How can you negotiate speaker fees when multiple conferences are competing for the same speakers?

If you are a speaker who has a high demand and a unique value proposition, you may find yourself in a situation where multiple conferences are competing for your presence. How can you negotiate speaker fees and contracts in such a scenario? Here are some tips to help you get the best deal possible.

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1 Know your worth

Before you enter any negotiation, you need to have a clear idea of how much you are worth as a speaker. This means considering factors such as your expertise, your reputation, your audience size, your impact, your exclusivity, and your opportunity cost. You can research the market rates for speakers in your niche, but also factor in your own goals and expectations. You should have a minimum and a maximum fee range in mind, as well as a list of non-monetary benefits that you are willing to accept or offer.

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Klaus Jurgens, MSc. (LSE)

Director @ Economyfirst Limited London | Communication, Capacity Building, Negotiation
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Fully agree with giving a certain minimum - maximum range. Stated publishing these details on some of my social media pages as well. Fine-tuned with a number of colleagues in similar professions, such as Communications and Media to achieve a better oversight of what 'is possible' and what not

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2 Be transparent and professional

When multiple conferences are interested in you, you should be transparent and professional with all of them. You don't want to burn any bridges or create a bad impression by being dishonest or playing games. You should inform each conference organizer that you are considering other offers, and give them a reasonable deadline to respond. You should also communicate your value proposition clearly and confidently, and highlight the benefits of having you as a speaker. You should avoid making ultimatums or demands, and instead focus on finding a win-win solution.

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3 Compare and contrast the offers

Once you have received the offers from the conferences, you should compare and contrast them carefully. You should look beyond the speaker fee and consider the whole package, including the travel and accommodation expenses, the exposure and promotion opportunities, the audience profile and size, the networking and learning potential, and the alignment with your brand and mission. You should also evaluate the terms and conditions of the contracts, such as the cancellation policy, the intellectual property rights, the exclusivity clause, and the payment schedule.

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Klaus Jurgens, MSc. (LSE)

Director @ Economyfirst Limited London | Communication, Capacity Building, Negotiation
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Absolutely! This point is ever more relevant when you are not the only speaker participating in a particular event. It happened to me quite frequently that although the topic and location were a perfect match with and for my own expertise other speaker's came from totally different backgrounds. By now I try to find out who else is on stage should it be another multi-speaker activity

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4 Negotiate with leverage and flexibility

After you have assessed the offers, you should negotiate with leverage and flexibility. You should use your high demand as a leverage to ask for a higher fee or better conditions, but you should also be flexible and open to compromise. You should prioritize the conferences that offer you the most value and satisfaction, and politely decline the ones that don't meet your criteria. You should also be prepared to walk away if none of the offers are satisfactory. You should never accept a deal that you are not happy with, or that undervalues your worth.

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5 Build long-term relationships

Finally, you should aim to build long-term relationships with the conference organizers and the speakers' bureaus. You should express your gratitude and appreciation for their interest and their offer, and maintain a positive and respectful tone throughout the negotiation process. You should also follow up after the event and solicit feedback and testimonials. You should keep in touch with them and update them on your achievements and availability. By building long-term relationships, you can increase your chances of getting repeat or referral bookings, and establish yourself as a trusted and sought-after speaker.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Klaus Jurgens, MSc. (LSE)

Director @ Economyfirst Limited London | Communication, Capacity Building, Negotiation
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Location, location, location... one point not as of yet raised in the posts above is that speaker fees do vary from country to country, often even from region to region in that same country. This may depend on your host, on the financial situation in the sector you are going to address and so on and so forth. If you want to establish yourself as a truly globally recognized speaker you would want to engage in quite a bit of market research. Think Northern Europe versus Southern Europe, think a metropolis versus a more rural setting. But do not get me wrong - some of my most memorable engagements happened exactly far off from beaten tracks, including mountain or seaside resorts :-)

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How can you negotiate speaker fees when multiple conferences are competing for the same speakers?

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1 Know your worth

2 Be transparent and professional

3 Compare and contrast the offers

4 Negotiate with leverage and flexibility

5 Build long-term relationships

6 Here’s what else to consider

Conferences

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How can you negotiate speaker fees when multiple conferences are competing for the same speakers?

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5

6

1 Know your worth

2 Be transparent and professional

3 Compare and contrast the offers

4 Negotiate with leverage and flexibility

5 Build long-term relationships

6 Here’s what else to consider

Conferences

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