Business Management in the Art World

The school offers art professionals an exclusive opportunity to enhance their business practices within the art world.

Addresses key issues such as strategy, financial management, marketing, operations as well as governance and leadership. Aligned with the Institute’s ‘hands-on’ approach, participants gain insight into the latest thinking in business management via lectures, panels, interviews, case studies and practical sessions. Invited speakers include both academic faculty and renowned business leaders in the field.

Timetable:

4 January: Managing a Business
9:30 Welcome and Introduction
10.00 – 11.15 The State of the Art Market Today
Marek Claassen, Director of Artfacts.Net
11.30 – 12.30 Evaluating Business Models – Ensuring Sustainability and Growth, Dr. Iain Robertson, Head of Art Business, Sotheby's Institute of Art
12.30 – 14.00 Lunch
14.00 – 15.15 Strengthening Business to Improve Performance
Dr. Iain Robertson, Head of Art Business, Sotheby's Institute of Art
15.30 – 17.00 Panel: Founders of Art Businesses – Lessons and Learnings, John Martin, Gallery Director and Founder of the Art Dubai Fair
17.15 Reception

5 January: Strategy
9.30 – 12.30 Strategic Thinking and Analysis
Joseph Lampel, Professor of Strategy, Cass Business School
14.00 – 15.30 Case Study: Saffronart.com, Harvard Business School Case, Joseph Lampel, Professor of Strategy, Cass Business School
15.45 – 17.00 Staying on Target

6 January: Marketing
09.30 – 12.30 Building Strong Brands in the Art World
Dr Caroline Wiertz, Faculty of Management, Cass Business School
14.00 – 15.30 Case Study: Frieze, The Business of Contemporary Art:
The Evolution of the UK’s Leading Contemporary Arts Magazine and Fair
Dr Caroline Wiertz, Faculty of Management, Cass Business School
15.45 – 17.00 Acquiring and Retaining Customers
17.15 Reception

7 January: Financial Management
10.00 – 11.15 Financial Structure: P&L, Cash Flow and Balance Sheet
Sarah Thelwall, Consultant and Strategist in the Art Market and the Creative Industries
11.30 – 12.30 Redefining the Financial Strategy
Sarah Thelwall, Consultant and Strategist in the Art Market and the Creative Industries
14.00 – 15.15 Workshop: Financial Analysis of an Arts Business
Sarah Thelwall, Consultant and Strategist in the Art Market and the Creative Industries
15.30 – 17.00 Interview: Mummery + Schnelle Gallery
Andrew Mummery and Wolfram Schnelle, Co-Directors

8 January: Operations & Leadership
10.00 – 11.15 Operations: The Pulse of a Business
Clive Lord, Chief Operating Officer, Sotheby’s
11.30 – 12.30 Creating Value through Processes
Clive Lord, Chief Operating Officer, Sotheby’s
14.00 – 15.15 Understanding Governance and Its Potential
15.30 – 17.00 Panel: Harnessing Leadership Skills and Strengthening Team Management

9 January: Legal & Negotiations
10.00 – 11.15 Art Law – The Practical Issues
Anna O’Connell, Solicitor Consultant, Klein Solicitors
11.30 – 13.00 Negotiations Workshop: How to Leverage Influence
Julian Radcliffe, OBE, Chairman of the Art Loss Register
14.15 – 15.30 Looking to the Future: Growth Prospects for Art Businesses
15.45 – 17.00 Discussions and Next Steps
Sarah Thelwall, Consultant and Strategist in the Art Market and the Creative Industries
17.15 Reception