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Artist Management for the Music Business, 3rd Edition

Book Description

With the evolution of the music business and the shifting influence of large record labels, the artist manager is now – more than ever – at the center of an artist’s career. Artist managers are tasked with keeping abreast of the music industry and supporting the artists under their management while simultaneously managing their own careers.

Including key industry insights, exclusive planning guidance, management tools, and strategies for a successful career, Artist Management for the Music Business has the tools to support any new or experienced artist manager.

Through its analysis of over a dozen case studies, lessons, and contract examples, author Paul Allen provides a focused look at managing artists’ careers. This follow-up to the best-selling second edition features a new chapter on entrepreneurship including detailed information on how to run an artist management enterprise as a business and includes coverage of anticipating risks, reacting to challenges, and basic money management. The chapter also contains additional sections on the effective use of social media, the Web, and handling online promotion. For additional resources, visit the book’s website at

Table of Contents

  1. Cover
  2. Half Title
  3. Title Page
  4. Copyright Page
  5. Table of Contents
  6. Acknowledgments
  7. Introduction
  8. CHAPTER 1 Professional Artist Management and its Principles
    1. Considering Artist Management as a Profession
      1. Be Creative, Informed, and Connected
      2. Understand People and Business
    2. Functions of Management
      1. Planning
      2. Organizing
      3. Leading and Directing
      4. Controlling
    3. Artist Management Skills and Personal Traits
      1. Understanding Human Nature
      2. Leadership
      3. Coaching
      4. Networking
      5. Social
      6. Communication
      7. Other Skills
    4. Building a Career in Artist Management
  9. CHAPTER 2 Preparing to Manage
    1. Management is Part of a Big Business
    2. Acquiring the Knowledge
    3. Understanding the Nature of Artist Management
      1. Making Decisions
      2. Managing Pressure
        1. Reality One
        2. Reality Two
        3. Reality Three
        4. Reality Four
        5. Reality Five
        6. Reality Six
        7. Reality Seven
        8. Reality Eight
      3. Managers are Inconspicuous
    4. An Understanding of Power in the Music Business
      1. The Power of Money
      2. The Power of Access
      3. The Power of Your Latest Success
      4. The Power of Your Body of Work
      5. Power Carries a Responsibility to Give Back
  10. CHAPTER 3 Entrepreneurship and Basic Money Management
    1. The Tools for the Artist Management Entrepreneur
      1. Education
      2. Experience
      3. Vision
      4. Business plan
    2. The Skills and Characteristics of the Entrepreneur Manager
    3. Money Management: Yours and Theirs
      1. Basic Money Management
      2. Tracking your Company’s Money
      3. Funding your Company at Startup
    4. Final Thoughts
  11. CHAPTER 4 The Artist
    1. Being Commercial is Not Selling Out
    2. Know Who You are Artistically
    3. Get Experience
    4. Social Media and Networking
    5. Be Professional
    6. Be Prepared for Management
    7. Plan to be Patient
  12. CHAPTER 5 Lessons in Artist Management
    1. Tom Parker
      1. Lessons Learned
    2. Rene Angelil: Targeting
      1. Lessons Learned
    3. Michael Jeffreys: Conflicts of Interest
      1. Lessons Learned
    4. Peter Grant: A Shared Belief between the Artist and the Manager
      1. Lessons Learned
    5. Herbert Breslin: Promoting your Artist
      1. Lessons Learned
    6. Joe Simpson: Manage by the Boy Scout Motto
      1. Lessons Learned
    7. Jon Landau: Keeping a Business Focus
      1. Lessons Learned
    8. Bob Doyle: Using your Network
      1. Lessons Learned
    9. Andrew Loog Oldham: Exploit your Artist’s Talents
      1. Lessons Learned
    10. Johnny Wright: A Matter of Timing
      1. Lessons Learned
    11. Lou Pearlman: A Matter of Trust
      1. Lessons Learned
    12. Sharon Osbourne: A Family Experience
      1. Lessons Learned
    13. Lukasz Gottwald (Dr. Luke): Having it in Writing
      1. Lessons Learned
    14. Jonnetta Patton: Managing an Artist’s Image
      1. Lessons Learned
    15. Scott Siman: Reinvention
      1. Lessons Learned
    16. Tohme Tohme: “I am not in the Music Business”
      1. Lessons Learned
  13. CHAPTER 6 The Artist Management Contract
    1. Negotiating the Contract
    2. The Length of the Contract
    3. The Manager’s Services to the Artist
    4. Exclusivity
    5. Power of Attorney
    6. The Manager’s Payment for Services
    7. Earnings Following the Contract Period
