, here is my next installment on negotiating a better deal
for you and your band. I understand that some of you are still the type you
jump on anything that comes without question, but why? Why are you so eager to
take any little gig that comes? I know some of you make the long haul to LA from
the IE for some little bar gig where nobody could care less what you play and
somehow you think it will launch your LA career but it won’t. Now, if that
little place is willing to pay you, it’s a different story. Now, let’s talk
about how to determine whether or not the gig is worth it be examining a few
steps. Here are the three main components to negotiation:
Step One: Research
Gather as much info on the venue as you can. How far are
they? Do they pay? What bands have [played there? Find out what kind of
reputation they have and ask other bands who have played there what their
experience has been. The more information you have on a place, the better your
chances are during negotiation. Also you need to be digging for further info when
you are in the negotiation process and get to know the owner or booking agent
as much as possible when you do
Step Two: Establishing the Criteria
Have you determined what it is that your band needs andwants? What does the venue want? Have you fully examined how each of you can fulfill
the needs of the other and what are you willing to compromise on to reach a
suitable agreement? This is very important to establish right of the bat.
Step Three: Reaching an Agreement
At this point you need to fine tune your understanding of the
contract and this is where the criteria you have established and your information
comes into play and each of you work out the finer details of your arrangement
and always remember; the goal is for both parties to come out feeling as if
they have gotten what they wanted.
It is very important that you be willing o walk away from the
negotiations if you are not going to get what you want, despite your eagerness
to perform. This is how you establish yourself worth and the more you do that,
the more value you will project.
This reminds me of my hero Howlin’ Wolf. among my reasons for admiring him was his
dedication to his band mates. He was their leader and what made him so
effective was his ability to ensure they were taken care of. He understood what
it meant to stand up for the needs of the band and what they required to be satisfied
and he would not do anything to compromise on that. This ensured that each and every
performance was top notch because everyone was happy. Keep that in mind as you enter into your negotiations
and you will be a far better deal maker.
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