All Access - Consultant Tips

Joel Raab has an extensive background in radio programming, consulting and management. His major market experience began as an air talent in Chicago. From 1978 – 1985 he programmed the leading Country stations in Pittsburgh, Cleveland, and New York.

In August of 1985, Joel Raab formed his own radio consultancy. He specializes in programming and marketing for Country formatted stations. Present clients include radio stations owned by most of the major broadcast groups.

A graduate of Northwestern University, Raab’s experience includes consulting the Mutual and MJI Radio Networks. He currently serves on the Agenda Committee of the Country Radio Seminar, and spoken at both the CRS and NAB Programming Conferences on many occasions.

Joel Raab lives in Newtown, Pennsylvania with his wife, son, and daughter and can be reached at (215) 750-6868 or JoelRaab@aol.com.

"NO BS GUIDE TO SURVIVING AND THRIVING IN A CONSOLIDATED WORLD"
by Joel Raab

Stop Whining About The Old Days. They're gone and that's okay. The new day is better for talented people. There's more opportunity for the best of the best.

Learn About Sales.Companies are under more pressure than ever to make their numbers. The better you understand what your GSM's concerns are, the better you can manage the air sound in a way that can better satisfy programming and sales.

Become An All-Star Player At Several Positions. Being asked to wear a few hats? Join the club. It doesn't matter what size market.Everyone is being asked to do more with less. So be creative and challenge yourself to master multiple skills.

Learn About Another Format Or Two.Study them. You may be called upon to program another station in your cluster. Air talent: You may be asked to voice-track other stations in your company. The opportunity to make more money exists. The person who can pick up another ball and run is more valuable.

Learn About NTR (Non-Traditional Revenue).The more involved you are in bringing more bucks to your station, the faster your climb up the corporate ladder.

You've Been Sold! Don't jump ship right away. Things might be better and there might be more opportunity with a new owner. I find good programmers and air talent are the leastvulnerable in station sales and trades.

Everyone Isn't Buying Everyone Else.New companies are starting all the time (examples, NextMedia, Aurora). Consolidation will breed spin-offs and new companies. Just watch and see how many stations from the Clear Channel/AMFM merger get spun off to other companies.

Don't Gossip:Do keep your ears open to what's going on so that you can be open to opportunities within your company. In the case of gossip it's better to receive than give.

Make Your Boss Look Good. Every boss needs an ally to help him/her ride to the top. More often than not, the boss you help to look good will help you ascend the corporate ladder.

Keep Negative Talk Behind Closed Doors.You need to vent sometimes. Tell your spouse, someone you trust outside the station, whatever. Get it off your chest, get over it and present a positive front to co-workers. The person who complains about his own company to other employees will not last long.

Be Proactive: Present Solutions, Not Problems:It's always best to be prepared with a Plan A and a Plan B before approaching your boss with a problem. Your GM or PD may have multiple stations to worry about, and the more you've already got handled or figured out, the better off you will be in his/her eyes. Some solutions may cost money, but if you can justify the cost and show how the expense will make money, you're halfway there.

Be Flexible.The paradigms have shifted. If you don't get on board the train, you'll get run over.

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