It’s Not the Business Model T H AT I S B R O K E N Vincent VanVleet Managing Director, Phoenix Theatre
“There is much discussion recently of the non-profit arts business model being broken. Some even suggest it is dying. While many things about how organizations operate should be put to rest, I believe there is a growing insurrection to challenge the status quo of how our field can work.” A year ago, I sat through a presentation at a national theater conference and listened to a self-described “fixer” talk about why he’s “successful.” The fixer proclaimed, “I’m the guy you call when your non-profit arts organization is bleeding out. When I lop off the limb and put a tourniquet on it, I don’t feel bad. Yes, it puts people out of work, but they put themselves in that position in the first place.” It’s this mentality that Simon Sinek refers to in his book Leaders Eat Last when he puts forth the idea that sometime post-1980 the United States entered an era of “profits ahead of taking care of people.” I don’t personally subscribe to this kind of “leadership.” Quite the contrary, I think our work at Phoenix Theatre is the antidote to that philosophy. It is well known that companies with great cultures prepare their people for success and they win. Time and time again. Companies that prioritize money over people may soar for a while. However, the inevitable happens, and profitability slows down, silos develop, and decision-making moves from
Vincent VanVleet joined Phoenix Theatre 21 years ago as a young Actors’ Equity Association stage manager from Chicago. The theater had been in a steady decline for years and was deeply in debt with very little money in the bank. With artistic and operational leadership in chaos, a new Artistic Director came on board the following year. Ironically, his first show was How To Succeed In Business Without Really Trying. Vincent credits this tough initiation with teaching him the value of teamwork, commitment, and focus. Vincent rose through the ranks to Production Manager, General Manager, and finally Managing Director in 2010 – a promotion conferred by a panicked board following the depths of the 2008 economic collapse. He inherited three years of consistent missed revenue goals so his immediate focus was on improving ticket sales. Since 2010 and in consultation with TRG Arts, Phoenix Theatre has experienced unprecedented growth, with a 256% increase in single ticket sales, a 167% increase in ticket revenues, and a 94% increase in attendance.
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