Representation
In the business of screenwriting, you'll find you need representation to push your product, sell you, make you some coin, etc. Why? Well, it's a highly competitive business and you need someone who knows the ropes. You need someone who is going to take you from basic anonymity to "I'll take the red one, Mr. Porsche dealer". But who is this "someone" you need in your corner? An agent? A manager? Both? Neither? (Neither equals developing your screenplay in your backyard with a Super 8 and your dog.) Let's take a look at who might best represent you.
Agents
Legend states that the agent is a shark with dollar signs in his or her eyes. Cha-ching! For the most part, this is true and that's a good thing for you, the client. Why? Because when you make money they make money. That's why. Agents, by law, make 10% of your gross. A gross that comes from the agent procuring jobs for you and negotiating contracts. The agent wants what's best for you...and him/her.
As mentioned, the agent makes a 10% commission on your gross. No more and no less. This is state law and all "licensed" agents must abide by this measure. And it is the agent who really is the only one legally permitted to solicit work and hammer out deals. Also, the agent may not charge you an up-front fee for his/her services. You get paid, he/she gets paid. Know that these rules are sometimes broken and, as a result, frowned upon. But hey, this Hollywood not the Vatican.
It is important to note that attorneys can do what an agent does with regards to negotiating contracts, and that's great if that is all you need done, but, as stated, an agent provides much more than what an attorney can do. There are, of course, some agents who are actually attorneys. Best of both worlds. The bottom line is you want an agent who is a "go-getter" who knows the town, has everyone on speed dial, is obsessed with your work as much as his/her bling.
A couple of drawbacks regarding agents are (1) agents tend to be less intimate with their clients, which is merely a result of having so many clients. Remember, the agent is only there to sell you and your work, nothing else. They are not your shoulder to cry on and they don't babysit, unless their their client is Tom Cruise. Agents go for the gold. That's it. And (2) agents really won't look at you if you're justing breaking into world of screenwriting. You're not proven yet so why should they waste their time?
Managers
On the other hand, the manager is a bit more initmate in that he/she is concerned with developing your career. Managers want to mold and guide you to the best of their ability so that you may tap into the best of yours. If they see promise in you they're in it for the long haul. They're the friend, the shoulder to cry on, the babysitter,....but you'll be paying for it in the end so it's all good.
A lot of time and effort is put into being a manager, so their client list tends to be a bit smaller. Less clients means more face time with them and for them. More face time also means a bit more of a commission the manager gets off the sale of a particular project. Traditionally, this "cut" is 15% of the gross. It can be more or less depending on the manager. Managers are not governed by any state regulations so they can set their own bar. Managers may also charge you up front, but any reputable one will not do that. On the other hand, since managers are not governed by the state, they cannot legally negotiate a deal or procure employment for their clients. Some managers will bend the rules, but "shhh", we won't tell anyone. Those managers who do fly straight will procure an agent and/or lawyer for their client.
So, who will best represent you and your work? Who will get you where and what you want? Do you go with the agent who is just concerned with closing the deal and making sure you're working? Or do you go with the manager who is sincerely concerned with developing your career and watching you flourish? Hmmm.
Well, it really comes down to what you're looking for and at what level of success you've achieved. Some beginning screenwriters need to fully develop before hitting the majors so a manager might be the way to go. Besides, a lot of agents won't give the time of day to writers who've not been produced. On the other hand, if you've got some scorching material the agents will cut to the chase, secure a sweet deal, and toss you the keys to your new home in the Valley.
You also have to decide between 10% or 15%. Who's going to give you more bang for your buck. A lot of screenwriters will have both a manager and an agent, because basically, they can afford them. But when you get down to it, so can you. Would you rather give up 25% of your cut of a sold script....or make nothing at all? The choice is yours.
Another option to consider: Have a manager and retain an attorney as needed for negotiation.
There are many resources out there on the web that will assist you in your quest. Be not afraid to use them. (Note: although books are good resources they tend to be dated so I would stay fresh and use the net)
Finding Representation
So, now that you've decided it would be wise to have someone go to bat for your hard work, where do you find these people? Well, connections are the best. If you're hoisting beers with an actor such as Jack Black, he could probably do you a solid....especially if you're buying his beer. Named producers, directors, and writers (not fresh out rehab) will work as well, but, if you know no one in town, use the internet. It's got everything you need in the way of names, addresses, and email.
Lists of Managers and Agents can be found at:
Managers
www.soyouwannasellascript.com/source/managers.cfm
Agents
www.soyouwannasellascript.com/source/agents.cfm
Also, you might consider a screenplay query service to get your work out there. Here's a few:
Scriptblaster > (www.scriptblaster.com)
Screenplay Writers Connection (www.screenplaywritersconnection.com)
Equery Direct (www.equerydirect.com)
There are many resources out there on the web that will assist you in your quest. Be not afraid to use them. (Note: although books are good resources they tend to be dated so I would stay fresh and use the net)