Karen Brodkin, co-head of William Morris Endeavor (WME) Sports activities and government vp at Endeavor, oversees the illustration of among the largest names in sports activities, spanning the NFL, NBA, MLB, tennis, golf, soccer, Olympic and motion sports activities, and extra. She’s closed a whole lot of offers 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 legal professional at two Los Angeles-based companies earlier than she joined FOX Sports activities Media Group, the place she oversaw offers with the NFL, MLB, NBA, NASCAR and extra as government vp of enterprise and authorized affairs.
“While you push away from the desk, each side need to really feel [that] they received sufficient.”
Evidently, Brodkin has realized loads in regards to the artwork of negotiation through the years — and has some time-tested ideas for achievement.
First, do your homework earlier than the assembly. “Once we are working with the shopper, whether or not it is with the incumbent accomplice or when we will market, we all the time are available in ready,” Brodkin says.
Subsequent, prioritize what you need to get out of the negotiation — and do not forget to depart area for give and take. “I all the time say, ‘While you push away from the desk, each side need to really feel [that] they received 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,” in keeping with Brodkin.
“We work with our shoppers to determine what’s most essential,” she provides. “After which you need to get right into a backwards and forwards with the opposite aspect the place you need to be clear: ‘That is what we actually want. Inform me what you actually need.'”
Lastly, do not underestimate the facility of constructing sturdy relationships.
“I need to have a relationship with the opposite aspect 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 the most effective case situation, 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 serious about the WME Sports activities enterprise unit, and I am going to mattress serious about it.”
A dedication to fostering optimistic relationships additionally extends to Brodkin’s personal workforce at WME Sports activities.
“I take into consideration [how to manage my team effectively] each bit as a lot as I do in regards to the dealmaking aspect,” 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 serious about the WME Sports activities enterprise unit, and I am going to mattress serious about it.”
Brodkin strives to be an sincere, accessible chief who is not afraid of arduous conversations, retains empathy on the fore and will get to know individuals on a private degree. She additionally goals to empower the members of her workforce.
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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 internet, 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 learn about their enterprise.”
“We’re positively open for enterprise if different individuals need to hop on board.”
Brodkin says she’s pleased with the tradition 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 in addition shoppers.
Brodkin seems to be ahead to increasing the WME Sports activities model and seeing the group’s younger workforce members succeed.
“We’ve got 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.”
