Speaker - September 2011

Casting a reality check on real-world conundrums
You should consider
bundling some of the other
options in your bailiwick. I will
bundle customer interviews,
team surveys revolving around
their strategy, and several
other options that will increase
my fee over and above my
published speaking rates.

The Price is Right
A past client refers a potential client to
you, who openly shares her speaking
budget without asking your standard fee.

She really wants to book you and offers
the entire sum to you, assuming your rate
is higher than it is. Do you accept her
offer or inform her that your standard rate
is lower? What would you do?

My fees are published on my website, on eSpeakers, and in my collateral material. I would quote my rack rates for a keynote, half-day and full-day, and then explore what else I can offer; for example, a pre-conference dinner with the board, emcee an awards dinner, offer a break-out session or bonus session, do a follow-up webinar, etc.

There really isn’t any question about ethics here. If a former client referred her, they eventually will compare notes and she will discover any duplicity.

--Orvel Ray Wilson, CSP Golden, Colo.

—Mark Faust Cincinnati, Ohio

Straight up, I’d charge my
normal fee. However, if it sounds
as if there might be some
significant customizing or some
added value that you could bring
to the table, then you should ask,
‘What else can I do for you? ’
There is no reason you should not tell her your standard fee and
what extras you can deliver for an additional fee. You may uncover other
ways you can help that are worthy of an extra fee. Find out what the
client needs by asking questions and digging deep.

—Janelle Barlow, CSP, PhD Las Vegas, Nev.

--Phil Yanov Greenville, S.C.

What Would You Do? is a regular column that presents a real-life dilemma faced by professional speakers. NSA members are encouraged to submit a dilemma for possible discussion in this column. Please submit dilemmas to ethics@nsa-speaker.org. NSA reserves the right to edit submissions for length and style. All dilemmas will be anonymously attributed. Opinions expressed are those of the individual respondents, not NSA.

I would inform her of my customary fee. Fee integrity is important, as is honesty and honor. With the budgeted funds, I would suggest another speaker who would complement my message or provide a different view. After all is said and done and the booking is finalized, I would consider raising my fee.

I would quote my regular fee. It’s important to have fee integrity and I don’t want to make the meeting planner’s problem my problem. If the planner wants to pay me the entire speaking budget, it is not my concern because I assume she is an intelligent, rational person and believes that my intellectual property is worth the money.

If a client wants me, they will find the money or make a counter-proposal. A counter gives me the opportunity to explore ways that I can meet the revised budget, such as selling product, shortening my presentation, asking them to pay for my spouse to attend, advertising my services to their members, etc.