Jeff Davidson, Guest Author
It is possible for meeting planners who need to negotiate with speakers to stay within their budget. Fee integrity is very important to speakers, to speakers bureaus and meeting planners.
Question: Are there instances when speakers can legitimately fit an organization’s budget without altering their fees?
Answer: Yes. My friend, negotiating specialist Jim Hennig, Ph.D., CPAE, says that speakers can legitimately charge different fees in different situations.
1. Multiple engagements: two or more bookings deserve quantity discounts.
2. Dual-purpose engagements: when the speaker accomplishes several things at one speech.
3. A shared speaker: when an organization cannot afford a speaker, they include another organization to share the costs.
4. Product sales: book, audio and other products are included or able to be sold BOR (Back of the Room sales).
5. Trades: Many speakers will trade for a needed product or service from host organization.
6. Different fees for special groups: non-profit organizations, government agencies, etc.
7. Time-of-year fees: lower fees for slow months, such as August or January.
Larry’s NOTE: The cost of developing a keynote address is high. For example a one hour keynote could represent an investment of 40 to 50 hours of work-time. That is why some speakers will not adjust their fee. Consider positioning yourself as an expert, not a speaker. It’s a significant difference in your mind and your clients’ minds. When you’re a speaker, you have a speaking fee, and you get stuck in this sort of discussion about whether to stand firm on fees or not. When you’re an expert, you don’t.
BONUS Article: “For Agents and Bureaus Only: 10 Vital Issues for Bureaus” by Jim Cathcart
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Copyright © 2011 – Jeff Davidson, MBA, CMC, Breathing Space Institute Founder. Jeff is among the most productive people you’ll ever meet. He walks the talk and makes sure he has “Breathing Space” every day. Jeff has inspired thousands with his humorous, energetic, riveting presentations, and extraordinary breadth of knowledge. At last count, Jeff has written 56 books. Visit Jeff’s Website at: http://www.BreathingSpace.com.
Larry James is a professional speaker and the author of three relationship books, “How to Really Love the One You’re With: Affirmative Guidelines for a Healthy Love Relationship,” “LoveNotes for Lovers: Words That Make Music for Two Hearts Dancing” and “Red Hot LoveNotes for Lovers.” His newest book is “Ten Commitments of Networking.” Larry James also offers “Author & Speaker” coaching. Contact: AuthorsandSpeakersNetwork.com, P.O. Box 12695, Scottsdale, AZ 85267-2695. CelebrateLove@cox.net – More than 110 articles especially for Authors & Speakers at: www.AuthorsandSpeakersNetwork.com
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