Getting Acquainted with the Talent

• Tell us briefly about the talent or property you represent, focusing on public recognition and signature attributes.
• Which of the following best describes how licensing has been handled for your talent or property up till now? Options: No formal process, deals handled case-by-case, Informal advisor or manager reviews deals, Law firm handles contracts only, We have a written but unmanaged licensing plan, We have a managed program with an external partner
• How often do unsolicited partnership inquiries arrive to your team, and through which channels? Options: Several times per week, Weekly, Monthly, A few times a year, Rarely
• Describe any recent deal for your talent or property that felt like a good match and why.
• Who on your team currently reviews or signs partnership proposals? Options: Other, Talent manager, Estate executor, Business manager, Outside legal counsel, No dedicated person

Where Your Brand Value Lives

• Where do you think most of your talent or property's licensing value is hiding, and why might you be overlooking it?
• List the product categories that have historically generated the most fan interest or organic demand for your talent or property. Options: Apparel, Footwear, Accessories, Beauty and personal care, Home goods, Collectibles, Toys and games, Food and beverage, Electronics and accessories, Publishing and media, Other
• How would you rank your talent's distinct visual or narrative elements that must appear on licensed products? Options: Very important, Important but optional, Nice-to-have, Not necessary
• Which examples of comparable talent or property licensing give you confidence your brand can scale, and which give you caution?
• If one product category could produce meaningful royalties for your talent or property within 12 months, which would it be and what would stop you from pursuing it?

How Partnership Inquiries Reach You and What Follows

• Walk me through the last unsolicited partnership for your talent or property that landed on your desk and what you decided.
• When a partner reaches out to your team, what information do they typically provide and what is usually missing?
• Have you previously rejected offers for your talent or property due to brand-fit concerns, and can you share a concrete example?
• Who on your side has taken the public blame when an unauthorized or poorly aligned product went live? Options: Talent manager, Estate executor, Business manager, No one publicly acknowledged, Other
• What single failure from a past partnership for your talent or property would make you refuse this kind of representation outright?

Category Fit and Priority Bets

• Point to the product category you believe is most under-monetized for your talent or property and explain why it has been tolerated.
• Name the product categories you consider off-limits for your talent or property and the exact reasons. Options: Apparel, Footwear, Accessories, Beauty and personal care, Home goods, Collectibles, Toys and games, Food and beverage, Electronics and accessories, Publishing and media, Other
• Approximately how many active or recently closed deals exist inside each of your top three categories for your talent or property? Options: 0, 1-2, 3-5, 6-10, 11-20, 21+
• Would you accept limited exclusivity for your talent or property in a single category if it delivered higher guaranteed royalties? Options: Yes, with strict terms, Yes, but limited duration, No, never, Depends on the category
• If the seller could secure a lead licensee that guarantees placement and royalties in your highest-priority category, what must be true for you to sign within 30 days?

Protecting the Brand, Practically

• Recall the last time your approval process failed to stop a product or execution, and what it cost the brand.
• In the past year, how many product approval requests for your talent or property were escalated to legal? Options: 0, 1-3, 4-10, 11-25, 25+
• Recall a product or execution for your talent or property you wish you had blocked and explain why.
• Point to the approval workflow steps that feel most time-consuming or uncertain for your team today. Options: Initial concept review, Design review, Materials and sourcing vetting, Legal clearance, Packaging and labeling review, Final sign-off
• What single approval failure or brand exposure for your talent or property would make you pause a representation agreement immediately?

The Other Paths You Are Weighing

• Sketch the other options you are considering for licensing support for your talent or property and why each feels viable.
• For your current approach to remain viable, which conditions must be met? Options: Clear royalty tracking and reporting, Faster approval turnaround, Higher guaranteed minimums from partners, Stronger licensee vetting, Increased internal headcount
• Has anyone inside your organization proposed building an in-house licensing function and who would lead it? Options: Yes, with a named leader, Yes, exploring but no leader named, No one has proposed in-house, Other
• Select the arrangements that currently cover your licensing or partnership work. Options: In-house manager, Estate office handles, External agent or agency, Law firm handles contracts only, No formal arrangement, Other
• Specify the minimum outcome a vendor must guarantee for you to switch from your incumbent option within 90 days.

Can Your Team Run This?

