The Knowledge - Sue Murray


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CSB has been working for weeks on an exciting project with film journalist Andrew Urban of Urbancinefile. We’re interviewing film and television practitioners about their business experiences.

Our aim is to develop a deeper understanding about the history of business decision-making in film and television and to share with our audience the wisdom from the accumulated mistakes, experiments and achievements of the contributors.

Sue Murray - biography

Sue Murray has worked in the film industry since 1977. She is Executive Director of Fandango Australia, a production company set up in February 2002 with Rolf de Heer, Richard Lowenstein, Domenico Procacci and Bryce Menzies. At Fandango she has been Executive Producer on Ten Canoes (2006), Tom White (2004) and Rolf de Heer’s latest project Dr Plonk and co-producer on Alexandra’s Project (2003).

Prior to Fandango, Sue Murray was Acquisitions Consultant for Fine Line Features from 1998–2001 and then a freelance consultant for the New Zealand Film Commission. She joined the Australian Film Commission in 1981 to set up the information and research unit before moving to become Assistant Director of Policy and then Deputy Director of Marketing. She was appointed Director of Marketing at the Australian Film Commission in 1987 and spent two years running the branch from the AFC’s London office. Her first job in the film industry was in distribution, exhibition and management of the annual awards at the Australian Film Institute.

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Chapter 1 - Why and how Fandango Australia was formed - 13 minutes

  • Domenico Procacci meets future directors at Toronto on 9/11/2001
  • Sue Murray brings marketing, distribution, sales and acquisitions experience
  • Start-up financing for Fandango
  • Initial business plan
  • Linking into the multi faceted Fandango Italy
  • Advantages and disadvantages of the company profile

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Chapter 2 - Sources of finance - 9 minutes

  • Projects from internal sources
  • External projects
  • AFC funding restrictions on multiple projects
  • Expansion – imperatives and options

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Chapter 3 - Key capabilities for a producer - 4 minutes

  • Creative instincts, knowing markets, problem solving
  • Relationships with team, determination

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Chapter 4 - You have many years of experience - 12 minutes

  • The importance of markets and festivals for Australian filmmakers
  • Vital to raise profile at festivals/markets
  • Start bidding
  • Media access
  • Festival showcase options
  • Setting objectives and working brief
  • The difference between marketing and selling

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Chapter 5 - I wonder if you could… - 4 minutes

  • Setting the sale price for film rights
  • Asking for what you need
  • Advice from sales agents

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Chapter 6 - The unique challenges of Ten Canoes - 6 minutes

  • Financing without a script
  • Physical challenges
  • Marketing message
  • Local vs international marketing
  • Additional revenue options

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Chapter 7 - The future of Australian film - 4 minutes

  • Reputation of Australian films internationally
  • Competing with US/UK/NZ/Canadian indies
  • Importance of strong story

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