The Hidden Power Brokers in Football
In the world of football transfers, agents often assume that their job is to negotiate directly with clubs to secure deals for their players. However, many quickly realize that access to clubs is not as open as it should be. Instead of speaking directly with the sporting director or club executives, they find themselves dealing with an unexpected intermediary, another agent who appears to control the club’s incoming transfers.
These agents, often referred to as “gatekeepers,” are not officially part of the club but hold significant influence over who gets in and who stays out. They work closely with key figures inside the club, sometimes even giving kickbacks to ensure their position remains strong. If an agent refuses to collaborate with them, the deal is often blocked entirely.
For experienced agents, this is an inconvenient but well-known reality. For newer agents trying to break into the business, it can be a serious roadblock, one that limits opportunities, inflates transfer costs, and damages the integrity of the market.
A Personal Experience: The Meeting That Wasn’t What It Seemed
Years ago, I traveled to France to meet with a sporting director at a hotel. As I walked in, I noticed another agent from a different agency standing in the lobby. I didn’t think much of it until the sporting director greeted me and immediately introduced me to this agent.
“Hey, do you guys know each other? Oh, I thought I’d just introduce you guys!”
That was it. No explanation. Just a casual introduction, as if we were supposed to be working together by default. I went ahead with my meeting, but when I finished, the agent was still waiting for me. We sat down for coffee, and he got straight to the point.
“Look, very straightforward. If we do this deal together, there won’t be any issue, and things will move quickly and fast. So I leave it to you to think about it.”
The message was clear. If I wanted my player to join this club, I had to involve him. But I didn’t accept it. Instead, I took my player to another country.
This wasn’t the only time I encountered such a situation. Many agents, particularly those starting in the business, face similar challenges where a deal is blocked simply because a gatekeeper wants their share of the commission.
How Gatekeepers Operate
Gatekeepers exist because they are protected by club insiders. They maintain their influence in several ways.
Controlling Access to Decision-Makers
Instead of dealing with the sporting director, club president, or head coach, an agent is funneled through a specific intermediary. This agent has the ability to fast-track or kill deals at will.
Blocking Direct Negotiations
Even if an agent has built a relationship with a club, the gatekeeper ensures that no transfer happens unless they are involved. Some sporting directors even refuse to take calls or meetings unless their preferred agent is in the loop.
Financial Incentives
These agents are not just looking to facilitate deals. They want a percentage of the commission. This often involves a structure where the agent takes a cut and may share it with club insiders as a kickback.
Club Culture and Structural Weaknesses
Certain leagues and clubs are more susceptible to this system due to their ownership models, particularly clubs that are run as associations rather than privately owned businesses.
When Family Becomes the Gatekeeper
One of the most overlooked yet powerful forms of gatekeeping happens through family connections inside clubs. This is particularly common in clubs that operate under an association model, such as in Germany, where clubs are not privately owned but run by elected boards.
Why is this problematic? Because in an association, the executives making financial decisions are not spending their own money. They are handling club funds with limited personal accountability. This makes it easier for nepotism and hidden agency deals to thrive.
Some common examples
A sporting director introduces his brother, son, or cousin as the “agent” responsible for a player’s transfer.
A club president’s family member controls access to certain signings, ensuring that no deal happens unless they are involved.
In extreme cases, an entire family network within a club dominates the transfer system, making it impossible for independent agents to operate unless they agree to the terms set by these insiders.
Of course, similar situations occur in privately owned clubs as well. But in those cases, at least the owners are spending their own money. In association-run clubs, financial oversight is often weaker, making it easier to exploit the system.
What Can Be Done
Fighting against gatekeepers is not easy, but agents can take certain steps to protect themselves and ensure a fairer transfer system.
Push for Direct Negotiations
Where possible, build strong relationships with club executives and decision-makers to bypass intermediaries.
Leverage Player Power
Players should be informed and encouraged to question unnecessary intermediaries in their transfers. If a club insists on involving a third party, the player should demand to understand why.
Document and Report
Keep records of conversations where gatekeepers attempt to impose themselves on deals.
If there is clear misconduct, report it to FIFA, national federations, or legal authorities. While proving corruption is difficult, multiple reports can help build a case.
Advocate for Stronger Regulations
FIFA and national associations should enforce transparency in agent dealings.
Clubs should be required to disclose all agents involved in a deal, ensuring there is accountability.
Conclusion: Time to Speak Up
The role of gatekeepers in football is a well-known but rarely discussed issue. It is a system that benefits a select few while making life difficult for honest agents trying to do their job. It also inflates transfer fees, introduces unnecessary intermediaries, and sometimes leads to corruption.
By speaking out about these practices and pushing for greater transparency, we can begin to shift the culture of football transfers toward a fairer and more ethical system. It’s time for agents, players, and clubs to take a stand against the unspoken rules that limit opportunities and distort the market.