Foo Fighters Hospitality

Structure

Interests:  Use the McLane stadium opening as an opportunity to attract the Foo Fighters and subsequently other big music acts to Waco.  Treat the Foo Fighters so well that they spread word around the music community how good they’ll be treated in Waco, Texas.  Build strong relationships with local hospitality firms who will be key to making the primary interest possible.

BATNA:  Dis-satisfied Foo Fighters. We get the first concert but word spreads through the tight-knit concert circuit that we couldn’t please the Foos. Big acts will be unlikely to come to Waco.  

Reservation:  Hospitality providers meet the bare minimum requirements of Foo Fighter’s rider.

Aspiration/Target:  Hospitality providers accommodate all Foo’s needs, going over and above expectations to the point that Waco’s reputation spreads among the concert circuit.

Concessions/Persuasions:  Hitting our target means we will likely see more business of this type: high-profile, profitable and as a bonus, prestigious autographed pictures with famous musicians.

Expand the pie – As the concert promoter, I have control over the promotion and advertisement of the event.  In each advertisement, I will include names and/or logos of all supporting vendors to help them promote their businesses.

TO DO:  

• Research your list of different potential hospitality providers.  Make sure they already have great reputations. Don’t bring in anyone who has less than stellar reviews.
• Ask the Foo’s manager who the Foos have been most impressed with in their travels.  Call and interview those providers. Pull from interview(s) recipe for success.
• Slow down.  I have the tendency to move too fast in negotiations. This will have lots of moving parts and lots of chances to drop balls.  I need to carefully listen to my potential vendors as they express concerns or potential pitfalls.  By doing this, I will validate their concerns and in so doing, give them emotional payments which will help open their ears and build trust.
• Prepare a spreadsheet to help track costs of the different elements of the rider.
• I have an idea what it will cost to fulfill each segment of the rider.  Watch out for someone who underbids just to get the job.  Don’t be afraid to ask specifically how they can do the job for that price and still cover costs.
• Ask up front what each of the potential vendor’s interests are.  Don’t assume it’s just profit.  They may have something they’re trying to accomplish you can help with. Look for items of unequal value to help them accomplish their interests.
• Keep an eye out for those vendors who may form coalitions that could hurt other parties in the negotiation. Instead watch for opportunities for circular logrolling. Look for signs of team play.
• Ask for ideas potential hospitality providers might have to deliver a memorable, over-the-top experience for the Foos.  Make sure whatever they suggest can be repeated for other bands in the future. Maybe include a small Star Wars acting troupe with a sketch where Chewbacca gets awarded a medal after the concert.
• Once I’ve chosen vendors, I should assemble a meeting with those vendors and their staffs. Explain what success could mean to Waco. Then explain the jovial attitude the Foos had in their rider.  This happy, playful attitude should be carried on but not at the expense of fulfilling the requirements of the job.