Comment négocier des honoraires équitables tout en maintenant une bonne relation avec les parties prenantes ?

Investigate industry standards and market rates for speakers in your niche or field. Look at what other speakers with similar expertise and experience are charging for comparable engagements. Consider the demand for your topic or expertise and the size and profile of the audience you'll be addressing. High demand or specialized knowledge may justify a higher fee, especially for niche topics or audiences. Take into account all associated expenses, including travel, accommodation, materials, and any other costs incurred to deliver your speech. Ensure that your fee covers these expenses while still allowing for a reasonable profit margin.

I'm not a fan of the Know Your Worth crowd because my worth is what someone is willing to pay at the time. I get to take it or leave it. What I take for one gig differs from what I'm willing to take for another gig. So, be creative when negotiating. Know what the opportunity has the potential to return. Future book sales, influence, and other gigs are payoffs. Consider them along with how much you like the person/company and how they found you. If they sought me out to take advantage, I'm out. But, if they sought me out as the best fit to deliver the service but can't afford the full ask, I'm negotiating. I make sure I present my best no matter how much I get paid. Remember that artists like Usher perform at the Super Bowl for free.

In my experience, knowing your worth includes the understanding of what you bring to the table and the fact that it is invaluable. With that in mind, your fee is your fee and you have to be willing to stand strong on your brand. Once you have done the research, be confident and willing to walk away from the table if your fee is not met within reasonable parameters that you set. Only you know what is acceptable. Also, it is not solely your responsibility to maintain the relationship with a key stakeholder. If they value you, they will not try to undermine your skills and worth.

It is always an honor to be asked to speak and a gift when someone knowledgeable and kind agrees. Often, in the sustainability arenas, there is no charge to attend, staff are volunteers, and organizers may draw on personal savings or loans to make the events possible. The time and preparation, plus travel and carbon offsets, and opportunity costs can be high for many, but we persevere to make a difference. For all these reasons, it helps when speakers and event organizers strike a balance while we work together to cultivate fiscal sponsors. As LinkedIn, my group, and others help the world understand the value of green and sustainability skills for people and our planet the field itself will become more sustainable for all.

Three things can help a speaker negotiate on the speaking engagement assignment. I. Duration of the talk II. Credentials of the speaker III. Knowing the range of the organization which is willing to take you as the speaker.

Are you the best fit to accomplish what your prospect wants to accomplish? Key is asking the right qualifying questions to ensure fit. Never hesitate to say "if I'm not a great fit I'd be happy to offer a referral". This will get you business when you are the right fit!

Negotiating a fair speaking fee while nurturing good relationships with stakeholders involves understanding their needs. Listen attentively, ask probing questions, and demonstrate empathy to grasp their goals and challenges. By aligning your speech with their objectives, you can showcase the value you offer. Emphasize how your expertise addresses their concerns and enhances their event. Collaboratively exploring ways your presentation can meet their needs fosters mutual understanding and trust. By prioritizing their requirements and tailoring your approach accordingly, you can negotiate a fair fee while building and maintaining positive relationships with stakeholders.

You should never ever draft a proposal or quotation without having first met with the client. Even better if you can meet directly with the decision maker a.k.a the person who has the actual power to say yes or no. “Gatekeepers” will generally only waste your time. The decision maker is one who knows exactly what they want. Interview them, take notes & ask what their pain points are, what the situation on the ground is, & what a successful outcome would look like & then craft your proposal to meet each & every one on their needs and challenges. Doing so will make you seem like a godsend who is a “fly on the wall”, who truy understands what they want & need. Which will in turn make them more likely to choose you over the competition.

Negotiate a fair speaking fee by researching market rates and understanding stakeholders' budgets. Emphasize your value proposition, offer flexibility, and provide options to accommodate different budgets. Maintain transparent communication, focus on long-term relationships, and express gratitude regardless of the outcome. This approach ensures fairness while nurturing positive stakeholder connections for future opportunities.

