Music, Marine Conservation, Global Real Estate

This week I spoke with Andrew Snowhite, a 1997 UVA alumn who was the Executive Vice President of Business Development & Sales at Musictoday and now is a Strategy, Sustainability, and Real Estate Consultant. From Madonna and Metallica to ocean advocate Philippe Cousteau, Jr., his work spans music, the environment, and global development.

The Rundown:

I was obsessed with Jacques Cousteau as a kid.

At 15, my dad took me to the Smithsonian where I heard Dr. Eugenie Clark, the “Shark Lady,” talk about her adventures with Cousteau.

I told her my dreams of being a marine biologist, and she asked me to write her a letter. That letter led to a research expedition to the Egyptian Red Sea, which led to years of working with her in the lab and field.

At UVA, I studied Environmental Science, but wanted more business exposure, so I took a job in financial research in D.C. My wife, going to UVA grad school, brought me back to Charlottesville, not knowing what to do.

A friend (and fellow Hoo) connected me with someone working for Musictoday, an e-commerce company that grew out of Dave Matthews Band. I spent 6 years there and eventually becoming Executive Vice President of Business Development and Sales – working with artists from Madonna to Metallica.

I moved back to NOVA after having our first child, and decided to explore entrepreneurship with my friend Philippe Cousteau, Jr. (grandson of Jaques Cousteau), who was my roommate during an expedition I did with the Shark Lady in my 3rd year at UVA.

I had already been advising his family on their non-profit, EarthEcho International, and we began pursuing the intersection of environmental stories and the built space.

We landed our first project in Costa Rica with Steve Case (founder of AOL) designing and planning a high-end eco-resort. That project pulled me into real estate, sustainability, and hospitality – which has defined my career for the last 20 years (including many partnerships with UVA).

When I first thought of Hoo You Know, The Foundry — UVA’s free startup space above Coupes — helped me figure out what to do next.

They offer advising from seasoned founders, resources, and mentorship whether you have a 3 a.m. idea or are scaling a business. They helped get me started — and they can help you too.

Got a startup idea? Book A 30-Minute Advising Meeting

Transitioning to the music industry, I had neither knowledge nor a network, so I had to build both.

I wasn’t afraid to ask questions. I’d rather look stupid asking a basic question than pretend I know something and mess it up.

I did a lot of research — on subject matter, topics, and people to learn as much as I could.

For network building, I prioritized in-person interactions. LinkedIn and social media are great but weren’t available then. And it was true then as it is today, nothing beats connecting in person.

I’d frequently go to NY and LA to meet with as many people as I could. I was young and new to the industry but was able to accomplish some really amazing things and it was all relationship based.

FOLLOW UP: How did you build authentic relationships when there was a business motivation?

The music industry runs on relationships.

I’d meet some people knowing they had an immediate need, and others knowing they had a large client base, and it was a matter of time before one of them needed something.

I approached it as any new relationship. Presenting who you are, trying to learn what you can about the other person. Understand who they are personally, professionally, and what their pain points are.

These days, everything is instantaneous. But relationships don’t work that way.

Sometimes they start off awkwardly, or even adversarial, but if you approach them openly, you can build real long-term and trusting relationships.

I love asking “What are your passions outside of work?”

Sometimes finding common connections is the best way to establish and dialogue. Once that’s set, it’s much easier to talk about business.

Many people think environmental work is just about “saving the planet,” but it’s really about balance — people, planet, and profit. The most impactful efforts come when sustainability and business goals align.

I’m passionate about coral reef restoration — an area where for-profit investment is now driving innovation, coastal resilience, and local livelihoods. For example, I recently worked on a project in the Red Sea where we were looking at growing coral as part of an amazing hotel project.

Find people who have similar interests to you and reach out to them.

The ask doesn’t need to be more complicated than “do you have 15 minutes to share your experience with me.”

Also realize that it’s a very small section of society that’s hardwired to pick up the phone and naturally have a conversation with people. It’s a learned skill, especially for an introvert like me, and the only way to learn it is to pick up the phone and start.

Relationships are all about small gestures and being in touch.

If this made you think of someone, send it to them.

And if being in touch isn’t reward enough, I’ll give you free stuff if you share it with this link.

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