Bridge the Gap: Helping Silicon Valley Successfully Sell to and Partner with Hollywood May 29, 2008

THE PROGRAM:
Technology companies offer solutions that could benefit Hollywood NOW …. but why does it take forever for deals to be done? The answer boils down to cultural differences: language, standards, behaviors and business models that make the technology and entertainment worlds as different as Mars and Venus. When trying to work successfully with Hollywood, it is key that you understand how to make the entertainment entities really understand the value you have to offer. Knowing how “The Business” really works will open more doors of opportunity, saving you money, resources and time-to-market.
This one-day intensely interactive program, presented by working Hollywood subject matter experts, Really Useful Information, Inc. (RUI), and the University of Southern California’s top faculty, will equip you with the tools you need to start working smarter and more successfully immediately. You will hear from those who have successfully sold into Hollywood and learn first-hand what works and what doesn’t. This program will offer applicable, actionable information that will prepare you to work with Hollywood successfully.
Please see the website for Program Schedule:
http://www.marshall.usc.edu/execed/programs/management-and-strategy/bridge-the-gap.htm

PROGRAM OBJECTIVES:

* Learn how the Hollywood system works and how to effectively navigate the waters

* Learn how to package your technology to be understood and to win business
* Hear what sells… what does not… from the point of view of agents, studio buyers, and creative executives
* Understand how to create valuable partnerships in the media and entertainment industry
* Understand the power of persuasion as it relates to the media and entertainment industry



TOPICS:

* Success Secrets for Bridging the Gap from Someone Who’s Been There

- Hear from a successful executive who has bridged the gap between digital technology and entertainment

* Understanding the Hollywood Culture

- What makes Hollywood so…Hollywood

- How do you make the entertainment companies understand and buy into what you have to offer

- What you should absolutely NOT do when talking to entertainment folks

* Condense Your Sales Cycle

- How to access the decision makers for technology products and services

- How do you get the right meeting

- What are the key differences between business units (Motion Picture, Home Entertainment, Television, etc.)

- How do the international aspects of these businesses create new opportunities

- How to navigate through the business units

- How do you initiate, foster, and complete a transaction with entertainment companies

- How do you move your deal to the next stage in the sale cycle

* How to Develop and Nurture a “Hollywood Partnership”

- What is a “Hollywood Partnership”

- What are the right questions to ask before entering into a relationship

- How to find out where each studio is currently regarding their digital platform strategy

- How do you learn what is and is not working for them

- What differentiates the successful relationships versus the failures

* Pitch-Plus: How to Convince the Hollywood Culture

- How do you best pitch and present ideas to Hollywood companies

- How is Hollywood persuaded differently as compared to other industries

- How to overcome objections

* Networking Lunch

- Sit with Hollywood experts…discuss the tricks of the trade… and see if you if have common interests

FEE: $625