Contents

Acknowledgments
Introduction
Considering artist management as a profession
Be creative, informed and connected
Understand people and business
1.Principles of Management for the Artist Manager
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
References
2.Preparing to Manage
Management is part of a big business
Acquiring the knowledge
Understanding the nature of artist management
Making decisions
Managing pressure
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
The responsibility to give back
The manager as an entrepreneur
References
3.The Artist: Preparing to Be Managed
Being commercial is not selling out
Know who you are artistically
Get experience
Build a network
Be professional
Be prepared for management
References
4.Lessons in Artist Management: Colonel Parker to Sharon Osbourne
Tom Parker
Rene Angelil: Targeting
Michael Jeffreys: Conflicts of interest
Peter Grant: A shared belief between the artist and the manager
Herbert Breslin: Promoting your artist
Joe Simpson: Manage by the Boy Scout motto
Jon Landau: Keeping a business focus
Bob Doyle: Using your network
Andrew Loog Oldham: Exploit your artist’s talents
Johnny Wright: A matter of timing
Lou Pearlman: A matter of trust
Sharon Osbourne
References
5.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
References
6.Planning: 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
A sample budget
Planning tools
References
7.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
Business advisors
Alternative forms of business for the artist
Proprietorship
Partnership
Corporation
Limited Liability Company or partnership (LLC)
The Internet: A primer for the artist manager
A brief history
What is the World Wide Web?
The importance of a domain name
A URL
Web hosting services
Content
Mining the Internet for information
References
8.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
References
9.Income From Songwriting
Song publishing
Income from songwriting
Income from song performance
Publishing as a negotiating asset
References
10.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
A changing model for major labels?
Artists who record for independent labels
It’s business
The role of radio in the recording artist’s income
The business of radio
The charts
College radio
Sponsorships, endorsements, television, motion pictures
References
11.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
References
12.The Artist Career Plan
An introduction to the 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
References
13.Coaching, Leadership and Final Advice
Coaching
Leadership
Final advice
References
A. Take 6 Marketing Brief April 2006
B. Artist Management Contract Form
C. Partnership Agreement for Members of a Band
D. Recording Contract
Glossary
Bibliography
Index
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