I recently listened to a podcast interview of Irving Azoff, Chairman of Full Stop Management, which represents recording artists. Azoff was asked an excellent question: what is his “secret sauce” for managing his music clients?
His response was:
- Always make the right decision for the client, and it will be the right decision for you.
- See rule #1.
- Think long term.
- Take every phone call.
- Return every phone call [and email].
- Treat people with respect.
- Always saying yes is easy and saying no is hard and can get you into some scrapes. You can’t be afraid to get into a fight. A manager [attorney] that always says yes and never gets into a fight is doing a [bad] job.
- The artist [client] is the drawing card. The artist [client] is the reason you’re there, and you have got to like these people and love music [the law] or you shouldn’t do it.
- Be charming.
Azoff’s advice for talent agents and managers applies to attorneys as well. What’s your secret sauce?