🏆 Negotiating Sports Partnerships

The Intersection of Sports & Healthcare

Rick's journey in sports began early, inspired by his father, a longtime executive at Monumental Sports & Entertainment (MSE). With front-row access to the behind-the-scenes world of sports, Rick developed a passion for the industry. He started his college career at Penn State University, immersing himself in the excitement of football at the storied NCAA program before transferring to the University of Maryland. While at Maryland, he interned at Washington Sports & Entertainment and Allied Global Marketing, which set the stage for his first job in entertainment.

Rick eventually joined Executive Media Communications (EMC), where he juggled over 30 sports sponsorships for Papa John’s. Transitioning from the agency world, he took on the role of Director of Partnerships at MedStar Health, managing a portfolio of over 90 sports partnerships and participating in key renewals with MSE, the Baltimore Ravens, and the Baltimore Orioles. This role deepened his healthcare expertise, which proved crucial for his current position at GSE. At GSE, Rick’s been key in growing the company's healthcare client base and launching the GSE Health vertical.

Becoming an Expert, Overcoming Challenges, and Making Connections

Rick’s success is grounded in his relentless pursuit of knowledge and strong relationships. His experience at MedStar Health, where he had no prior healthcare background, was a crash course in becoming a healthcare expert. “When I joined MedStar Health, I had no healthcare experience, but those years were invaluable. That experience has led to my growth here at GSE, becoming a subject matter expert for healthcare.” Rick also faced challenges of stagnation in his career, feeling stuck in repetitive roles. Instead of waiting for change, he created opportunities for himself. At GSE, recognizing a gap in the healthcare vertical, Rick pitched a plan to lead and expand this area. “I realized the growth opportunity was with our healthcare category,” he said. “I pitched my plan to our CEO, which led to the creation of GSE Health, allowing me to drive growth and take on new responsibilities.”

Rick’s ability to cultivate and maintain relationships within the industry has also been a big part of his success. Though expansive, he understands that the sports world is a close-knit community. "Sports is such a big industry, but so small at the same time," he notes, highlighting the importance of reputation and connections. For networking, Rick suggests being strategic and creative. If you don’t have a direct connection, start with a well-crafted LinkedIn request and a personalized note. Research potential contacts and find commonalities to mention in that note. Many professionals are open to connecting if approached thoughtfully. If direct outreach doesn’t yield results, consider building relationships with industry members who might facilitate an introduction.

Tips for Building Your Career in Sports

Rick’s simple advice for breaking into sports: leverage every opportunity. Whether it’s college networking events, internships, or volunteer roles, getting relevant experience is key. “It doesn’t have to be with a pro team,” Rick says. “Your school’s athletics program or coaching a youth sports team can be a valuable experience.”

For those already out of college, networking is crucial. Rick recommends proactively attending alumni events and industry gatherings to open those doors. “Build your network. Be hungry and find opportunities to connect. Invest in resources like SBV to meet more people and learn from them. A recommendation from someone in the industry can make a huge difference in your job search.” When hiring, Rick prioritizes personality fit, particularly for entry-level roles. Given the fast-paced nature of the agency world, it’s vital that new hires can adapt quickly and thrive under pressure. He values qualities such as eagerness to learn, readiness to work hard, and the ability to handle multiple tasks. "I can teach someone how to do the job and our processes," Rick notes, "but I always look for that innate drive."

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