subscribeGet specific!
April 28th, 2008One of the most common things I hear my musician friends say is, “We’re looking for a booking agent.” (or manager, label, promoter)
I reply, “Who?”
They say, “Uh… what?”
“Which booking agent are you looking for? What’s their name?”
“But… we don’t know!”
“How do you expect to find someone if you don’t even know their name!”
It’s not hard to find the answer to anything.
What venue do you want to play? Contact them and ask which booking agents they use.
What band do you want to emulate? Contact them and ask who their booking agent is.
Once you find the person’s name, voila - you’re no longer looking for a booking agent. You found them, and it only took a few minutes.
Yes I’m being a smart-ass, but trying to help.
Whenever you find you’re aiming for something you haven’t defined - GET SPECIFIC.
It’s amazing how that one step turns goals from impossible into easy.
EXAMPLES:
- “We’re looking for a manager / agent / promoter / person”
- Who? Do 10 minutes of research, and turn it into a name. Even one name to start, just to convert it from vague to specific.
- “How can I get my music out there?”
- Where? Where should it be? Radio? What station? Contact them to ask their favorite promoters. A TV show? Which one? Check the site to find out who chooses the music for that show.
- “I need someone to help me.”
- Do what? Start by naming just one thing you need help with, and, as if you were hiring an assistant to do it, describe exactly what they would need to do.
This applies to many things. I was working with a programming teacher to be a great Ruby programmer. When I first contacted him he said, “What does great mean to you? How will you know you’re great?” He made me get really specific. (For me it was “I will go through these 4 Ruby books and be able to write programs like the examples. I’ll know how to do anything I need to do off the top of my head, without looking it up first. I’ll be able to code in Ruby as effortlessly as I can in PHP.”) He then made me get even more specific about each of those 3 things, breaking them down into bits (how many chapters in those 4 books? how many per day will you do?).
Once I had named exactly what I wanted, THEN he could help me.
Sound familiar?
April 28th, 2008 at 3:24 am
Dear Derek,
I am on CDBaby and making some money. I am an “out-of-gas” musician. I’m the original B.Bumble, from B. Bumble & The Stingers. (See CDBaby B.’Bumble and the Stingers-Blast From The Past)
My name is Jan Davis, known all over the Internet as Jan Davis Guitar. I am tired and weary after 45 years of struggling. My wife is my Hero. She puts up ads and promotes on the Internet, while working at a daytime job. If you look up my name on CDBaby, you’ll find a catalog that could choke a horse. My entire income is now reliant on digital downloads.
Saying this, you are one of my greatest heroes, and I thank you for all you’ve done, via CDBaby.
Just wanted to let you know that my career seems to be at an end.
All of your suggestions are great for the young, energetic musicians. What would you suggest that a person like myself, who has pulled in thousands of views on YouTube, do at this point?
I would love to hear your input, if you have any interest in my dilemma.
Yours very truly,
Jan
April 28th, 2008 at 4:54 am
That is a really encouraging word. Music promotion seems super overwhelming when it’s all left to some abstract need to “get it out there”. Now to make a list of specifics…
April 28th, 2008 at 6:24 am
Best way to start looking for a manager in the UK is to go via the Music Manager’s Forum - here’s a link to their ‘get a manager’ FAQ
http://www.musicmanagersforum.co.uk/findamanager
They do a 50 quid membership rate for self-managed bands and artists, which means you can get your hands on their database and they can help you get your stuff to people who may be interested
http://www.musicmanagersforum.co.uk/mmf_benefits
Another good way to meet managers is through a music lawyer - ‘invent’ something you need to see a music lawyer about (be creative) - you get an hour free at least - and if you can turn the guy into a fan he’d probably be more than willing to help you find a manager
But then this raises another question - how to find a good music lawyer LOL
April 28th, 2008 at 6:52 am
Hi Derek,
All cool stuff. Sounds like you’re on a great adventure. As always, thanks for sharing.
Rich
April 28th, 2008 at 7:23 am
hi Jan - That’s about as vague a question as can be!
Maybe the simple mental shift of deciding your career is at an end, quitting, giving up, no longer trying to make a living at it, only doing what you want for fun now, will be exactly the re-invigorating change of approach you need?
A few different times I’ve read interviews with successful people who say their biggest success came right after they quit doing something else, because it opened up all kinds of time and opportunity for new things to happen.
