The Leadership Letter

Real correspondence from the people running real companies — and what it reveals about leadership.

When Two Teams Both Have Leverage, You Need One Voice

If your sales team and your operations team are both hitting the same customer with different asks, you don't have a strategy — you have a turf war.

From: Mark Campana, April 18, 2019: "I caught wind of this last Friday and Bob went to the touring team yesterday, told them to work with me going forward on what we are doing with the individual buildings. Brad as it turns out not only was asking for more money which he intended on sharing with the artist, he also was attacking the AXS venues to dump AXS and drop in TM. Thus the call you got. I have been coordinating through Omar where we need the touring guys to 'Lean' into a venue in support of what I am pressing for in rebates and deal points. I know that he also sent Brad specific email telling him to stop his Lone Ranger approach to beating up venues."

From: Michael Rapino, April 18, 2019: "I don't get this Bob. How can we drive a central arena per head charge and then let Touring go rogue asking for $3?"

From: Irving Azoff, April 18, 2019: "Buildings are confused on how to respond. I told them I would get guidance from you guys but they are just going to turn around and call their locals for reduction in their Live Nation rebates. Shouldn't this be handled by you guys just like you do with Eagles?"

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Court Exhibit
United States v. Live Nation Entertainment, Inc. & Ticketmaster L.L.C.
1:24-cv-03973 (NYSD), Doc. 1252-18, filed 2026-03-18
April 18, 2019
Public domain
View the primary source →