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Hotel Management Agreements: Navigating Fees, Exclusivity, Approval Rights, Finance Provisions, Brand Management

Recording of a 90-minute premium CLE video webinar with Q&A

This program is included with the Strafford CLE Pass. Click for more information.
This program is included with the Strafford All-Access Pass. Click for more information.

Conducted on Wednesday, November 3, 2021

Recorded event now available

or call 1-800-926-7926

This CLE course will cover topics of central importance to counsel preparing or reviewing hotel management agreements from a range of perspectives--whether as counsel to the owner, operator, lender, or potential acquirer.


In the world of hotel company M&As and IPOs, the perception is that hotel management agreements are annuities for operators and a yoke for owners to endure. How does the traditional perception square with how lawyers think through and negotiate management agreements on behalf of owners and operators?

Understanding the particulars of hotel management agreements is essential to gauging hotel value and hotel financing. Whether representing owners or operators, counsel must understand the dynamic that gives rise to the incentives embodied in a hotel management agreement and how recent case law impacts an owner's ability to terminate a management agreement.

Listen as our authoritative panel of practitioners analyzes evolving trends in hotel management agreements and critical terms such as duration, exclusivity, termination, and finance provisions. The panel will discuss the core topics and will impart best practices for negotiating the agreement.



  1. The base fee, the incentive fees, and all those other charges
  2. Key money
  3. Financing: lender hot buttons
  4. Approval rights every owner should have
  5. Performance tests: make it meaningful
  6. The brand management agreement: technical services and pre-opening agreements


The panel will review these and other key issues:

  • How can counsel best balance incentives for owners and operators?
  • How are the fees structured to achieve the objectives of both parties?
  • How do counsel for lenders think through management agreement risks?
  • What kinds of criteria are most relevant for gauging performance?
  • How might one-off purchasers and portfolio purchasers in leveraged buyouts conduct due diligence of in-place hotel management agreements?


Pucciarelli, Albert J.
Albert J. Pucciarelli

McElroy Deutsch Mulvaney & Carpenter

Mr. Pucciarelli is chair of his law firm’s hospitality and aviation practice groups. He has extensive...  |  Read More

Menon, Nisha
Nisha Menon

General Counsel, Asia Pacific
Radisson Hotel Group, Asia Pacific

Ms. Menon oversees all legal matters and issues of corporate governance in Asia Pacific, including advising on...  |  Read More

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