April 28th, 2008 at 7:39 am
Thank you for directing my attention to sivers.org. It really is a fantastic site and it has been inspiring to watch your mind work for all of these years, ever since my associates made your girlfriend cry at the 1999 New York Music & Internet Expo with the Ed Furniture Borg Cheese Cube.
-Dr. Zoltan!
April 28th, 2008 at 9:19 am
This is another kind of response to Jan (…”I am an ‘out-of-gas’ musician…I am tired and weary after 45 years of struggling… All of your suggestions are great for the young, energetic musicians. What would you suggest that a person like myself”…).
Almost all of the older full time musicians (38 - 65 year olds) from my region of the country are living in poverty, on the brink of poverty, or have trust funds, inheritances or are being supported in some way by someone. That scared me in the days when I was a full time performer and putting all of my time into music. So I decided that I should branch out into other kinds of work in addition to my music. Sometimes other work (like teaching, or working with the public in some capacity) can bring in another kind of audience. I also joined a band which can help with promotion, common goals & bringing in their audiences, besides the benefit of comraderee. Having another occupation also helped me to weather disappointments in my music career since I wasn’t focused full time on it.
Just some thoughts on how I’m dealing with it…
April 28th, 2008 at 9:28 am
absolutely awesome. Getting people like musicians to understand these ideas is sometimes impossible. These ideas and concepts also take the motivation to make them happen. Well put…
April 28th, 2008 at 9:44 am
Derek,
As always you are right on target! Thanks so much for making these great suggestions available!
I’m making my list now…
Email radio station music directors I sent my CD to for follow up
Email magazines where I bought my print ads to thank them again
Email promoter to thank them for the Sacramento gig
See what Live 365 stations are playing me and thank them and let them know about my new CD!
Wow if I could do that all in one day, that would be amazing… what if I did that everyday!?! Wow…
April 28th, 2008 at 10:33 am
Hey Derek:
Great article - all such simple steps to take to get closer to what you want (WHAT do I want?? OOOh! there I go!) . I just never thought of it in those terms. (Thought of what??? Look! You’ve created a monster…) All great stuff to think about and act on.
Thanks for the article, Derek. Keep up the great work.
Tracy
April 28th, 2008 at 11:19 am
Great advice as always, Derek
But sadly, this is pretty much a Pay-To-Play town and that just doesn’t sit right with us.
We get constant offers to play, but not for pay and we sure can’t afford to hire a sound engineer and pay up front for 100 tickets when there is no compensation for us.
One of us would also have to take off work to play on the weekends.
But I’m not complaining. We are just happy to have our music out there and selling and streaming here and there : )
April 28th, 2008 at 12:20 pm
Dear Derek
I have followed some of the examples on your website which worked. Problem is, I’ve just about run out of steam! I’m the manager. The artistes have not been able to be focused. Some of that I quite understand and it cannot be any different. 100% commitment with EVERYTHING ELSE on the back burner is not an option. Trouble seems to be they play covers and that seems to put a lot of people off for a start. They are absolute perfectionists, that’s a good thing right? well yes, if anything gets done it is. Being focused on say, country, which is what they love, would be good. Trouble is the vocalist can sing any darn thing from the ’40s to now in most genres barring rap and opera! So being so bally clever has it’s draw backs. You then find yourself trying to please everyone. We are in UK, I could put them around loads of places if they did acoustic sets (there is a definite down on anything that has backing tracks anywhere near it) but then I get - “We are not good enough, you can’t play the songs we do acoustically, no time to get acoustic sets ready” blah blah.
Here endeth the complaining manager. Lol
April 28th, 2008 at 12:51 pm
hey, derek. i’ve just moved to austin to give my career a jump start, which means i’m basically starting over. after having a pretty good crowd in my home town, i now have no band, no booking agent, no shows, no clue… any thoughts?
thanks.
dalis
April 28th, 2008 at 1:41 pm
I couldn’t get specific until I quit my panic…… In my case I was so busy exhausting myself and staring at a locked door behind me, trying to figure out how to get it open, I never even noticed the open doors in front of me until I turned around after giving up. ONLY since then have I been even vaguely capable of settling into defining what I actually want, let alone who to ask. I was the desperado from hell for a minute there……who wants to work with that anyhow? Derek : It’s a pleasure to read all of these! I’m re-sparked, have new interests….sounds like you all are too…….Until next time….
