primer for the Artist Manager and the Self-Managed Artist

The Importance of a Domain Name

A URL

Web Hosting Services

Content

Mining Digital Media for Information

CHAPTER 9

Income from Live Performance

Booking the Performance

Business Management of Live Performances

Tour Management

Promoting the Performance

The Promoter

The Performance Contract

Merchandise

International Touring

College Tours

CHAPTER 10

Income from Songwriting

Copyright

Song Publishing

Income from Songwriting

Income from Song Performance

Publishing as a Negotiating Asset

CHAPTER 11

Income from Recording

Recording for Large Labels

Income and Expenses for the Artist from a Recording Contract

Creating and Paying for the Recording

Artist’s Income

The Role of the Producer

Other Expenses Charged to the Artist

Things for which the Label Customarily Pays

Current Trends in Contracts for Recording Artists

Labels and Artist Management

Artists who Own or Record for Independent Labels

It’s Business

The Role of Radio in the Recording Artist’s Income

The Business of Terrestrial Radio

The Business of Satellite and Online Radio

The Charts

College Radio

Sponsorships, Endorsements, Television, and Motion Pictures

CHAPTER 12

Conducting Business for the Artist

Presenting the Artist for a Recording Contract: An Exercise in Time Management

Going for the Record Deal

Know the Purpose of the Meeting and do the Homework

Prepping for the Meeting

Planning for Results

Budget the Time

Practice the Meeting

The Meeting

Should the Artist Attend the Meeting?

Ending the Meeting

Ethics and Payola

Ethics

Payola

CHAPTER 13

The Artist Career Plan

An Introduction to the Plan

Recording Artist Business Plan

About the Artist

Musical Genre

Biography

Talents

Experience

Uniqueness of the Artist

Evaluation of the Artist

Strengths and Weaknesses of the Artist

Opportunities and Threats

Action Points Based on this Evaluation

Evaluation of the Manager

Strengths and Weaknesses of the Manager

Opportunities and Threats

Conflicts of Interest

Establishment of Goals and Timelines

Major Goals for the Artist and Sample Strategies and Tactics to Achieve Them

Goals Supporting Major Goals (Subordinate to Major Goals) and Sample Strategies and Tactics to Achieve Them

Setting Timelines

Development of a Marketing Plan

The state of the Industry

The Target Market for the Artist

Detailed Plans to Reach the Target

Business Framework

Form of the Business

Personnel Requirements

Insurance

Other

The Financial Plan

A Personal Budget for the Artist

Budget for Career Plan

Exit Strategy

The Artist in a Mature Career

Planning by the Manager to End the Relationship

The Plan Outline

Recording Artist Business Plan

CHAPTER 14

Coaching, Leadership, and Final Advice

Coaching

Leadership

Final Advice

APPENDIX A

Artist Management Contract Form

APPENDIX B

Partnership Agreement for Members of a Band

APPENDIX C

Recording Contract

APPENDIX D

Kesha’s Artist Management Contract

APPENDIX E

Code of Conduct: Music Manager’s Forum in Australia

INDEX

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