• Assume the program requires royalty reporting and collections, who on your team owns finance and access to historical royalty records? Options: CFO or finance team, Business manager, Talent manager, Estate executor, No one centralized, Other
• Where does your team store brand assets, product spec templates, and existing agreements today? Options: Shared cloud storage, Digital asset management system, Email and folders, Law firm or trustee vault, No centralized storage, Other
• Do you have a dedicated approvals inbox or product-review workflow, and if so which best describes it? Options: Formal workflow with tracking, Informal inbox monitored ad hoc, No dedicated approvals process
• Select the internal stakeholders who must sign off on a new representation agreement. Options: Talent manager, Business manager, General counsel, Brand manager, Estate executor, Finance lead, Other
• Identify any regulatory, estate, or rights-holder approvals that could stop a licensing program from launching.

Decision Triggers and a Practical Pilot

• Would you consider a short pilot focused on one category for your talent or property to validate demand, and what success metrics would make that pilot a win? Options: Yes, and metrics should include sell-through and royalties, Yes, and metrics should include approvals speed and quality, Maybe, need more detail, No
• When would you want a first review of the proposed category map and target licensee list for your talent or property? Options: Within 1 week, Within 2 weeks, Within 1 month, Within 2 months, Unsure
• Pick the timeline that best matches your expectation for onboarding and first outbound outreach. Options: Onboard in 2-4 weeks, Onboard in 1-2 months, Onboard in 3-4 months, Longer than 4 months, Unsure
• Tell us how you prefer progress to be reported and which cadence feels least disruptive for your team. Options: Weekly email summary, Biweekly call, Monthly report, Dashboard access only, Ad hoc updates
• Name the person on your side who can approve a full representation agreement and indicate the expected signing timeframe.

• Licensing Program Experience Session

• Orientation, end-to-end licensing program
• You confirm the stated current-state problem and agree on the measurable costs it creates.
• Run a licenseability review on the two provided inquiries and deliver a written assessment with suggested category placement, approval rules, and a projected royalty range before the follow-up session.
• You confirm that the demonstrated scenario workflows eliminate the key risks you described and create a pathway to capture predictable royalties.
• Confirm the current state and its cost
• Provide copies of recent unsolicited partnership inquiries, any existing agreements, and current brand style guidance for a focused audit.
• Scenario walkthrough, from inquiry to approved product
• You identify remaining evidence and deliverables needed to decide on representation and set expectations for the next decision milestone.
• Confirm your internal decision timeline and list of stakeholders required for final sign-off.
• Approval workflow and brand protection proof
• Validate the future state

• Licensing Program Experience Session
• Licensing Program Experience Deck
• Licensing Program Solution Brief

• meeting
• slides
• document

• Deliver Brand Style Guide for Product Development
• Deliver Category Map and Target Licensee List
• Licensee Outreach and Recruitment
• Negotiate License Terms and Royalties
• Execute Licensing Contracts and Onboarding
• Administer Product Design Approval Workflow
• Conduct Product Sampling and Quality Oversight
• Manage Royalty Invoicing and Collections
• Provide Royalty Accounting and Distribution
• Transition and Consolidate Existing Licensing Deals
• Monitor Retail and E-commerce Listings
• Manage IP Enforcement and Takedowns
• Handle Renewals, Extensions, and Territory Amendments

Deliver Brand Style Guide for Product Development

• Do you have an existing brand style guide for product development that should be reused, updated, or replaced? Options: Reuse as-is, Update existing guide, Create new guide
• What specific visual assets must the style guide include for product teams (logo master files, color palette with Pantone or hex references, approved typography files, dielines/templates for packaging)?
• How many representative product mockups should be included to demonstrate design intent across high-priority categories (for example apparel flat, accessory pack, packaging dieline)? Options: 1-3, 4-7, 8+
• Name the approver of the final style guide and their role/title in your organization.
• Confirm the acceptance criteria for the style guide: which deliverables and file formats will validate completion (PDF spec, layered source files, print-ready CMYK proofs)? Options: PDF specification + layered artwork, Editable source files (AI/PSD) + dielines, Print-ready color proofs + digital assets

Deliver Category Map and Target Licensee List

• Which consumer product categories should be evaluated and prioritized in the category map (for example apparel, home goods, personal care, novelty items)?
• Provide target licensee profile criteria we should use when building the target list (company size, primary distribution channels, contract manufacturing region, minimum annual revenue).
• Estimate how many target licensees you expect on the initial outreach list. Options: 10-25, 26-50, 51+
• Identify any categories, companies, or retailer types that must be excluded from consideration due to conflicts or brand-fit restrictions.
• Specify measurable market signals to prioritize in the category map (market size threshold, typical royalty range, comparable licensing deals you consider relevant).