April 28th, 2008 at 1:58 pm
Thanks for your perspective and the Realness of this fascinating business of music and entertainment.
Please visit Ashton and twin sis Ashley Miracle at http://www.2-U-Neek.com and myspace..They are working hard to achieve their goals…
Momager
April 28th, 2008 at 2:13 pm
Awesome words of advice. I distinctly remember that concept from “The Secret” — a book/DVD self-help ‘manual.’ I’m a true believer in the idea of mental focus and determination, and am very excited to finally be able to pursue my music career full-time after I graduate college.
Thanks for the encouragement!
April 28th, 2008 at 2:47 pm
that’s a really neat piece of advice. Thanks Derek.
April 28th, 2008 at 3:10 pm
We sometimes get so overwhelmed in the daily routine that we forget to focus it recommend the KISS (Keep It Simple, Stupid) philosophy, the solution to a problem is always the cleanest and simplest one but not necesarily the easiest one (usually the dirtiest :-P).
I’m a programmer too and right now i’m learning python by writing my mp3 music store using the django framework.
By the way if you want so see beautiful code written in PHP check out http://jaws-project.com/ a GPL CMS project in wich i contribute regularily (created by a fellow musician from my hometown Chihuahua MX)
keep up the good work
April 28th, 2008 at 3:46 pm
Jan,
Kevin Ayers put out a new album this year. Kevin AYERS from soft machine. If he can make himself relevant , anybody can. I know you got it in ya.
I think you should learn to play opposite handed, or piano, or flute. Challenge yourself!
And I’m 35 in case anybodys calling me a whippah snappah or anything.
I have a new disc out this year as well.
April 28th, 2008 at 4:09 pm
Hi Derek,
I did not realize that in addition to CDBaby and HostBaby you offered mind-reading services! What a perfect read at this very perfect moment — in fact, today I sent off a press kit to a company I’ve been interested in working with for years. I called them yesterday and left a voicemail, not expecting them to get back, given that this is the type of enterprise that probably gets a large volume of queries from artists. However, having done some research I think we would be a good match for each other, and perhaps they agree: The vice-president left me a return VM that same day, to my amazement.
Thank you!
Allow me to ask a different question (perhaps you’ve covered it elsewhere, or if not, you’ll be inspired to):
A book I’m reading says there’s a difference between being self-employed, as I am as a musician, and being a business owner. The latter generates value beyond your daily labor. What do you see as viable small *businesses* for musicians (beyond the obvious record label or publishing house)?
Your fan,
Alexa
April 28th, 2008 at 4:12 pm
Getting specific also acts as a filter to help you identify what’s doable now vs. what needs to wait until later. Multi-tasking is over-rated, IMO — there’s a huge sense of accomplishment to be had by mono-tasking: taking just one task and following it all the way through to completion. I’ve spent the last months asking *myself* some very specific questions, and I now have a short list of very specific goals that are not only reachable, but are steps toward the larger goals that I hope to achieve. Thanks for the brain food.
April 28th, 2008 at 4:44 pm
Now that is absolutely Delicious Advice Derek!!!
Thank for sharing. Stay Strong Everybody!!!
One Luv. Universal Luv 2 U!!!
April 28th, 2008 at 6:08 pm
you are right
i love what you are writing about
be specific
great advice
April 28th, 2008 at 8:27 pm
I wanted to comment on several of your articles because they each struck a chord with me, and they pertain to the struggles of being in a band… which can be a lot like hearing kittens… and also explains the large numbers of solo artists.
Loved “Whatever scares you or excites you, go do it.” We are defined by our struggles, not by leisure or sure-things. Genius is contrary to the status quo, and change is almost always uncomfortable for those who have become complacent. The message here is be adventurous and creative. As silly as it sounds now, no one laughed (except maybe our parents) when KISS walked out there in fuill costume, makeup and pyrotechnics. Most kids who were buying music at the time were in complete awe. Those four guys had made up their mind that they were going to make money at music and they did what most people today would consider something totally crazy to stand out against the rest.
The piracy article I think we probably all agree with. Once we make our bands a household name we can worry about piracy. In fact, right now we should be writing music that people will WANT to pirate. But I can see how some people who have bought the big music industry corporate lie can get so wound up about it.
