Spring/Early Summer 2026
page 20
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Ken Mah meet-n-greet with fans.
been on the listening end of plenty of calls loaded with griping about lost deals.
So what can you do to make sure your deals stay intact and healthy? Well, in some cases you can’t. Budgets get cut, needs change. Sometimes it’s not your fault.
But what about when you see the writing on the wall – a shrinking staff or reduced marketing budget – and you don’t want to be low-hanging fruit for a cut? There are several things you can do to protect yourself.
KNOW EXACTLY WHAT YOUR SPONSORS WANT
First, understand expectations. Do they want a certain number of social media posts per month? With certain tags? On certain platforms? Is your guiding business more important than that? Or participation at activations and events? Sit down with your superior (ideally multiple superiors, if there are varying levels), and understand what they want. Then, if they don’t put it in writing, email them back explaining that “This is my understanding. If it’s not accurate, let me know asap so I fulfill my obligations.”
PROVE THE VALUE YOU BRING
Now that you know those expectations, prepare to document and quantify them.
Even if your sponsor does not require monthly, quarterly or yearly reports, you should be able to provide the “what have you done for my lately?” update at the drop of a hat. While you shouldn’t bombard your boss/es with unnecessary emails or calls, when there’s a major win, they should know about it. Stay in touch.
Recently I spoke to the pro staff manager of a major multi-brand corporation about why he’d dropped a long- term pro, a likely future Hall of Famer from the staff? It was simple, he replied: “I haven’t gotten a call from him in two years.” Even the best and most successful pros on the water can’t coast on the business side of things.
On the flip side, I once asked another exec why he kept a particular pro on the team. That angler rarely finished above 100th in the Opens, didn’t have a substantial social media presence (granted, it was before the social platforms became so central and essential): “He shows up any time I ask,” the boss replied. “And he has a documented history of moving boats.”
NUMBERS NOW MATTER MORE THAN REPUTATION
The old days of guessing and puffery are over. Now, measurables are the deal, and if you can’t provide them then some YouTuber probably can. How many followers do you have? What is their engagement level? How much product are you directly responsible for moving? If you can’t answer those questions, and don’t have a detailed plan for improving the numbers, you’re wasting your time and someone else’s budget.
Whether you’re a full-time pro or an aspiring pro, you likely got into the game because you loved to fish, with promotions at best a distant second passion. If you’re treating this as a business, treat it as you would any other – hire professionals where it is affordable and will help you. Whether it’s a webmaster, SEO specialist, social media expert or cameraman, these expenses, exercised wisely, will help you achieve the reportable milestones you need to achieve.