4 Success, Case study, page 43

Universal Communication negotiating team

Priscila Muoz-Juan Luis Vega
1. Total value:
50M +20M if they win European Cup. Max: 70M
2. Timing of payments:
Divide the payment in 3 parts, at the signing of the contract, at
the middle of the tournament and at the end of the tournament.
3. Advertising:
Four huge billboards at the sides of the goal and companys logo
on flags at the entrance.
4. Control of player and club activities:
Logo on the official jersey
The players cant assist to social events in which the main
sponsor is a company competition for us.
They need to be our image for the company (The two top goal
scorers and the goalkeeper)
5. Control of spectators:
Exclusive membership
Frequent clients of our company will have access to autograph
signings and coexistence with team players.
6. Kensington football boots:
In order for us to continue the deal, we should include the boots
made by the Sprint plc firm.
7. Other commercial opportunities:
Should promote the company in their social media (Facebook,
Twitter, etc.)
That on the official webpage of the team, there is a direct access
to our official website via a button.
8. Fringe benefit for players:
What we offer to the players in summary is that:
A car with the company logo at the best player of the team of
each month, the supporters of the team will choose the best
player of the month through feedbacks in the official website of
the team. (2 times is the maximum a player can win, and cannot
be two months in a row)
The best media for press conference of the team, recording
team training, so supporters of the team feel more identified
with the team and know what happen during the training.
9. Other points:
We know that this football club is about to sign a new player that will
cost, so we offer to help with a financial contribution of $5 million, to
facilitate negotiation with the new player that will cost approx. $20
million.