Use o máximo do tempo para identificar todas as dores, o cenário e como você realmente pode impactar. Invista tempo, faça perguntas de validação sobre cada ponto levantado. Com isso a entrega de valor será superada.

Host a webinar before the event to generate excitement, provide additional insights, or address specific topics related to your speech. This allows stakeholders to engage with you before the event and deepen their understanding of the subject matter. Offer a post-event Q&A session where attendees can ask questions, seek clarification, or discuss key takeaways from your speech. This provides an opportunity for further interaction and knowledge-sharing beyond the main presentation. If you have authored a book relevant to your speech topic, offer to conduct a book signing session after your speech. This allows attendees to meet you in person, obtain a signed copy of your book, and continue the conversation in a more intimate setting.

Negotiations often involve a balance of power, where each party seeks to maximize their outcomes. By positioning your offer as not only meeting but exceeding the other party's needs or expectations, you create a scenario where the perceived value on their side increases. This perceived exclusivity or superiority of the offer can indeed reduce the need for traditional negotiation tactics, as the other party may be more inclined to accept the terms presented in order to not lose out on the opportunity.However, it's also important to recognize that negotiations are not solely about the exchange of goods or services; they're about building relationships, trust, and understanding.

I’ve also found creating a follow-up event to connect with attendees can be beneficial. I called it the “virtual after party” where I took time to answer questions, and have discussions that I wasn’t able to accommodate in the event timeframe.

My clients like to offer what I call "Aftercare". What can you offer your client as a next step after the speech? Encourage them to hire you to help them implement the ideas, tactics, and strategies you introduced on the platform. Many of my clients love the accountability this can offer.

Highlight additional benefits you bring beyond the speaking engagement. This could include customized presentations, post-event resources, or promotional support. By demonstrating the extra value stakeholders will receive, you justify your fee while building a stronger partnership. In one negotiation, I proposed to create a tailored post-event guide with key takeaways and actionable steps for attendees. This not only enhanced the event's impact but also showcased my commitment to providing value beyond the speaking session. The stakeholders appreciated this comprehensive approach and were more open to discussing a fair fee. #ValueBeyondSpeech #PartnershipBuilding

Before you give any discount on your fee see if there's something you can add to the mix. For example, a Q/A session with attendees immediately after your program or later on a virtual basis. Can you supply customized articles with more information than you had time to share on the platform? Make a list before this happens so you're prepared.

When negotiating a speaking fee, prioritize flexibility and creativity to reach a fair agreement while maintaining positive relationships. Consider adjusting fees for perks like free tickets or accommodation, waive certain expenses in exchange for coverage elsewhere, or accept less favorable terms for increased visibility. Show the value you bring and demonstrate a willingness to compromise to ensure a win-win solution that benefits both parties and emphasizes the importance of the relationship and opportunity.

Never discuss your numbers first Ask them to share what difference it would make if the staff retention was lower If we have increased the motivation by 5% and everyone sold better If we could get complaints and returns down what numbers would that add to the bottom line After they have shared those numbers and they should be massive. Tell them your fee.

Negotiation often involves give and take. While knowing your worth is crucial, flexibility can strengthen the relationship. Consider adjusting your fee based on factors like the event's budget constraints or the potential for future collaborations. A willingness to find a middle ground shows professionalism and a genuine interest in working together. During a recent negotiation, I understood the organization's financial constraints for the event. While I maintained my value, I offered a reduced fee in exchange for extended promotional support. This compromise not only secured the speaking opportunity but also laid the foundation for a positive ongoing relationship. #FlexibleNegotiation #WinWinApproach

Flexibilität und Kreativität: Der Schlüssel zur erfolgreichen Honorarverhandlung Eine faire Honorarverhandlung erfordert Flexibilität und die Bereitschaft, Kompromisse einzugehen. Hier sind einige weiterführende Überlegungen dazu: Streben Sie nach Lösungen, die für beide Seiten vorteilhaft sind. Seien Sie offen für alternative Formen der Vergütung oder Zusatzleistungen. Dies könnte die Bereitstellung von kostenlosen Tickets für Ihre Veranstaltung, Unterkunft, Präsenz oder andere Vergünstigungen umfassen. Seien Sie offen, auf bestimmte Ausgaben zu verzichten oder ungewöhnliche Bedingungen zu akzeptieren, wenn dies eine gute Win-Win-Lösung ist.

