Inside the Music Business

By Tony Barrow; Julian Newby | Go to book overview

6

The negotiators

There have been 101 books written about rock and roll rip-offs. When you think of the enormity of some of them—just how much of an artist’s hard-earned cash was being siphoned off by managers and others in so many of these cases—you start to wonder what it is about rock stars, rock managers or the rock business that allows this to happen so frequently.

To go into the minute detail of actual cases here would take several books (and those books do exist!), but suffice it to say that the biggest names of the last 30 years, from The Beatles to Elton John, from The Rolling Stones to Sting, have all been ripped off in some way and have spent a large proportion of their lives in court trying to rectify their situations. Why don’t they learn from past cases? Why do management, publishing and recording contracts repeatedly have to be dismantled in court in order for the artists to get their just deserts? Why can’t the business be simplified so that artists simply do what’s required of them and get paid accordingly?

Here’s the short answer to all these questions: in music, you’re dealing with a product with no intrinsic value. It is nonetheless a product from which there is much money to be made. To get from no intrinsic value to much money involves the manipulation and exploitation of a whole range of people and businesses, which is done through a series of contracts drawn up between artist and publisher, artist and manager, artist and record company. To get from no intrinsic value to much money also requires an understanding of the marketplace—who buys

-56-

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Inside the Music Business
Table of contents

Table of contents

  • Title Page v
  • Contents vii
  • Acknowledgements xii
  • 1 - Introduction 1
  • 2 - Getting Inside the Music Business 12
  • 3 - The Record Company 19
  • 4 - Artist Management 32
  • 5 - The Publisher 44
  • 6 - The Negotiators 56
  • 7 - The A&R Person 63
  • 8 - The Producer 72
  • 9 - Marketing a Release 82
  • 10 - Video 91
  • 11 - Press and Public Relations 103
  • 12 - Music and the Media 117
  • 13 - The Concert Promoter 132
  • 14 - The Merchandisers 141
  • 15 - The Fan Club 149
  • 16 - The Artist 158
  • 17 - The Songwriter 167
  • 18 - The Session Player 176
  • 19 - On the Road 186
  • 20 - The Star 196
  • 21 - The Summing Up 205
  • Appendix A 210
  • Appendix B 222
  • Index 229
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