Casting a reality check on real-world conundrums
A second-rate decision?
You're too sick to speak, but you manage to find a substitute speaker to fill in for you at the last
minute. The substitute quotes you his/her full fee, which is half of what you're being paid by the
client. What would you do?
“If a client is going to pay significantly less, it might lessen their confidence in the replacement. So, I would probably have the client pay the same amount, and then pay my speaker friend his full fee.” “Have the replacement speaker deal “Be happy I could not only ‘save the directly with the client.” day’ for the meeting planner but also save him half what he would have “Pass the saving would also ques found a true ‘su stitute would pr“s on to the client. I paid me.” tion whether I had bstitute.’ A true sub- “Tell the substitute they are making X and ask if it would it be okay if obably be at the 20 percent went back to you, just as a speakers bureau would collect,
same fee level.” making both of you happy.”
“I would offer the second speaker at
a rate 50 percent higher than the
speaker's full fee, which still offers a
discount to my client.”
“I would only call those people who are ‘close’ to me. Those individuals
wouldn’t quote me a fee. We know and respect each other and they would
simply say ‘Glad to help you out.’ ”
“Split the difference with the
substitute speaker. He or she
would not have gotten the
engagement without you.”
“I would get a one-page quote from the speaker, with a brief bio, statement
of availability and fee, and would pass it on to my client. The payment
arrangements would remain between the client and the speaker.”
“Take a pill and go on stage.”
“You should never have to scramble
to find a substitute. Know who
“First, make sure the client wants
this speaker. If so, offer the speaker
as a substitute at the new speaker's
fee. The client is not getting me so
why would he pay my fee?”
