Player acquisition and contracts: the role of the intermediary

Du Malone writes: This post is the tenth in a series on contracts in FM. Do you grow all your own food? And make all your own clothes? For most people, the answer will be No. Which is an indication that (a) they benefit from the services of intermediaries (for example, retailers, distributors, and wholesalers) … Continue reading Player acquisition and contracts: the role of the intermediary

How paying agents more can save your club money

Du Malone writes: This is the ninth of a series of posts on the theme of contracts, negotiation, and agents on FM. In the leagues I've tended to manage in, in recent years -- typically, the Balkans and eastern Europe, starting in the second tier -- not all players have agents, but some do. And … Continue reading How paying agents more can save your club money

Working with, rather than against, the agent’s bias

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 … Continue reading Working with, rather than against, the agent’s bias

An old war horse bows out

Early December 2019. A previous post revealed that, back in the summer of 2019, Ukrainian second tier club MFC Mykolaiv decided to sign Volodymar Kornutyak. Scene: the Kornutyak household in their rented accommodation in Mykolaiv.¬†Personae dramatis: Volodymar Kornutyak; Mrs Kornutyak KORNUTYAK: Well, perhaps it's just as well that we haven't quite sold our house in … Continue reading An old war horse bows out

The sweet spot in contract negotiation

Du Malone writes: This post is the seventh of an extended series on the topic of contracts in FM. The post is designed to make explicit a theme that is implicit through much of this series. When you're negotiating terms with a player or member of staff, you can sometimes get trapped in a zero-sum … Continue reading The sweet spot in contract negotiation

On the unintended consequences of contracts

Du Malone writes: This is the sixth of a series of posts on the theme of contracts, negotiation, and agents on FM. You decide to give your defender a hefty clean-sheet bonus. That should help: the more clean sheets we keep, the more points we're likely to accumulate. What could possibly go wrong? And you … Continue reading On the unintended consequences of contracts

Two ways to read a contract

Du Malone writes: This is the fifth of a series of posts on the theme of contracts, negotiation, and agents on FM. This post presents a lesson that I learned in my professional life. I'm not 100% certain, but I'm pretty sure that I learned it from a book by a literary agent -- Carole … Continue reading Two ways to read a contract

How negotiating contracts is like juggling

Du Malone writes: This is the fourth of a series of posts on the theme of contracts, negotiation, and agents on FM. A common practice on FM is to begin contract negotiations by striking out clauses and bonuses. "No, you're not getting a percentage sell-on": DELETE! "No, you're not getting a goal bonus": DELETE! It … Continue reading How negotiating contracts is like juggling

When negotiations take you to your sticking point

Du Malone writes: This post is the third of an extended series on the topic of contracts in FM. Homo ludens: playing the negotiation game You're about to negotiate a contract -- let's say you're offering to renew your physio's contract. When you open your bidding, you probably don't start by bidding either the amount … Continue reading When negotiations take you to your sticking point

What is the secret of contracts in FM? Timing!

Du Malone writes: This post is the second in a series dealing with the topics of contracts, their negotiation, and agents. The post explores the question of when contracts should be negotiated. A pitfall in the negotiation of contracts in FM concerns sub-optimal timing. Specifically, there's a tendency to seek to deal with lots of … Continue reading What is the secret of contracts in FM? Timing!