What Are Literary Managers Looking For?
We had the pleasure a couple weeks ago of having film manager Kevin Nicklaus join us for our January Power Hour. He talked to us about adapting IP for screen (his expertise) as well as the process of working with and finding a manager. For those who don’t know, Kevin works with A-list directors, oversees top-level projects, and has made major contributions to award winning films such as the Emmy-nominated Roots. Knowing that finding representation is top of mind for many of the filmmakers in our community, I found his insight profound and wanted to share.
It might be a broad question, but it’s the one we’re all asking: what is a manager looking for? The first thing you need to remember is to keep your power as a filmmaker. You aren’t just looking for someone to pick you or prove that you are good enough; it is critical that you understand you are an active part of deciding if the manager is right for you. Like you, they have their own skill sets, interests, niches, relationships, and experience, so it’s important to approach this situation knowing what it is that you need, want, and who you are, to best benefit your creative endeavors. It’s common in artistic pursuits to fall for the idea that if you have a manager, no matter who that manager is, that success will come to you. This is far from the truth. Actually being stuck in a professional relationship with the wrong person can actually do more harm than not having a manager at all.
So, what are managers looking for? It’s a given to have both your portfolio polished and goals clear, but Kevin shared four facets that get his attention:
1- Character/Attitude
2- Realistic expectations
3- Raw talent/Voice/Vision
4- Does he (the manager) have the connections and strengths to help you
“You can’t make someone ambitious,” Kevin noted, “so I look for someone who is a go-getter and a hard worker.” In this hurry-up-and-wait business, managers are in dire need of someone who is reliable, has a great attitude, and capitalizes on opportunities. I found it very intriguing the way Kevin discussed the manager-client relationship, and learned that a legitimate concern a manager has is being left hanging by a client after they felt they extended a branch to help that person. A client doing poorly and not delivering doesn’t just make the filmmaker look bad, but the manager as well and jeopardizes that manager's trusted relationship that got the filmmaker in the door in the first place.
Secondly, Kevin touched upon having realistic expectations. Managers are not looking for someone who thinks success is easy and the timeframe to get there is short. They are looking for someone with reasonable expectations, knows honestly where they are in their career as an artist and thinks realistically within the reality of our industry. If someone is expecting to win the Oscar or be placed in a writer's room tomorrow, it is only setting the manager up for failure with unrealistic expectations. Kevin told us how “wins are smaller and wins are fewer these days,” so having someone approach this conversation already having this expectation speaks numbers to your understanding of the industry and makes you a more attractive client.
It might feel daunting when people bring up talent, but it's because this is completely assessed by the manager and out of your hands. Your talent ultimately lies in the unique voice, perspective and color that shines through in your work. Each project you’ve made is something special and that alone brings something interesting to the table. Always be yourself, because your work will reflect you as an artist. Managers will recognize that, and when you and your project reflect one another, it helps a manager like Kevin “dig what you say and how you say it.” Trust your work and yourself– you are talented, and the right manager will see that!
The final aspect - does the manager and their team have the connections, relationships and network to set you up for success? This is where your research comes in to determine if they really are capable of partnering with you to advance your career to the next level. If they specialize in comedy yet you write sci-fi, probably not a fit. If they focus on diverse voices and undeserved audiences and you do not fit the bill, probably a sign to look elsewhere. You get it.
What I have learned over the years is that your relationship with your manager is a partnership. You will be working together closely, so make sure it’s someone you love working with, that you know has your back, and understands your goals. It’s not just about what the manager is looking for– remember what you want and need too. The key to success is finding someone who embraces all that makes you unique as an artist... well, because you deserve that!
