Du Malone writes: This post is the eighth of an extended series on the topic of contracts in FM.
If you are managing in a league in which players have agents, it helps in the negotiation of contracts to recognise that agents are biased.
This might seem like a statement of the blindingly obvious. I mean agents are on the side of the player, not the club, right?
Well, yes — and no. It’s certainly true that the agent is more on the side of the player than the club.
But that isn’t the main bias of the agent. The main agent is, first and foremost, on the side not of the player, but of the deal.
The agent makes money from a deal only if the deal goes through.
If the player is clearly wanted by other clubs who are willing to offer at least as much, that bias will be worth little or nothing: the agent’s bias towards some particular deal will be dissipated by the existence of comparable deals.
But where this is not the case (or less certain), it will be in the agent’s interest to see a deal to completion.
But there is a problem here, which is that FMers often seek to strike out, or drastically reduce, the agent’s fee, on the grounds this will reduce the club’s outlay.
So it may: but in the process it reduces the bias that the agent will have in favour of the deal. In which case, we shouldn’t be surprised if the deal falls through.
Previous post in the series: The sweet spot in contract negotiation
Next up: The agent, stupid.
Image credit: ‘Contract key’ generously made available by CreditDebitPro under a CC BY 2.0 licence.