Answering Five Tough Questions

Why Would Anyone Choose A Career As A Band Leader?

Can I Handle Life On The Road?

Is There Enough Work Out There?

Where Do I Fit Into The Scheme Of Things?

Why Can't I Get A Gig?

Developing A Postive Mental Attitude

The Four Components Of PMA

Problems Are a Part of Life

You Have to Give up Something to get Something

Keep The Odds in Your Favor

Harness the Power of the Imagination

Coping With Rejection.

Creative Mistake Making And Decision Trees

CHAPTER 2. Evaluating Your Assets

Determining if You Can Run a Small Business

Your Self Assessment Questionaire

Listing Your Abilities And Limitations

Creating Your Action Plan

A Sample Action Plan

CHAPTER 3. Organizing Your Business

Beginning Your Education
Choosing Your Business Type

Sole Proprietorship

Partnership

Corporation

Non-profit Organization

CHAPTER 4. Setting Up Your Office

Estimating Your Office Expenses

Predicting Your Operating Expenses

Financing Your Start-up Costs

Savings Accounts

Bank Loans

Loans Against Investments

Credit Cards

Time-Payment Plans

Family

Barter Arrangements

Contributions

Purchasing Office Equipment and Supplies

Office Equipment

Telephone/Fax/Answering Machine

Typewriter

Computer

Software

Modem

Printer

Supplies

CHAPTER 5. Selecting and PackagingYour Band

Organizing Your Band's Personnel

Key Factors to Consider during Selection

Band Size

Chemical Reactions

Interpersonal Relationships

Experienced vs. Inexperienced Musicians

Maintaining Band Personnel

Commitment of personnel

Developing Your Musical Presentation

Developing Your Band's Musical Identity

Organizing and Rehearsing Sets

Administrative Details

Producing An Educational Component

Demonstration-Apprentice Format

Lecture-Clinic Format

Additional Materials and Possibilities

Establishing Your Pay Schedule

Types of Payment Schedules

Per-day Agreements

Fixed Salary Agreements

Even Split Agreements

Sample Salary Schedule

CHAPTER 6. Managing Your Time And Information

Organizing Your Time

Managing Your Information

Organizing Your Files

Raw vs. Relevant Data

Sample Filing System

Developing Worksheets and Checklists

Sample Client and Venue Worksheet

Sample Agreements Checklist

Sample Accommodations Checklist

Sample Equipment Checklist

Sample Promotion Checklist

Sample Transportation Checklist

Sample Airline Checklist

Sample Van Rental Checklist

Sample Train Checklist

Sample Personnel File

Drafting Tour Budgets

Preparing Tour Itineraries

Completed Sample Itinerary (US)

Completed Sample Leaders Itinerary (Foreign)

Creating Venue Agreements

Clients Contracts

Performer's Contract

Sample Contract

Union Contracts

Letters of Intent

Sample Letter of Intent

Verbal Agreements

Sample Letter of Confirmation

Riders

Foreign Contracts

Part II: BOOKING YOUR TOUR

CHAPTER 7. Researching Your Venue Contacts

Organizing Your Leads

Information Sources

Lead Times And Commitment Dates

Booking and Touring Patterns

Understanding Different Venue Types

Festivals

Educational Institutions

Non-Profit Arts Presenter Organizations

Jazz Societies

Jazz Clubs

CHAPTER 8. Contacting Venues and Negotiating Gigs

Hiring An Agent

Pro's & Cons of Having an Agent

Exclusive and non-exclusive artist-agent Agreements

New Agents

Creating Your Own Agent

Managing Your Communications

Workspace Ergonomics

Developing Good Telephone Technique

Call Preparation

Shotgunning Your Leads

Leaving Messages

Using Fax and E-mail

Mailing Stratagies

Anticipating the Issues before You Begin Negotiating

Eight Rules for Booking A Band

Keep Your Band on the Road

Be Flexible with Your Leader's Fees

Never Work for Assholes

Price Your Band Realistically

Know Your Bottom Line

Book Anchor, Secondary, and Support Gigs

Avoid Conflicts of Interest

Avoid Double-Booking and Cancellations

Understanding the Five Stages of Negotiation

Making the Introductory Call

How Personalities Interact

Understanding Your Client's Personality

Gaining an Expression of Interest

Sample Negotiation Scripts

Setting the Date

Negotiating Your Fee

Sample Negotiation Scripts

Making Following-up Calls

Getting a Commitment

Special Considerations for Foreign or Canadian Venues

CHAPTER 9. Managing Tour Routing And Budgets

Creating Your Tour Calendars

Developing Your Tour Budgets

Routing Foreign Tours

Booking & Routing A Sample Tour

CHAPTER 10. Arranging Travel and Accommodations in North America

Quality of Life on the Road

Arranging Air Travel

Working With Travel Agents

Making Your Own Airlines Reservations

Ticketing and Information Sources

Ticket Purchasing Strategies

Cancelling or Changing Purchased Tickets

Using Open-Jaw Tickets

Using Saturday Stay-Over Tickets

Avoid One-Way Tickets

Avoid Having a Third Party Make Your Travel Arrangements

Maximize Free Mileage

Managing Your Baggage & Equipment

Carry-on Baggage

Seating Strategies for Maximum Storage Space

The Bass Case

Troubleshooting Potential Air Travel Problems

The Risks of Winter Travel

Know Your Time Zones

Canadian Air Travel

Arranging Ground and Water Travel

Van Rental Strategies

Venue-Supplied Local Transportation

Driving and Taking Ferries In Canada

Arranging Hotel Accommodations

Check-In Procedures

Check-Out Procedures

CHAPTER 11. Arranging Travel and Accommodations in Foreign Countries

Arranging Foreign Air Travel

Managing Your Baggage and Equipment

Four Part Strategy for Checking the Bass

Stage One

Stage Two

Stage Three

Stage Four

Customs & Immigration

Passports, Visas, Work, and Tax Papers

Arranging Foreign Ground Travel

Driving in Foreign Countries

Taking Trains

Arranging Foreign Hotels

Check-in Procedures

Check-out Procedures

CHAPTER 12. Managing Your Tour Finances

Preparing for Your Tour

Managing Your Credit Cards

Using the Foreign Entertainers Tax to Your Advantage

Declaring Independent Contractor Status

Managing Your Finances while on the Road

Getting Paid On The Road

Handling Cash On The Road

Paying Your Band On The Road

Sending Income Home While on Tour

Sending Foreign Currency Home

Exporting and Importing Cash

Exchanging Foreign Currencies

The Unfavorable Scenario

The Favorable Scenario

Organizing Your Tour Documents

Keeping Reciepts

Preparing Your Personal And Band Taxes

CHAPTER 13. Managing Your Promotional Activities

Understanding the Three Types of Advertising

Advertising That Pays You

Free Advertising

Advertising You Pay For

Preparing Promotional Strategies

Developing a Strong Press kit

Creating Artist Newsletters

Promotion Services

Record Label Tour Support

Major Label Support

Independent Label Support

Pre-Tour Promotion

APPENDICES

Business Reading List