The Art of a Drew Rosenhaus Negotiation
NFL super agent Drew Rosenhaus is the master of the high profile sports deal. Love or hate him (and pretty much anyone who isn’t his client hates him), the man gets business done.
Ever wonder how he does it?
This blurb from Two Bills Drive columnist Lori Chase offers a great visual of what a Drew Rosenhaus negotiation looks like when he’s not working the cameras.
“It just so happened that we were looking at a third running back at the time named Kevin Jones who happened to be a Drew Rosenhaus client. I was actually having dinner with my wife on Friday evening, and Drew called and said, ‘We’d be interested in coming up and having a discussion.’” [Buffalo Bills COO Russ] Brandon knew booking them on a commercial flight was out of the question, so he called in a favor from a friend with a private plane.
“We flew down, picked up Owens, and were back here in our office by about 12:30. One thing about Drew Rosenhaus, he hardly ever wears a tie. But he had a tie on that day, and I said, Why are you wearing this tie, he said, because I think we might be doing a press conference.”
Here’s what I love about this story:
- Brandon knew flying Rosenhaus on a commercial flight would attract unwanted media attention. That shows a keen awareness of the customer and the delicacy of a free agent acquisition. Pulling strings to get a private plane is also a great example of pulling out the stops to close the deal.
- Rosenhaus broke out of his typical pattern by wearing a tie. That shows confidence and commitment. He had a single focus: Get the deal done.
What are you doing to close deals? How can you be more like Drew Rosenhaus? How would being more like Russ Brandon help you be more successful?
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Scott Hepburn is a veteran PR and marketing professional. He blogs here about marketing, PR, advertising, journalism and social media.