The limit to income is a good one. I know a lot of musicians that think they have to “pay their dues” by playing out on Monday nights in front of 4 drunks before anyone will notice them. That was true about 20 years ago, but today there are so many ways to promote a product (and face it, music is a product) that doing that stuff seems ridiculous. I think today we have a bunch of new tools at our disposal. The problem in the business seems to me to be a lack of knowing what is going to happen with the “industry.” No one really knows where this is going today. In the past there was a formula: You write good music, you play out a lot, and eventually some PR guy from Capital Records is going to walk in on one of your gigs, offer you a cigar and ask you to sign the dotted line. That may still be the case: In Los Angeles or New York. But my friends with bands in LA are still trying to figure out how to deal with the business today - technology changed everything.
And the changes brought about by technology are not limited to the music industry either. Trust me that the book publishing giants are just as pissed off as the music giants for the reason that self-publishing and on-demand publishing has made them pretty much obsolete. So as a published author why do I prefer to go with a publisher instead of doing it myself? Two reasons: The first is that if you publish yourself, you lack any credibility at all. That is often referred to as vanity publishing. The second is distribution lines. These big publishing firms know how to distribute your book and get it into the hands of as many people as possible. They are cash driven, and the more they sell the better it is for them. No room for slacking. The trade off, of course, is that the author makes less money when a publisher publishes. On the other hand, the author does not risk anything when a publisher picks him up - all the financial liability is on the company and not the author.
So, I think that all of this applies to the music business, but not to the same degree. Self-publishing in music means producing a CD. This is the only way for some bands to go, because it is easier to write a book that a publisher will want than it is to write a song that a record executive will like. For books it is about content. For music it is purely marketing and targeting specific age groups. The music exec is more likely to be concerned with the music’s ability to appeal to the status quo than they are to care about quality. The publishing industry doesn’t care how old you are, what you look like, or whether or not you watch American Idol on TV. Not so with the music exec. Also, consider that if a solo musician were to go gold with an album, after the music company takes their cut, covers expenses and the like, that artist (not the band, who is paid right on the spot after recording the music) makes about 14K on that gold album. It is pretty sad.
So, you have to take the bad with the good. Sure, the technology made it so that every tom-dick-and-hairy with a guitar can now be a “musician” something that was previously preserved for those poor souls who spent their parent’s money going to school to learn music theory, but on the other hand, a group of talented individuals can record and produce their own music, regardless of how old they are, what they look like, or whether or not they watch Buffy The Vampire Slayer. It is both good and bad. We have to rise up above what everyone else is doing, and this is really hard, NOT because there are so many people who are better than us (whatever that means), but because of the sheer numbers of people trying to do what we are doing. The competition is much greater because of the numbers (saturation), and not because of the talent.
So in the end, it comes down to what it has always come down to: ingenuity. A shtick. Something that sets one band away from the others. That is what I think we should be thinking about. Whether we do it or not is irrelevant because I realize that there is no right answer, and there is no way I am putting on leotards and spraying my hair (again) but I think postulating a shtick is good. Who knows. We might come up with something.
Another positive thing is this: A band who records and produces their own album, and manages to sell all 1,000 pieces in a couple of years has probably done more work than most bands… and that they were able to get 1,000 people to pay for a CD of their music is a testament of their artistry. Think about it.
I spoke to my mates about using our talents as a band to write songs we wouldn’t normally play at shows or on our CD’s for the purpose of selling them. They all looked at me like I was nuts.
I just realized I may have paraphrased a lot of what you said on “If I had a record label…”
The micro credit thing is not a reality for musicians for the same reason as everything else. If you can’t find some one to buy your CD at $10, who is going to lend you several thousand dollars to make a CD?
Anyway… I didn’t mean to write a book, but I did want to comment on your awesome views. I am big time fan of yours. You are helping to revolutionize the music industry. One thing is for certain: regardless of where it all ends up, CD Baby (your baby!) is going to be part of the music legacy… and from those of us who couldn’t possible have put any music out there were it not for CD Baby, you have my sincerest thanks.
Peace,
Gerald del Campo
http://myspace.com/tricksensei
http://myspace.com/egoandtheids
April 28th, 2008 at 10:04 pm
Get specific .. amazingly its something I require from my fellow workers or from clients on a day by day basis (day job is engineering drafting).
I cant do my day job without specific requests, inputs and timeframes and deliverables.
