[Dixielandjazz] Band Leader Entrepreneurship

[Steve Barbone]

For "Do It Yourself" band leaders in the OKOM niche market, which Les Vogt
calls the "specialty area".

>From isound by: Les Vogt, http://www.members.shaw.ca/lesvogt
Les Vogt is an independent producer, promoter and entertainment consultant.

Cheers,
Steve Barbone


Entrepreneurship Is The Key To New Artist Success Today The dictionary
defines an entrepreneur as a "risk-taker who has the skills and initiative
to create a business." Associated synonyms are... administrator, backer,
businessman, contractor, executive, impresario, industrialist, manager,
organizer, producer and promoter...

Most of the above definitions pretty much outline the job description
required for an entertainer to succeed in today's music business
environment. Many booking agents and promoters are becoming extinct animals
because of their inability to conquer the internet. Much of the talent and
their buyers are beginning to contact each other directly through web sites
and various internet technologies. The middlemen (mostly agents) who do not
exclusively control their talent, own a specific niche market or cannot
adjust to the new climate... are slowly fading away into oblivion.

Entertainers and agents must wear many different hats in order to survive in
the ever changing new marketplace. The performer must often act as his/her
own agent, manager and publicist, mostly because if they don't do it - who
will? The business of "getting noticed" isn't easy and it certainly won't
happen by itself. A lot of agents are busy learning to become producers and
event planners to help them earn a living today. The most experienced agents
are not particularly interested in taking the time to develop a new
artist... even when an artist's potential is blatantly obvious. They
understand the time and effort required to get the artist to a point of
recognition and acceptance. Performers will often blindly believe they are
ready when they are not. Therefore, an agent or representative can put in a
great deal of time and money with an act and, at the end of the day, be
fired for not bringing the performer the immediate success they were
expecting. 

Entertainers in specialty areas, are having an especially difficult time
attracting agent interest because of the thankless work required to search
out buyers from those specific market groups. All told, we have a good many
artists booking themselves in order to survive. At this point, it is not
much of a stretch for the successful artist to become an agent for other
talent. It's a natural progression for the self-managed artist. If you are a
strong act with a nose for business, how hard is it to suggest another
performer to a satisfied client? When a great act comes along, most buyers
think the sun shines out of their back side, and they're likely targets for
the would-be artist/agent. Entertainers are becoming agents and it's
happening more and more... we need to get used to it.

Many artists, especially in the beginning, offer their services to as many
agents as possible... and they'll be only too happy to accept bookings
directly from the end user (buyers and venues) as well. This is definitely
the right thing to do... artists starting out, and/or those in specialty
areas, or with borderline abilities, will find it difficult getting gigs
without pushing hard on their own. When an artist becomes successful at
booking his/her own dates, it is usually because nobody else will do it.
Many of these acts will eventually be good, get "noticed" and become
successful through determination and persistence. But, because they have
learned how to book themselves out of necessity, they will very rarely work
through an agency except when the agent controls a venue or a gig they
want... in which case they'll gladly pay the appropriate booking agent
commission. You can hardly blame them... where were all the agents when the
talent really needed them?

It is easy to understand, then, that the days of an artist passing on leads
(even leads obtained from an agent booked gig) back to the agent are
becoming a thing of the past. Basically, it boils down to survival...
whoever gets the gig, gets the commission. Many artists believe that when
they book a gig on their own, there shouldn't be any agent commission to
pay. Sounds like a fair deal doesn't it? Or is it? Let's look at the other
side of the picture...

Every worthwhile agent is (or should be) continually preparing promotional
material, searching out and pounding new prospects as well as servicing
their existing contacts with all forms of artist publicity... and making
follow-up telephone calls on a daily basis. The artist is also (or should
be) working hard at finding new contacts... plus, all the other agents
working with the artist are likely offering the act's promo as well. Sooner
or later buyers will begin receiving the same promo materials from several
different agents and likely won't buy from any of them... especially if the
price varies which is often the case. Buyers get nervous when prices vary
and many will try to locate the acts directly (if possible) in order to get
the best possible deal. The internet allows anyone the opportunity to
connect to almost anyone in a matter of minutes.

Entertainers must always be alert and able to recognize what is happening in
their businesses. They need to know when an agent is responsible for getting
the gig (especially a re-booking ) even if it comes to them directly by
phone or website... and the agents have to know they will always be
compensated with an appropriate booking commission. It will be this trust
and confidence that will set one performer apart from the others and help
build a strong, long-lasting, mutually beneficial relationship with booking
agents. It is easy to build a network of positive team players when you
remain honest and forthright rather than cutting corners through false
entitlement and non-payment of agent commissions. Maintaining a positive
attitude and a cooperative work ethic with all agents, producers and buyers
will guarantee their continued support throughout your entire career.
Failure to honor and maintain these relationships will eventually eliminate
your support system ... and one day you'll wonder why you aren't working
much anymore.


Les Vogt is an independent producer, promoter and entertainment consultant.