Licensee Outreach and Recruitment

• When do you want outreach to begin in relation to contract execution and asset onboarding? Options: Immediately after contract execution, After asset onboarding (2-4 weeks), Custom timing
• Describe the outreach channels you prefer for recruitment (direct sales introductions, industry trade shows, targeted email campaigns, distributor introductions).
• Name the primary point of contact in your organization who will handle outreach responses and initial NDAs.
• Estimate the monthly outreach volume you want to pursue (number of licensee contacts/introductions per month). Options: 5-10, 11-25, 25+
• Are there minimum financial or distribution thresholds a prospective licensee must meet before we contact them (minimum retail doors, minimum annual revenue)? Options: Yes, No

Negotiate License Terms and Royalties

• Do you have target royalty ranges or absolute minimums we must seek during negotiations? Options: Yes - I will specify target ranges, No - be flexible
• What exclusivity constraints are acceptable by category or territory (full exclusivity, non-exclusive, subcategory exclusivity)? Options: Exclusive, Non-exclusive, Subcategory-only, Case-by-case
• How should advances, minimum guarantees, and recoupment mechanics be handled in offers (flat advance, tiered MG, recoup against royalties)?
• Name the individual on your side authorized to approve negotiated financial terms and sign-off on deal economics.
• Confirm the acceptance criteria for negotiated terms: which written approvals or signature artifacts are required to move a deal to execution (executed term sheet, signed agreement, payment of advance)? Options: Executed license agreement, Executed term sheet + buyer PO, Payment of advance required before start

Execute Licensing Contracts and Onboarding

• When must contracts be executed relative to planned product launch dates (for example 60+ days prior, 30-59 days prior, less than 30 days)? Options: 60+ days before launch, 30-59 days before launch, Less than 30 days
• Provide the standard contract clauses you require (approval rights, IP indemnity, royalty audit rights, termination for cause) to include in onboarding checklists.
• Identify the authorized signer and the operational contact who will own onboarding tasks for newly executed licenses.
• Are there onboarding systems or repositories we must connect to (digital asset management, product tech pack portal, existing approval platform)? Options: Yes, No
• Confirm what constitutes completed onboarding for a new licensee, including required documents and active SKU approvals. Options: Signed contract + approval of first SKU, Signed contract + completed onboarding checklist, Signed contract + manufacturing sample approved

Administer Product Design Approval Workflow

• Which review stages should be included in the design approval workflow (initial concept review, pre-production sample review, final artwork approval)? Options: Initial concept, Pre-production sample, Final artwork, All three
• Indicate how many review rounds you permit per submission before a design is rejected or escalated. Options: 1, 2, 3+
• Who on your team will be responsible for providing brand feedback and what is their expected response service level (for example 48 hours)?
• Specify required file formats and art-board specifications for design submissions (raster vs vector, DPI, dieline templates, color profile).
• List measurable quality thresholds and acceptance checks to apply during design review (material spec tolerances, color delta thresholds, approved supplier lists).

Conduct Product Sampling and Quality Oversight

• List the required sample types and quantities for approvals (first article, lab-tested sample, production run sample).
• Where should samples be delivered and who will receive and sign for them if multiple fulfillment locations exist?
• Describe any mandated third-party testing or certifications required for products (for example CPSIA testing, flammability tests, material composition reports).
• Indicate who will bear sampling and destructive testing costs (licensee, shared cost, you cover) and any budget limits. Options: Licensee pays, Shared cost, We cover cost
• Are standardized reporting templates required for sample quality control results and who should receive those reports? Options: Yes, No

Manage Royalty Invoicing and Collections

• Choose your preferred royalty invoicing frequency. Options: Monthly, Quarterly, Semi-Annual, Annual
• Who will be the billing contact and what billing information must appear on royalty invoices?
• State currency and payment method preferences for royalty receipts and any bank details or remittance instructions required.
• Specify late payment penalties or interest rates to apply to overdue royalty invoices, if any.
• Are consolidated invoices across multiple licensees acceptable or do you require individual invoices per licensee? Options: Consolidated, Per licensee, Both

Provide Royalty Accounting and Distribution

• How granular should royalty statements be delivered (per SKU, per product family, or aggregated)? Options: Per SKU, Per product family, Aggregated
• Who should receive royalty distribution reports and at what cadence (monthly, quarterly)?
• What supporting documentation must accompany royalty statements from licensees (detailed sales reports, invoice backup, channel-by-channel sell-through)?
• Specify definitions to use in royalty calculations (gross vs net revenue rules, allowable deductions, return allowances).
• Are there currency conversion rules or tax withholding requirements we must follow for cross-border distributions? Options: Yes, No