But it took me many many many years to realise that I never did it musically… bizarre hey ?
Ok Im not an expert and I could certainly do all things musical better .. but being specific about :
what I want to achieve musically
and
how I want to do it
has revolutionised my musical life.
How ?
Well, in short, I now write and record and sell cd’s - I do what I want pretty much - creatively - I do seek support and help in all aspects, but I essentially do what I want to do.
What I wanted to do specifically - was write my own songs, record them, sell them and tour and perform the songs live.
I now do that :o)
The other big issue for me was - how to do music in a fairly full on way without putting myself under too much financial pressure ..
Ive done the fulltime musician mode in the past .. the sleeping in bit was awesome :o) .. but seriously, it can be financially difficult.
I didnt want to be dicatated too by my bank balance so I decieded to find an employer who was prepared to allow me the flexability to play and tour.
Not easy ?? well believe it or not it wasnt that hard .. it is amazing what you can achieve if your absolutley clear about what you want.
My employer would much rather I was at a desk from 9 till 5 and when Im not writing, recording and touring .. I can give them that .. and more .. but for the rest of the time .. Ive got a laptop and the internet.
Mike Beale
Men in Blues
April 28th, 2008 at 10:33 pm
Yes! This covers a giant obstacle that I see affecting many besides musicians. Folks ’see’ another persons success at one point in their path - not what they did to get there or what they do to stay there. Unfortunately, many then say to themselves “I could do that” but then they define what they want to achieve for themselves based upon a fragment in time where they observed another and ‘assumed’ that person was happy or where they wanted to be.
I once met a very famous artist who was making money by doing something I also wanted to do. In my youthful innocence, I asked him “how did you get to this place when you knew you’d made it?” - assuming that he had assessed his lot in life concurrent with the onlookers. He winced and fidgeted before softly saying to me “I am miserable, this is not my idea of happiness, I have no life outside of this, no privacy, no real friends without agendas - I can tell you that tunnel-vision got me here. But I wish someone could tell me how to get my life back, without it, I have no inspiration. My work is repetitions of a style that I am known for - I dare not stray from what is expected of me”
That left me perplexed, sad and indifferent - but it so impacted me that since then, I’ve made sure to avoid social (audience) expectations and to expect to lose a listener with every two new listeners we gain. Our music (band) is ‘anti-genre’ specifically because we loathe pigeon-holes.
And yes, we have all the specifics written on things-to-do lists, divided, prioritized and time-lined. Capital shortages are the only distraction that we can’t ignore - but we don’t buy lotto tickets to compensate
Thanks Derek for a great, inspiring read - and a life story that is engaging to stay in touch with! ;-P
April 28th, 2008 at 10:39 pm
“Would you tell me, please, which way I ought to go from here?”
“That depends a good deal on where you want to get to,” said the Cat.
“I don’t much care where…” said Alice.
“Then it doesn’t matter which way you go,” said the Cat.
– Alice in Wonderland
April 28th, 2008 at 11:30 pm
Derek;
this is great again.
For many years we suffered from not getting what we could not specify. It is something we had to learn. And it can take some time as it is changing the whole way you are used to think and do things.
I always wanted to be in Guitar Player magazine. But I had no idea how to get there.
Then, in a playful mood, I created in photoshop a Guitar Player cover with Blue Star on it. I kept it on my desk and pretty much forgot about it.
3 years passed.
Then in July 2006 I got a brilliant review with my photo by the chief editor, who had found us on Myspace.
It’s all about where you are and where you want to be, about feeling how it is when you have reached your goal already.
April 28th, 2008 at 11:32 pm
Isn’t it funny.
reading a lot of the comments here, i kinda get the impression that a lot of people have MISSED THE POINT!
The human race really has gotten so soft…
Personally, i’m just about to dash off and kill a mammoth with nothing but a spear and the will to survive, so my family can live another few days in our grass hut just before the winter snows hit. Then , for relaxation i might make a few “scary phonecalls”…is it all really that “hard”? I mean, there’s hard, and then there’s HARD.
Keep smiling,
Tania Rose
http://www.taniarose.blogspot.com
April 29th, 2008 at 12:55 am
As a producer (and by default label chief) I find that artists are ALWAYS searching for the next level and are NEVER truly happy.
