Alessandro Galleni, Genoa’s Director of Strategy since November 2022, shares valuable insights into the complex world of football signings. In a club with a rich history, where competition is fierce, strategy and planning are crucial to stay afloat. Galleni reveals seven fundamental keys to understanding how the transfer market operates.
1. Players are Not Commodities and Market Price is Relative
The price of a footballer is the result of a complex equation. Salaries, contract duration, age, position on the field, the club’s need to sell or sign players, the available budget, and the player’s stage of development are just some of the influencing factors. Galleni highlights the importance of considering a player’s growth potential.
Until the age of 23, some players can improve physically, becoming stronger and faster. It is crucial to assess where they are in their development process.
Alessandro Galleni
As an example, Galleni mentions the case of Mateo Retegui, signed by Genoa and later transferred for significantly higher sums, demonstrating how factors external to immediate performance impact a player’s value.
2. Intermediaries: Strategic Allies
While Genoa prefers to negotiate directly with other clubs, the globalization of football makes collaboration with intermediaries indispensable. These agents facilitate access to specific markets and available players, especially for clubs with limited resources.
In some markets where we have done a lot of business, we don’t necessarily need intermediaries. It all depends on personal relationships: who you trust and who has the right connections in the right markets.
Alessandro GalleniIntermediaries also provide support in finding players for loan deals, connecting clubs with the right opportunities.
3. Aligning Short-Term and Long-Term Goals
Managing a club involves balancing the coach’s short-term needs with the institution’s long-term strategy. Genoa seeks to develop players with resale potential, which demands a shared vision between the coaching staff and the management.
The club prides itself on giving opportunities to young talents, reflecting its commitment to player development.
In football, flexibility is key. Coaches must define the profile of the player they need, and the club must present alternatives that fit that profile. The sporting director, in this case Marco Ottolini, and the scouting department are responsible for identifying the most suitable options.
A coach cannot start with a particular player, they have to start with a profile, and the reality is that there will be many players who fit that profile. Within that profile, there is a group of alternatives, and you find the one that is right for you.
Alessandro Galleni
5. Player Development and Trajectory Design
Investing in the development of young players is fundamental to a club’s success. Genoa has invested in a training center to attract and retain talent. The goal is to create a plan for players to exploit their potential.
Galleni cites Honest Ahanor and Sebastian Otoa as examples, players who were developed at the club and were given the time needed to adapt and grow.
6. Data, Scouting, and the Club’s DNA
Information is essential in modern football, but Genoa prioritizes the connection with its fans and the commitment of the players. The club seeks footballers with intensity and fighting spirit, who adapt to the demands of their fans.
The intensity and fighting spirit are in the DNA of our club and are as important to us as talent and professionalism. If a player is going to be affected by our fans, if they are going to respond negatively to criticism, this is not the right place for them.
Alessandro Galleni
The example of Johan Vázquez, captain and leader, illustrates the importance of adaptation to the club’s DNA.
7. Exploring New Markets
While traditional markets are important, Genoa is looking for opportunities in less explored markets, such as the Nordic countries. The key is to find the balance between competition and opportunities.
We have found that the Nordic markets, especially the Danish and Norwegian ones, fit our DNA. And, of course, the more we operate in those markets, the more we get to know them and the more they get to know us.
Alessandro Galleni
The success of Genoa with players like Morten Frendrup, Mikael Ellertsson, and Morten Thorsby demonstrates the effectiveness of this strategy.