Transition and Consolidate Existing Licensing Deals

• List all existing license agreements you want evaluated or consolidated with counterparty name, product category, and expiry date.
• Describe any assignability, consent, or change-of-control clauses in those contracts that could block transfer or consolidation.
• Identify which existing contracts must be prioritized for transition versus those you prefer to leave unchanged.
• What minimum documentation exists for each legacy deal (fully executed agreement, royalty history, contact information)?
• Estimate the number of legacy SKUs and active online/offline listings tied to existing agreements. Options: 0-50, 51-200, 201+

Monitor Retail and E-commerce Listings

• Which retail channels and e-commerce platform categories should be actively monitored for authorized and unauthorized listings?
• How frequently should listings be scanned for suspected unauthorized product or brand misuse? Options: Daily, Weekly, Monthly
• What metadata must be captured for each flagged listing (SKU, seller ID, price, image URL, listing ID)?
• Are automated alerts required for new listings that match keyword sets or image-matching thresholds? Options: Yes, No
• Describe escalation steps you want when a probable unauthorized listing is detected (initial notice, takedown request, legal escalation).

Manage IP Enforcement and Takedowns

• Provide the legal contacts and jurisdiction preferences to be used for enforcement actions and takedowns.
• What evidence package must accompany an online takedown notice (high-resolution image comparisons, registration copies, proof of use examples)?
• Who on your team should approve escalation to outside counsel or brand-protection vendors for enforcement?
• Specify preferred remediation timeline targets for takedown completion (for example 72 hours, 7 days, custom SLA). Options: 72 hours, 7 days, Custom
• Are there specific marketplaces, retailer classes, or regions that require prioritized enforcement? Options: Yes, No

• Representation Agreement
• Master Services Agreement (MSA)
• Statement of Work (SOW) — Onboarding & Program Setup
• Commission & Royalty Schedule (Schedule A)
• Product Approval & Brand Protection Addendum
• Reporting & Royalty Administration Addendum
• IP Ownership & Clearances Confirmation
• Data Processing Agreement (DPA)
• Termination & Transition Plan

• Go-live Health Check (weeks 1-4)
• First Measurement Review (weeks 4-10)
• 90-Day Acceptance Gate
• Quarterly Ongoing Program Review

• Add top-priority enhancement requests to the delivery backlog with acceptance criteria and target dates.
• Re-confirm agreed success criteria and owners
• Restate Licensing Scope acceptance criteria
• Produce a documented acceptance decision showing pass/fail for each Licensing Scope criterion.
• If any criteria failed, record a remediation plan with measurable checkpoints and resolution dates.
• Publish the acceptance record to the shared workspace within 48 hours of the meeting.
• Publish the formal acceptance record that lists pass/fail outcomes and any conditional remediation items.
• Create a remediation tracker for failed criteria with verification steps and target dates.
• Distribute the acceptance summary and next-step schedule to the buyer's designated signatory and program stakeholders.
• Revenue and royalties performance review
• Confirm royalty collection rate performance and identify actions to address any shortfalls.
• Reduce approval rejection rate by agreeing specific process or guidance changes for recurring rejection reasons.
• Prioritize top 3 enhancement requests for execution in the coming quarter.
• Reconcile and close any outstanding royalty disputes with documented resolution steps.
• Publish updated approval guidance addressing the top two rejection reasons.
• Confirm all core onboarding deliverables are complete or have owners and dates for completion.
• List and prioritize critical blockers with target resolution dates.
• Verify approval workflow is active and able to accept submissions.
• Complete any missing asset uploads required for product approvals.
• Resolve portal access or permission issues preventing licensee or internal user logins.
• Publish the agreed remediation list and target dates to the shared workspace.
• Present first-period outcomes vs Licensing Scope targets
• Establish whether placed SKUs live and royalty collection rate are trending toward Licensing Scope targets.
• Agree a prioritized remediation plan for the largest root causes of any gaps and set dates for completion before the acceptance gate.
• Document recurring approval or compliance exceptions requiring process changes.
• Produce an invoice aging and payment recovery task list for outstanding royalties.
• Implement a targeted change to the approval workflow to reduce median approval turnaround time.
• Run a compliance spot-audit on a sample of live SKUs and report findings.
• Diagnose gaps and root causes
• Brand protection and approvals review
• Deployment and asset onboarding validation
• Present outcome data against each criterion
• Enhancement requests and backlog prioritization
• Early adoption signals and usage patterns
• Document pass/fail per criterion and formal decision
• Review product approval pipeline and exceptions
• Open issues and blockers
• Agree remediation items and resolution timeline
• Agree corrective actions and timeline to acceptance gate
• Open issues burn-down and next actions
• Agree immediate remediation actions