    8. The Manager’s Expenses
    9. Other Sections
    10. Contracting with a Minor
    11. A Contract Example
    12. Review Michael Jackson’s Final Artist Management Contract
  14. CHAPTER 7 A Primer for the Artist Manager
    1. Setting and Achieving Goals
    2. Planning a Personal Budget for the Artist
    3. Planning and Budgeting an Event
    4. An Event Plan
      1. When and Where
      2. Invitations
      3. Food and Beverage
      4. The Performance
      5. Promotion
    5. A Sample Budget
    6. Planning Tools
  15. CHAPTER 8 The Artist as a Business
    1. Understanding Target Markets
    2. Defining an Artist’s Target Market
    3. Ways to View Market Segments
    4. Branding and Image
    5. The Artist’s Support Team
      1. Booking Agent
      2. Attorney
      3. Publicist
      4. Manager of Digital Media
      5. Manager of Radio Promotion
      6. Business Advisors
    6. Alternative Forms of Business for the Artist
      1. Proprietorship
      2. Partnership
      3. Corporation
      4. Limited Liability Company or Partnership (LLC)
    7. The Internet and Worldwide Web: A Primer for the Artist Manager and the Self-Managed Artist
      1. The Importance of a Domain Name
      2. A URL
      3. Web Hosting Services
      4. Content
      5. Mining Digital Media for Information
  16. CHAPTER 9 Income from Live Performance
    1. Booking the Performance
    2. Business Management of Live Performances
    3. Tour Management
    4. Promoting the Performance
      1. The Promoter
    5. The Performance Contract
    6. Merchandise
    7. International Touring
    8. College Tours
  17. CHAPTER 10 Income from Songwriting
    1. Copyright
    2. Song Publishing
    3. Income from Songwriting
    4. Income from Song Performance
    5. Publishing as a Negotiating Asset
  18. CHAPTER 11 Income from Recording
    1. Recording for Large Labels
    2. Income and Expenses for the Artist from a Recording Contract
      1. Creating and Paying for the Recording
      2. Artist’s Income
    3. The Role of the Producer
    4. Other Expenses Charged to the Artist
    5. Things for which the Label Customarily Pays
    6. Current Trends in Contracts for Recording Artists
    7. Labels and Artist Management
    8. Artists who Own or Record for Independent Labels
    9. It’s Business
    10. The Role of Radio in the Recording Artist’s Income
      1. The Business of Terrestrial Radio
      2. The Business of Satellite and Online Radio
      3. The Charts
      4. College Radio
    11. Sponsorships, Endorsements, Television, and Motion Pictures
  19. CHAPTER 12 Conducting Business for the Artist
    1. Presenting the Artist for a Recording Contract: An Exercise in Time Management
      1. Going for the Record Deal
      2. Know the Purpose of the Meeting and do the Homework
      3. Prepping for the Meeting
      4. Planning for Results
      5. Budget the Time
      6. Practice the Meeting
      7. The Meeting
      8. Should the Artist Attend the Meeting?
      9. Ending the Meeting
    2. Ethics and Payola
      1. Ethics
      2. Payola
  20. CHAPTER 13 The Artist Career Plan
    1. An Introduction to the Plan
      1. Recording Artist Business Plan
    2. About the Artist
      1. Musical Genre
      2. Biography
      3. Talents
      4. Experience
      5. Uniqueness of the Artist
    3. Evaluation of the Artist
      1. Strengths and Weaknesses of the Artist
      2. Opportunities and Threats
      3. Action Points Based on this Evaluation
    4. Evaluation of the Manager
      1. Strengths and Weaknesses of the Manager
      2. Opportunities and Threats
      3. Conflicts of Interest
    5. Establishment of Goals and Timelines
      1. Major Goals for the Artist and Sample Strategies and Tactics to Achieve Them
      2. Goals Supporting Major Goals (Subordinate to Major Goals) and Sample Strategies and Tactics to Achieve Them
      3. Setting Timelines
    6. Development of a Marketing Plan
      1. The state of the Industry
      2. The Target Market for the Artist
      3. Detailed Plans to Reach the Target
    7. Business Framework
      1. Form of the Business
      2. Personnel Requirements
      3. Insurance
      4. Other
    8. The Financial Plan
      1. A Personal Budget for the Artist
      2. Budget for Career Plan
    9. Exit Strategy
      1. The Artist in a Mature Career
      2. Planning by the Manager to End the Relationship
    10. The Plan Outline
      1. Recording Artist Business Plan
  21. CHAPTER 14 Coaching, Leadership, and Final Advice
    1. Coaching
    2. Leadership
    3. Final Advice
  22. APPENDIX A Artist Management Contract Form
  23. APPENDIX B Partnership Agreement for Members of a Band
  24. APPENDIX C Recording Contract
  25. APPENDIX D Kesha’s Artist Management Contract
  26. APPENDIX E Code of Conduct: Music Manager’s Forum in Australia
  27. INDEX