As a Director of Racquet Sports, your role is essential in creating a dynamic, engaging program that enhances the overall club experience for members. When it comes time to negotiate a new agreement, it’s important to advocate for a compensation package that not only reflects your leadership and expertise but also supports your ability to grow the program and serve the membership effectively. Here are some key considerations to ensure your agreement benefits you, your team, and the club as a whole.

Understanding Traditional Compensation Structures
Many clubs still rely on traditional compensation models that include the following elements:

• Base salary: Typically, 20-40% of overall compensation.
• Teaching commissions: Often, 60-70% of overall compensation.
• Bonus: Usually 5% of the base salary, discretionary and without clear metrics.

While this model has been the norm, it heavily emphasizes teaching and can limit your ability to focus on broader leadership responsibilities. This often leads to challenges, such as:

• Burnout
A heavy teaching load can make it difficult to innovate and grow the program.
• Team Development Issues
Overloading your schedule with lessons may reduce opportunities for assistant professionals, limiting their growth and contribution.
• Program Stagnation
Without time for strategic planning, programming can plateau, impacting membership satisfaction and engagement.

Advocating for a More Strategic Compensation Model
When entering negotiations, aim for a structure that reflects industry best practices and allows you to lead effectively.

Consider these key components:

• A Competitive Base Salary
This recognizes your leadership role and provides financial stability.
• Reduced On-Court Hours
By limiting your weekly teaching commitments, you can focus on strategic growth, program development, and member engagement.
• Enhanced Teaching Commission
Negotiate a higher commission rate for the lessons you do teach.
• Team-Based Incentives
Include a percentage of your assistant professionals’ commissions to encourage team collaboration and development.
• Performance-Based Bonuses
Request a bonus structure tied to measurable growth metrics, such as:

• Increased participation in lessons, clinics, and social events.
• Growth in overall racquet sports revenue.
• Expanded USTA or interclub team participation.
• Improved member satisfaction scores.

The Benefits of a Modernized Agreement
A forward-thinking agreement benefits everyone involved:

• For You
It allows you to focus on leadership, strategic planning, and program growth while ensuring financial stability and professional satisfaction.
• For Your Team
Sharing teaching opportunities fosters a collaborative, motivated team of professionals.
• For Members
Members enjoy diversified programming, improved events, and elevated customer service, leading to higher overall satisfaction.
• For the Club
A thriving racquet sports program enhances the club’s reputation and boosts membership value.

Preparing for a Productive Negotiation
The end of the fiscal year or other natural evaluation periods is the perfect time to review and refine your agreement. Here’s how to prepare:

• Highlight Your Achievements
Gather data on your contributions to the club, including program growth, member engagement, and financial performance.
• Set Clear Goals
Present a vision for the future of the program and show how your proposed compensation plan supports those goals.
• Educate Key Stakeholders
Share insights into industry best practices and explain how they can be adapted to enhance the club’s success.

Negotiating your compensation isn’t just about numbers. Instead, it’s about aligning your role with the club’s goals and creating a structure that supports success at every level. The best Directors of Racquet Sports are those who advocate for agreements that allow them to lead effectively, develop their teams, and deliver exceptional member experiences. By focusing on a modern, balanced compensation plan, you will set yourself up for long-term success and also help position the club as an industry leader.

TennisPro Magazine – April/May 2025

Len Simard, PTR & USPTA Master Professional, Search & Consulting Executive, KOPPLIN KUEBLER & WALLACE. He can be reached via email: len@kkandw.com.