Karen Brodkin, co-head of William Morris Endeavor (WME) Sports activities and govt vp at Endeavor, oversees the illustration of a number of the greatest names in sports activities, spanning the NFL, NBA, MLB, tennis, golf, soccer, Olympic and motion sports activities, and extra. She’s closed hundreds of deals with companions throughout each distribution platform over the course of her 20-plus-year profession.
Picture Credit score: Courtesy of WME Sports activities. Karen Brodkin.
Nonetheless, Brodkin’s path to her present place “wasn’t a straight line,” she tells Entrepreneur, however “a winding highway.”
Brodkin spent 5 years as an leisure lawyer at two Los Angeles-based corporations earlier than she joined FOX Sports activities Media Group, the place she oversaw offers with the NFL, MLB, NBA, NASCAR and extra as govt vp of enterprise and authorized affairs.
“If you push away from the desk, either side should really feel [that] they bought sufficient.”
For sure, Brodkin has realized quite a bit concerning the art of negotiation through the years — and has some time-tested ideas for fulfillment.
First, do your homework earlier than the assembly. “After we are working with the shopper, whether or not it is with the incumbent accomplice or when we’ll market, we at all times come in prepared,” Brodkin says.
Subsequent, prioritize what you need to get out of the negotiation — and remember to depart house for give and take. “I at all times say, ‘If you push away from the desk, either side should really feel [that] they bought sufficient that they be ok with the deal,'” Brodkin explains.
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That additionally means leaving a “win in any respect prices mentality behind,” based on Brodkin.
“We work with our shoppers to determine what’s most necessary,” she provides. “After which it’s important to get right into a forwards and backwards with the opposite facet the place it’s important to be transparent: ‘That is what we actually want. Inform me what you actually need.'”
Lastly, do not underestimate the facility of building strong relationships.
“I need to have a relationship with the opposite facet of the desk that was born earlier than we have been in the midst of this deal, the place there’s belief, respect, transparency and, in one of the best case state of affairs, a friendship,” Brodkin says. “Sports activities is a relationship enterprise. A few of these individuals have been within the enterprise so long as I’ve, and so they’re not going anyplace.”
“I get up within the morning fascinated about the WME Sports activities enterprise unit, and I’m going to mattress fascinated about it.”
A dedication to fostering positive relationships additionally extends to Brodkin’s personal crew at WME Sports activities.
“I take into consideration [how to manage my team effectively] each bit as a lot as I do concerning the dealmaking facet,” Brodkin says. “I am not in search of kudos. I’ve no judgment for a way anyone else at this firm or different firms leads. That is what works for me: I get up within the morning fascinated about the WME Sports activities enterprise unit, and I’m going to mattress fascinated about it.”
Brodkin strives to be an sincere, accessible chief who is not afraid of laborious conversations, retains empathy on the fore and will get to know individuals on a private stage. She additionally goals to empower the members of her crew.
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“I do not attempt to micromanage,” Brodkin explains. “I simply need them to know that I am there to be their sounding board, their security web, the individual that advocates for what they want or for them personally. However I am by no means going to know as a lot as they find out about their enterprise.”
“We’re positively open for enterprise if different individuals need to hop on board.”
Brodkin says she’s pleased with the culture she’s helped construct at WME Sports activities—and a few days, she even feels “just like the chief tradition officer of WME Sports activities.” She notes {that a} sturdy tradition advantages not solely staff but additionally shoppers.
Brodkin seems to be ahead to increasing the WME Sports activities model and seeing the group’s younger crew members succeed.
“We now have an unbelievable bench of younger brokers,” Brodkin says. “We’re positively open for enterprise if different individuals need to hop on board. I am enthusiastic about the place we’re and enthusiastic about the place we’re going. I am not carried out but. We’re not carried out but.”
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