| HBS Case Collection
(Revised September 2002)
International Management Group (IMG)
In 2001, International Management Group (IMG) is the dominant company in the sports management industry. Its founder and CEO, Mark McCormack, is credited with having created the industry of sports management in the early 1960s. Over the next 40 years, IMG's expansion from athlete representation into other arenas--including representing models and classical music artists, producing and broadcasting television shows, operating training academies, corporate consulting, and financial planning--has been both dramatic and successful. This case describes the company's logic behind each expansion decision, as well as several challenges that the company has had to confront, specifically, maintaining the loyalty of the agents and clients, avoiding conflicts of interest with clients by virtue of the company's broad reach, deciding where to expand next, and meeting the challenge of increased competition from other sports management conglomerates.
Keywords: Customer Focus and Relationships;
Conflict of Interests;