Ringo + Missy 2014-07-01 15.17

Now That’s What I Call Win Win! | Missy Elliott’s Birthday Post

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In yesterday’s post I mentioned a negotiation class I took. The teacher gave us many different tactics and approaches, with the overriding goal being for each party to feel they got what they were seeking and were treated fairly. This is commonly referred to as a win-win.

In 2005, the joint venture that produces the Now That’s What I Call Music compilations requested from Warner Music, where I worked, a license to include Missy Elliott’s hit “Lose Control” for the next volume of the series. Until that point, Warner hadn’t licensed to any of the Now albums. Senior management was eager to change that.

Atlantic Records, the Warner label to whom Missy was signed, wanted the song on the album. Missy’s mother, Pat, who handles her daughter’s license requests, approved of its inclusion. However, the song features two guest artists, Ciara and Fatman Scoop, and also contains two samples. The royalty we were to receive from Now wouldn’t cover these expenses; Missy would end up losing money for each unit sold.

I set about to renegotiate everyone’s portion of the royalty pool. The argument I used to convince each party to agree was simple – we can’t afford to license the track at the present rates. If we don’t do the license, then nobody makes any money. However, if everyone agrees to reduce their share of the royalties, then we can proceed with the license. As Now albums routinely sold several million units each back then, the money everyone would receive was a nice chunk of change, especially as all one needed to do to get it was to sign the one-page agreement I sent over.

All parties saw the logic in this argument, and the song made the album. Warner became a part of every Now compilation going forward. Missy’s mom marveled at how I got this done. A couple of years later, a new deal for Missy hit the desk of Atlantic Records’ legal department. Pat Elliott told the attorney “Give this to Glenn Schwartz to handle. He’ll get it done.”

The goal of this post isn’t to brag about myself. Okay, maybe that’s part of it. The other part is to encourage you to look for win-win situations, or, as was in this case, win-win-win-win-win-win-win-win situations. The more happy people there are, the more happiness there is. Seems simple, no?

Ringo + Missy 2014-07-01 15.17
Today Missy “Misdemeanor” Elliott turns 43 years old. Here is some of her finest work.

Winston + Chuck 2014-06-30 11.25

A Change Is Gonna Come If You Make It So

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A company I worked for – I won’t say which one – has an amazing catalogue of rhythm & blues music, arguably the best r&b catalogue of any record label. Despite possessing this goldmine, most of our catalogue releases were from white rock bands. I asked a member of senior management why we didn’t do more with our black artists, and the answer I got was “We don’t know how to sell that music.”

Is that not a stupid response? If you don’t know how to do that, hire someone who has that expertise, or learn how to do it. Why ignore a large swath of your potential market, especially when you already own the assets?

Years ago I was put in charge of licensing at a record label. I knew the music and I knew the components of licensing deals; however, I wasn’t a very good negotiator. I found the process intimidating. I could have left it at that – “I don’t know how to negotiate.” My company would have made money nonetheless, though not at its full potential. For that matter, I wouldn’t be working at full potential.

I took a course in negotiations. Six weeks, $300. Money well spent. I put what I learned in the class into action. Practice makes perfect, and I became an excellent negotiator. In my four years at that company our licensing revenue increased 400%. My skills also led to my next job as the Vice President of Licensing at another company.

Is a lack of some skill or knowledge holding you back? Fix that. Read a book, attend a seminar, take an on-line course or find a mentor. Saying “I don’t know how” won’t lead to success; learning how will.

Winston + Chuck 2014-06-30 11.25
Today is the last day of Black Music Month. It would be ludicrous to think a 40-song playlist would cover black music in any comprehensive way. Enjoy it for what it is – nearly three hours of fantastic music. Listen to it while you research how to learn a new skill.

Glenn's Ten 005

This Date In Glenn’s Ten

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In 1980 an Ohio-born performer living in Australia wrote and recorded a song that went on to sell over six million copies. It went to #1 in a dozen or so countries, including Australia, Canada, Germany, France, and the UK, where it reigned on top for three weeks. It has been covered dozens of times in different languages, and that’s not including the many versions of the tune that have been uploaded to YouTube.

The performer is Joe Dolce and the song is “Shaddap You Face,” which was #1 in Glenn’s Ten (the only chart that matters) on this day in 1981.

Glenn's Ten 005Thirty-three years of Glenn’s Ten lists are in these books

My point in telling you this is this – no idea is too stupid. If there is a song you wish to write, a book you wish to publish, an invention you wish to create, go for it! You could be the next Joe Dolce! And if someone tells you your idea sucks, say to them “Ah, shaddup you face.”

Today’s playlist consists of songs that were #1 in Glenn’s Ten on May 8 going back to 1981. The only one missing is 1993’s entry, “Riding on a Rocket” by Shonen Knife, as that is not available on Spotify.

dogs + Neptunes 002

A Beginner’s Guide To Pharrell

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dogs + Neptunes 002

Perhaps while you were watching the Grammy Awards this past weekend you asked “Who is this cute guy with great hats who sings “Get Lucky?” He is Pharrell Williams and he has been having hits for more than twenty years.

He first hit the Top 40 as one of the writers of Wreckx-N-Effect’s “Rump Shaker,” which hit #2 in 1992. Since then he has co-written and co-produced hits for many pop and hip hop superstars. He has also performed as a member of N.E.R.D. Today’s playlist is a sampler of his work. You may be surprised as to how many of his hits you already know.