This episode is called "Buying and Selling, Part 2" and our guest panelists, Sherryl Clark and Peter Van Steemburg pick up the mantle from Adam Kolbrenner's Buying and Selling, Part 1 podcast and add their nuanced and experienced thoughts.
Sherryl Clark – President of Production, The H Collective
Peter Van Steemburg – Vice President of Acquisitions & Production at the Universal Pictures Content Group
This is the episode where Peter and Sherryl discuss the perspective of a buyer and a seller. We learn about the buyer's curatorial eye and the seller's entrepreneurial and indefatigable spirit.
We talk about the art of putting together "a seller's package and how to carefully balance the presentation and how oftentimes it's just the script that is needed. Do you add the cast, director and budget to the script or does the script stand on its own? How do you build a list for the right place to send your project? How do you partner with another producer or company and not compromise your vision?
We speak about how time, relationships and reputation will almost always get you entrée to the buyer or the seller and oftentimes, assistants and junior reps are the unsung heroes and strong advocates of student films and festival offerings. If a script does not get made right away, always remember good is good and its time will come.
Other enticing tidbits include: Don't overstay your welcome on someone's phone sheet and just as important, how do you get in the room where it happens and what do you do when you are in the room. You don't want to miss it!
- #Entertainment
### Key Takeaways:
1. Understanding Roles: Clark and Van Steemberg discuss the distinction between being a buyer and a seller in the industry. Clark states, “It really is just a passion for what you're doing and how to put those pieces together.” It's critical to have a mindset geared towards entrepreneurship, whether you're selling scripts or creative ideas.
2. The Importance of Networking: The hosts stress the value of relationships in this business. Clark poignantly remarks, "It's time and relationships... it's not screwing people over." Building a trusted network is vital for getting access to opportunities and support for projects.
3. The Art of Pitching: Preparation for pitching is underscored as crucial. As Malanaphy points out, being well-researched about the company and its recent acquisitions can make a significant difference. “If your email plan is to email cold anyway, then your script's automatically going to go to the bottom of a list,” she advises.
4. Packaging Projects: The panel examines how much packaging is necessary when presenting a project. Malanaphy reflects on her experiences at Blumhouse, noting, “We preferred things that were less packaged... just as a script was great,” highlighting how creative freedom and trust in the filmmaking process can create better outcomes.
5. Navigating the Market Landscape: Van Steemberg gives an overview of how independent financing differs from studio approaches. “You’re going to prioritize those people that are advocates that you believe in,” he says, emphasizing the need to pitch projects to those aligned with the material's specific genre and sensibility.
### Significant Moments:
- Clark shares her personal journey, revealing that her first job was as an assistant at Disney TV Animation, leading her to a career that has included producing significant projects like *Cloverfield* and *Star Trek*.
- Van Steemberg discusses the difficulty of pitching in the current climate, pointing out the need for clarity in budgeting: “The difference between two million and six million is sometimes greater than like 20 to 30.”
- A particularly enlightening listener question addressed the challenge of unsolicited submissions, with the panel suggesting that having an advocate to champion your work can substantially improve chances of getting read.
### Actionable Insights:
- Seek genuine connections within the industry by attending festivals and events to build a reliable network of advocates who can support your projects.
- Be prepared to differentiate your pitch based on the specific needs and recent trends of the company you’re approaching.
- While seeking financing, always have a clear understanding of your budget and potential financing incentives, as they can significantly affect the project's viability and attractiveness.
Listeners interested in navigating the complex buying and selling landscape in entertainment will find this episode invaluable. It encapsulates the essence of building relationships, understanding market dynamics, and the art of negotiation, all crucial for success in the industry.
For more insights and future discussions about the intricacies of the entertainment industry, make sure to follow us on our social media platforms and visit our website at catchabreakpodcast.com.