The Risk of Free

Photo via flickr

Some time ago I had a conversation with a theatre manager who had expressed an interest in TRG’s ticket pricing counsel.  The more we talked, the more agitated she became.  She nervously offered that her artistic director would NEVER allow pricing strategies like this happen at her theater. I, laughing, joked, “Oh my.  Your artistic director is a socialist?”  With great seriousness, she replied, “Absolutely not!  He is a communist!  He believes that every ticket should be FREE!”

The argument surrounding free and deeply discounted tickets has been around forever. The Dallas Museum of Art kicked off another round of conversation when they recently announced their decision to provide everyday free admission to everyone.  Museum memberships will also become free, with visitors actively encouraged to join using a very slick electronic system located at entry points to the museum.

Profile in Bravery

Sharon Gersten Luckman.
Photo by Paul Kolnik.

TRG President Jill Robinson and I recently hosted an online webinar entitled “Make Time to Make Money.”  Our central thesis was the need for arts managers to stop trying to do everything and focus on those strategies that can truly move the institutional needle of success. 

Based on considerable feedback, one of my closing remarks apparently hit a nerve for many participants when I admonished the group to “Be Brave.”  Because organizational and industry needs are so great (and feel more dire with each passing week), insignificant or incremental change simply will not get the job done.

It was in that context that I received an invitation to attend a celebration honoring Sharon Gersten Luckman who is retiring as Executive Director of Alvin Ailey American Dance Theater.  When reading the invitation, it hit me.  Sharon is the perfect example of what I had in mind when describing bravery on the front lines of arts management. 

First, a bit of background.  The Ailey company is a genuine national treasure.  They are big, influential and driven by a powerful brand based on artistic genius, a storied tradition of excellence and the deep passion required to create a uniquely great American institution.