Maintaining respect and courtesy during negotiations is fundamental. It sets a positive tone and fosters an environment conducive to open dialogue and mutual understanding. Respectful communication acknowledges the perspectives and needs of all parties, facilitating a collaborative atmosphere. Being courteous involves active listening, empathetic responses, and clear, polite expression of your views and needs. This approach not only aids in reaching amicable agreements but also in preserving and strengthening professional relationships long-term. Demonstrating respect and courtesy reflects your professionalism and integrity, qualities that are invaluable in any business interaction.

I think the key things are to know your value and to be respectful and professional. It’s not uncommon to have people invite speakers and not mention money at all. In this case, get the topic out in the open right away. Either give your rates or ask about their speaker remuneration. Know what your worth is per engagement. Consider travel costs/time. If they tell you their budget is lower than your fee, and you love the company, consider a shorter talk if it works. You’re keeping your value this way. Does virtual help? Depending on the situation I can be open to other ideas, but for me, “product payment” isn’t one of them. I think these situations differ based on where you are in your speaking journey. It’s an evolution.

In the words of John Kehoe “People like to do business with people whom they like…” Period. The more the client connects with you emotionally, the better your chances are of doing repeat business with them. Being respectful & courteous makes you a more likable person, that people are drawn to. And the more people are drawn to you the more opportunities you will have to do business. “People like to do business with people whom they like…” Period.

Maintaining a respectful tone throughout negotiations is key to preserving relationships. Even if the fee discussions become challenging, professionalism and courtesy should never waver. Clearly explain your fee rationale, listen to their perspective, and seek common ground with a collaborative spirit. In a recent negotiation, I ensured to express gratitude for the opportunity while discussing fees. I listened attentively to their budget constraints and needs, which led to a mutually beneficial agreement. Demonstrating respect and understanding fosters trust and sets the stage for a positive partnership. #RespectfulNegotiation #CollaborativeApproach

Most times, people are only conscious of what they want to deliver and what they feel their clients want and not really considering the mode of delivery. Having good plans and materials isn't enough, the mode of delivery shouldn't be left out of the planning. Being courteous and respectful helps to retain clients and make them actually interested in what you have to say.

Gratitude plays a pivotal role in negotiations, often overlooked yet powerful. A simple act of appreciation, like a handwritten note thanking stakeholders for their collaboration, can significantly impact professional relationships. It elevates a transaction to a meaningful exchange, emphasizing the relationship's value beyond the immediate outcome. Sharing stories of resilience during tough negotiations also inspires, highlighting the importance of adaptability and perseverance. These narratives and gestures remind us that negotiations aren't just about terms and conditions but about human connections, empathy, and understanding, key to long-term success and fulfillment in our professional paths.

Too often people focus on money and not creating value to help someone. I would not say compromise but I’ll say negotiate a better opportunity to build a relationship and still over delivery. There are many different things they can do to support you if the amount is too low. You could negotiate book sales, referrals, letters of recommendation, break your sessions up into pieces, or other things to help them accomplish a goal that you’re the solution for. If you’re the solution to their problem, find multiple ways to help.

I have seen people delivering their thoughts but when when it comes to the validation of those thoughts they are not very sure. I think that whatever we deliver to the audience, it should be valid and should add value in their lives for real in some ways. There should be solid foundation of those thoughts that we are going to deliver to the audience.

I think each Speaker should have their set rates - either daily, hourly etc and they are set in stone. Negotiation only comes into play if they require more from you or you see that you could add more value to them by adding an additional service. Having a set fee kills off the need to negotiate as everything is transparent and no nonsense. Do we negotiate how much we pay for dinner or our medical bills? No! If you're a serious professional speaker you should have a set of speaking packages for people to see and choose from...and ONLY negotiate if they require MORE than said packages.