Entity Dossier
entity

Sean

Strategic Concepts & Mechanics

Signature MoveCalm as a Weapon at the Negotiation Table
Signature MoveCollect Relationships Like Intelligence Assets
Signature MoveGifts That Outlast the Commission Check
Identity & CultureConsensus Hiring, Two Promotes Per Import
Cornerstone MovePackage the Elements, Then Force the Bid
Identity & CultureMailroom Encyclopedia Before Anyone Else Wakes
Competitive AdvantageBe the Outlier in a Multiplayer Contest
Operating PrincipleTreat Every Client as a Corporation
Signature MoveThousand Letters a Year, Zero Left Unanswered
Cornerstone MoveNo Fee Letter, Just Trust—Then Name Your Price
Decision FrameworkNever Promise a Name You Can't Deliver
Cornerstone MoveOrchestrate the Room Before Anyone Sits Down
Signature MoveCars in the Garage Before Dawn
Risk DoctrineNo Written Contracts, No Anniversary to Leave
Relationship LeverageThe Ten-Minute Watch on the Desk
Strategic PatternMirror Their Culture, Not Yours

Primary Evidence

"This became the pattern for how I’d sign a star: start by politely criticizing his choices; tell him he needed to see and choose better material and better directors; promise him both. I made no promises that he’d work with specific talent, because the easiest way to lose a client is to make a promise you can’t fulfill; the client always remembers. Sean didn’t ask which of our directors and actors I thought he should be paired with, which was fortunate, because we didn’t represent anyone of his stature. If he had asked, I’d have said what I often said in those days: “The creative talent that’s right for you.”"

Source:Who Is Michael Ovitz?

"I flew to England a few weeks later to visit Sean on the set of The Great Train Robbery and to cement our partnership face-to-face. But I never asked him to sign a letter of engagement. I thought written agreements were not just overrated—because clients could void them if they went ninety days without work—but downright counterproductive. With no papers to renew, our clients had no anniversary to jog them into thinking about leaving us."

Source:Who Is Michael Ovitz?

Appears In Volumes