And the funny part is, even when they achieve all the goals they had when we met and they were looking for “that next level”, and then we deliver to them an amazing record, radio success, distro, publicity, etc…everything we set out to do…
They turn around one day and say, “Um, ok, so what’s NEXT?”
As my father-in-law said about our wives one time, “There just ain’t no pleasin’ em.
EC
April 29th, 2008 at 4:05 am
Some people’s biggest problem is the fear of failure.
If you try, you may fail. This is too much for some people.
Very often the idea of failing drives the car from the back seat, while the hapless individual blames the road and the car itself, in denial about their extra passenger.
Only when you confront your fear can you regain control of the vehicle. Many people never had control of the vehicle in the first place. Fear can be a crutch itself. And after fear comes blame. He’s often in the passenger seat with a map, so you can blame him where for taking a wrong turn.
Ride alone. If you can see the true nature of things, you have a much better chance of getting somewhere useful and beneficial.
People don’t become jaded. They start off jaded and grow into the role.
April 29th, 2008 at 8:27 am
Failure is OK. It happens all the time. It doesn’t mean one should be complacent, but if one is then you have to wonder about the level of dedication. But not trying at all… that is unacceptable.
You have to have a plan. Many bands/musicians/songwriters never plan beyond their CD, as if having them in their closet is somehow the goal. Music is joy, inspiration, and liberating - but it is also work if you want to do it for a living. So you have a band and a CD. Now what?
I know that some people *think* they really want to be career musicians, only to unconsciously sabotage their own efforts because what they really find joy in is playing in front of people, but they dread having to do any of the other work that comes with being a professional musician.
Some one mentioned fear. Fear is the forerunner of failure. Don’t TRY to fail. Close your eyes, take a deep breath, open you eyes again and JUMP. Geronimo!!!
April 29th, 2008 at 9:12 am
Jan needs a break for a while. Everyone has been where he is. And the most miserable people I know of are those who have had a taste of success (winning a Grammy — producing multi-platinum records) and today can’t get arrested or acknowledged by their peers — or in their cases get paid handsomely for their efforts and they are tired, over worked and frustrated though they tell me they’re “just keepin on keepin on.” Derek shed his old life for a new one. I started my music career again after a 2 decade hiatus. And now at Jan’s age, I’ve recorded 4 CD’s had two charted singles at AC radio and am still looking for that one business partner who will make all of this “worth while” because in the music business, success is evaluated by how much money you make. Period. (ask my friend if he’d rather have the Grammy or a million bucks in his retirement account) But while I’m looking, I’m still thinking that perhaps I’m here for purposes not yet known to me. In the meanwhile I’ve hired my daughter to take over as my manager–she wants a career in artist management and graduated with a degree in music business managment, and I figured she might as well experiment on my career. She’s started a TrueHeart myspace page, booked months worth of gigs, found a PR firm, found an established artist management firm, so maybe my gift for songwriting and singing wasn’t given to me for my own purposes, maybe I’m here to help her find her way through the music business. Or maybe I’m suppposed just to write this blog and tell Jan to be gentle with himself, take some time off and step away for a while. Its tough, I know from personal experience, but it’s worth it.
April 29th, 2008 at 8:22 pm
Derek,
You should write a book!!
I love this piece of advice - artists come to me all the time looking for a manager - unless you’re making enough money where you can afford to pay someone 15-20% of your gross income, you need to manage yourself.
And most booking agents will only work with acts signed to major (or decent sized indie) labels. Unless you have a big touring base.
Something to think about!
Jennifer Yeko
True Talent Management
http://www.truetalentmgmt.com
April 30th, 2008 at 12:20 am
You are so correct. Specificity in defining one’s goal/desire helps to focus one’s attention toward obtaining results and exactness.
May 3rd, 2008 at 3:52 pm
Mister Sivers
Thank you for being.
Thank you.
Thank you.
Thank you for all you do.
Peace
Kemo
May 4th, 2008 at 10:25 am
Nail on the head with that one!
Before you can arrive you must know where you’re going. Once you figure out how to get there the fun of the journey can begin.
May 6th, 2008 at 9:01 am
Indeed Jennifer, that is my conclusion too, which sadly for me means a lot of self management. Nonetheless that provides focus for any small band to think commercially and self manage until the point that they generate enough income to spare 15-20% for a manager. Getting to that point is a test in itself of the entire band’s operation.