Speaker - January/February 2009

What has the Internet
changed?
Clients now have easy access
to both bureaus and speakers,
often blurring lines and creat-
ing gray areas. Bureaus know
that “bureau-friendly” market-
ing materials mean little when
a client can find the speaker
with a few mouse clicks.
Speakers are concerned that a
client who knows them per-
sonally might ask an assistant
to find them, only to have the
assistant “Google” a bureau
that wants a fee.

The IASB Web Site

For more answers to frequently asked questions about the speaker and bureau relationship, go to the International Association of Speakers Bureaus Web site at www.IASBweb.org. There you will find details on accepted practices, bureau standards for professional conduct, and other information about bureaus.

What muddies the water?

A number of things, but “spin offs” probably top the list.

To paraphrase the title of

Brian Clark’s play and movie:

“Whose Client Is It, Anyway?”

The fast answer is that it is the bureau’s. Life isn’t that simple so that dreaded “but” word keeps invading the equation. Here are a few “buts”:

The bureau gets the leads and nothing happens—or worse—it books another speaker! While it is a rare bureau that doesn’t follow up, some are remiss in telling the speaker what happened. It could be that the client did not have the budget or the big

boss liked someone else. Our view: The leads are the bureaus’ and we have to trust them to do the right thing.

Many speakers now offer training, consulting and online services. If a bureau sells these services, how should it be paid? What if the speaker sells these services directly to a bureau’s client? Bureaus have different policies and speakers have different opinions, so communication is key.

Bureau A books you with XYZ Inc. The bureau did its job because you were the perfect speaker and they loved you. True to your word, you only send a thank-you note. A year later, Bureau B calls with an offer from the XYZ. What would be your obligation to Bureau A? Are you expected to protect the bureau from competition? Most speakers say no. After all, the client decided on the bureau and clients have the final say on the bureau with which they want to work. Not everyone agrees, so communication is key.

An old friend or direct cli-
ent sees you at a bureau-
booked speech and wants to
hire you. Do you owe the
bureau anything? The answer
is not clear. It depends on the relation-
ship. If you have not seen the friend or
client in decades, then the bureau prob-
ably has a claim. If you speak to the cli-
ent 10 times a year, then probably not.
Did we mention communication?

Sounds complicated. Is it? Not usually. Once relationships are established, it is usually easier to work through a bureau than to go direct. No

The NSA/IASB Council

the council is made up of key members of the International Association of Speakers bureaus (iASb) and select NSA leaders. its purpose is to foster communication and enhance speaker/bureau relationships—all with an eye to better serving our mutual clients.the council created the following guidelines to foster smooth and effective bureaus/speaker interactions.

The NSA/IASB Guidelines

1. the speaking profession is all about relationships. business partnerships are the key to success.

2. Other than moral and ethical considerations, there is no right or wrong way of doing business. it is advisable that all bureau/speaker transactions fully disclose net and gross fees and all product sales.