Whether in the boardroom, at the negotiating table, or evaluating a sports telecast, Neal Pilson demonstrates a preternatural knack for making the right decision at the right time.<\/p>\n
During 19 years at CBS, including 13 as president of CBS Sports, Pilson helped transform the Tiffany Network into a live-sports-programming goliath and earned a reputation as a tenacious but honest negotiator and cerebral tactician. Departing CBS in 1994, he launched consulting firm Pilson Communications Inc. (PCI) and has played an integral role in the negotiations for billions of dollars in sports-rights deals over the past two and half decades.<\/p>\n
\u201cNeal has been a force in the sports-business industry for decades,\u201d says CBS Sports Chairman Sean McManus. \u201cWith rights deals ranging from the NFL, NBA, MLB, PGA, the Masters, and NCAA football and basketball and Final Fours to the Olympics and NASCAR, his legacy of building and upholding the tradition of CBS Sports is as much a part of our long and storied history as are the great events and moments we have broadcast.\u201d<\/p>\n
Yale Law, Metromedia, and the William Morris Agency<\/strong> \u201cIncidentally, I did a lot of work writing up contracts for clients,\u201d he remembers. \u201cSo those six years in a law firm doing contracts work turned out to be very useful.\u201d<\/p>\n Hearing about a job opening at Metromedia through a friend from his political career (Pilson served as a village trustee in Ardsley, NY), he landed a job in the law department writing up contracts for the media company, which owned dozens of TV and radio stations and produced original content for the broadcast networks and for syndication. He soon transitioned to business affairs, finding himself at the head of the negotiating table for the first time.<\/p>\n \u201cThat was a critical change in my career,\u201d he says, because I was now responsible for negotiating deals rather than just writing up the deals. All of a sudden, I was the lead pony at the [negotiating] table.\u201d<\/p>\n Six years later, Metromedia closed its entertainment division, and Pilson headed the law department for the William Morris Agency. That short stint ended when CBS came calling with an offer to revamp its sports operation, which ranked third in the three-network world that existed at the time.<\/p>\n Dawn of the CBS Era: A Rising Star at the Tiffany Network <\/strong> \u201cWe had a few [marquee] properties but not many,\u201d Pilson says. \u201cSo we were aggressively looking for live programming, rather than [tape-delayed] events.\u201d<\/p>\n After wresting the rights to the World Figure Skating Championships away from ABC and landing a handful of other up-and-coming properties for live coverage, Pilson worked with Sports Broadcasting Hall of Famer Barry Frank, who was CBS Sports president at the time, and NASCAR announcer Ken Squer on one of the most important rights deals in the history of sports television: a deal with NASCAR for flag-to-flag live coverage of the 1979 Daytona 500, as well as races at Talladega and Charlotte. Until then, NASCAR had been relegated primarily to post-event coverage on ABC\u2019s Wide World of Sports<\/em>. The move proved to be a windfall for CBS and would elevate NASCAR from a regional property to one of the most popular sports in the U.S.<\/p>\n \u201cNeal played a critical role in the entire development of the sports-rights [business],\u201d says Frank. \u201cHe and I worked together to accomplish the NASCAR deal with CBS, and that was a major factor in the growth of NASCAR. Subsequently, when he was president of the sports division, he played a huge role in all of the negotiations. He was extremely successful in bringing those rights to the network and making deals that made a lot of sense and were extremely fortuitous.\u201d<\/p>\n The CBS Sports Presidency: Building Up a Store of Rights<\/strong> \u201cI felt like I knew what had to be done to get us on the right track, and I believed I had a good feel for what made a quality sports telecast,\u201d says Pilson. \u201cThat\u2019s what I offered when I became president of the sports division. I didn\u2019t come from a sports-production background like many of the other [network sports presidents] but could watch a sports event and identify what\u2019s good about it and what needed to be changed. That is a critical skill. I was focused on the quality of our coverage as perceived by the average viewer rather than the view in from inside the truck.\u201d<\/p>\n As president, he continued to bolster CBS Sports\u2019 portfolio, adding a deal for the NCAA Men\u2019s Final Four in 1981 (previously held by NBC Sports) and inking one of the first billion-dollar deals, for exclusive rights to the entire NCAA Tournament beginning in 1990 (ESPN had previously televised all rounds prior to the Final Four).<\/p>\n \u201cThat was a very important deal,\u201d Pilson notes. \u201cWe persuaded the network to go with primetime basketball Thursday and Friday nights, which was a big step. And we regionalized all of the games and staggered the start times, so we could cover the end of each game as it finished up.\u201d<\/p>\n
\nThe New York City native earned an AB in history at Hamilton College, where he was elected Phi Beta Kappa and played varsity basketball. Graduating from Yale Law School in 1963, he spent six years at a small private New York City law firm.<\/p>\n
\nBecoming director of business affairs for CBS Sports in July 1976, Pilson was tasked with building up its stable of live sports properties. Although CBS\u2019s marquee rights included the NFL, NBA, the Masters, PGA golf, and US Open tennis, much of its coverage was tape-delayed and relegated to the CBS Sports Spectacular<\/em> program.<\/p>\n
\nBy 1981, CBS was looking to establish stability atop its sports ranks, which had four presidents in just five years. The network turned to Pilson \u2014 by that point, a rising star at the Tiffany Network \u2014 who, at age 41, became the youngest president in CBS Sports history.<\/p>\n