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Transfers exposed: the role of agents

Gary Jacob - The Times
August 13 2013 10:08AM

In the second of a three-part series unpicking the mystery behind player transfers in football, Gary Jacob looks at the role of agents and why they are needed.

Agents have bad name but that does not tell the full story. They are accused of being taking money from the game, trying to move on players and wielding too much power. The truth is more balanced and, like any profession, there are good and bad people.

Those who look after the biggest players, such as Paul Stretford (pictured), the agent of Wayne Rooney, can earn vast sums, but there are many more being paid modest amounts operating in the lower leagues. Ultimately it is the club chief executives who signs their pay cheques.

Some chairman and managers like to gain popularity with fans by criticising agents, although that’s a stance that will not help the club when they want to do a deal. Clubs use agents to do their dirty work when they are trying to buy a player or when they want to sound out interest in their unwanted player.

Agents come from various backgrounds including estate agents, former players, lawyers and accountants and can be broadly divided into three types: they represent and advise players, act as middlemen and ‘scouts’ in brokering deals and but don’t look after the player, while some perform both roles.

In the first case, an agent will have a contract to represent a player, an agreement that can last a maximum of two years under Fifa rules, although the contract can be renewed at the end of the period.  So there is a limited window for an agent to make money either from the player moving clubs or signing a new contract.

What is the role of an agent?
To thrash out the best deal for the player. A good agent will manage his player’s career including financial planning and commercial deals. An agent may also have to deal with disciplinary issues, brand management and public relations. Those who broker deals tap into their network of overseas agents and clubs to find out which players are
available and then offer them to rival teams.

Why do players need an agent?
Many players, especially younger ones, do not have the necessary negotiation skills and cannot contact a rival club to seek a move. An agent may be able to negotiate the best contract or find a club because they know the market place.

Do all players have an agent?
No, some use an accountant or lawyer only to check the final contract, which is more common with experienced players who know their value.

How much are agents paid?
Some receive a commission, usually around five per cent but it can vary depending on a player’s contract or sponsorship deals. Some players don’t like paying their agents and try to get the club to foot the bill, which is a grey area. Agents who broker deals are paid by one of the clubs.

How do you become an agent?
You need to pass an exam, held twice a year by the FA, with questions based on Fifa and FA transfer regulations.