What are the most effective ways to negotiate speaker fees and contracts for non-profit organizations?

Many new speakers confront this question. One of the best opening questions to ask your potential client is, "what is your budget for a speaker?" or "have you hired speakers before?" This allows you to assess whether the organization is able to provide you with the fee you require. This also allows you to refer the organization or client to another speaker that better matches their budget-making you their partner, not just a vendor. I agree with Nikki Patin: you can provide a sliding scale to organizations to be able to provide your services without damaging their budgets. Many speakers have set fees for "off the shelf" talks, while others have a more fluid fee structure for customized work.

I have found the most effective way to gain the best fees for speaking is to allow the company or organisation that requires an authentic speaker to find you and never chase after them. It may take more time, even years, but eventually cream will always rise to the top.

Being thoughtful and doing research on the organization prior to negotiating, in my experience has been key. Local non profits may not l have the same funding as a global one. For example, a local organization may need your expertise to help them grow. In this case adjusting your speaker fee to accommodate the size of the organization is reasonable.

I have a sliding scale, in order to accommodate non-profits and community organizations who may not be able to match the budgets of larger organizations and institutions. The bottom of my scale, of course, is minimum that covers labor and expenses. The top of the scale represents my ideal fee, which might be out of range for most clients. Most usually end up somewhere in the middle. The scale ensures that I’m paid in balance with industry scale and my own financial requirements. It also communicates my own awareness of my value, as well as my flexibility and values of making my work as accessible to as many as possible without undercutting my bottom line.

I always ask "what's your budget?" As I tend to negotiate for smaller organizations, but it shows them you expect compensation. I also have a speaker intake form where I can get an idea of the intended audience, size, format etc, to give them an accurate quote. I will say it's incredibly disappointing in the fields of nonprofit and social justice how speakers are expected to work for free. Make sure you are clear that you expect to be compensated. A speaking gig is not just taking time out of your day- there is prep, follow up, and a lot that goes into creating the perfect presentation for your audience!

Be patient and considerate. The organization may need to raise additional funds to cover your fee and related expenses. Fundraising takes time and the organization may need information from you, such as a bio or short description of your presentation, to share with donors.

In my experience, the key is to be flexible. I always ask if they have a budget and try to work with my client to create a win win situation. I also suggest ways that they can get my fee covered….A corporate sponsor, or sharing the fee with other organizations that might benefit from the talk. I also do a number of pro bono “free” talks each year for smaller non profits and associations. It is great exposure and it often leads to consulting works.

The issue with nonprofit organisation, is that some of them always expect donation. As a speaker this is what you do for a living. That money is important for you. Here is what I do: Let's say for example my fees are $100. I negotiate $200 and after I get paid I make a donation of $130 or $135. Business wise... 😇