The club business is a world of constant turnover. It seems like every week managers and boards change. With new faces showing up in management positions reviews of existing contracts quickly follows and often the first thing to get cut are “frivolous member events.”
Every so often, and usually in waves, I receive emails and calls saying that the previous GM, president, or event director is no longer at the club and they now want to cancel the event they had booked me for. While my contract states that the contract is valid once signed, no matter their current employment at the club, clubs still ask to cancel the contract.
I try my best to be the easiest person to work with and I totally understand why the cancellation is happening. With that being said, based on my experience, here are my thoughts.
– First, if the event is within a month and it has already been promoted to your membership, keep it on the books. It’s bad business to cancel last minute and your members are most likely excited for the show. On occasion, the show will be booked and the manager will be gone before the show gets promoted. What that happens, we cancel last minute and the deposit gets applied to a future booking (within a year).
– New managers usually write: “the person that signed your contract is no longer here and they shouldn’t have signed it in the first place.” There is no reason to say this. You had a change of management but the employee did have the right to sign it – it is just that they’re no longer at the club. Rather than pass the blame say “we have had a change of management and we are reviewing all previous agreements. We would like to cancel this event as it no longer falls within our vision.” When it’s presented with understanding and respect it’s much easier to say “sure!”
– Often when a show is cancelled it’s because the new manager doesn’t understand what it is and why it costs so much. Management is often concerned that the unknown booking will be bad and give them problems. Reach out… ask questions… and before you say no, understand why there was a yes in the first place. Your previous manager did not make a mistake – they booked something unique for your members to enjoy. The change in management does not change the experience of the membership… so keep the event… you get the credit for your predecessor’s work!
– New management looks at cost above all else. It’s usually the reason they were brought in. If you just look at the cost and don’t take the time to reach out and ask questions, your members are losing out. Take a moment and realize that the show was booked for a reason and the P&L can often be supplied or at least justified.
– Personally, I believe in strong working relationships and I always try my best to do what’s right, even if it’s not the best business decision financially. A cancelled show often means I lose out of travel costs and the date is usually hard to get booked again, but being easy to work with is what I would rather be known for. Don’t come guns blazing. Be kind, nice, and understand that cancelling a show will severely impact your performers schedule, income, and time. These things happen but it’s always easier to be nice, kind, and understanding.
Michael Gutenplan is the Top-Rated Mentalist for corporate events and private clubs. He is a Third Generation Psychic and has been named “Top Event Entertainment” & “Best Club Entertainment.” He provides Extraordinary Entertainment for Amazing People.