Understanding the different types of representations
Many public speakers have misconceptions about how speaker bureaus and
speaker agents operate. Speakers refer to agencies and bureaus as being the same
– BUT they are not.
Before committing yourself to either one, make sure you are well informed on what they will
provide you as a speaker, and which type of representation will benefit you the most.
Below is a brief overview of speaker bureaus and speaker agencies.
Speaker agencies
Agencies work for the speaker!
The speakers agencies client
is you, the speaker. Agencies work in the best interest of the speaker. An agent
has an incentive to get you booking engagements and higher fees with better
contract terms, because the more the agent gets you the more the agent gets.
In most cases the agent does not seek out speaking engagements for the
speaker. The agent works to get you more money and better terms, which is their
most important responsibility. They speak on your behalf when it is
uncomfortable for the speaker to request higher fees.
An agent does not “promote” the speaker to the organization or association
groups, this would be handled by a marketing consultant who makes the speakers
so noticeable that they don’t have to “knock down doors” to get engagements.
They may actively promote their company, but in most cases they do not actively
promote the speaker.
Now in some cases with smaller agencies I have seen them actively promote
their speakers, but with the larger firms they don’t.
So when choosing an agency to work with, research them, their terms, and find
out what they can do for you. Most speakers will want an agent that will
actively promote them and “find” them speaking engagements, which is the
ultimate goal of every speaker to have a booked schedule year after year.
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SPEAKERS BUREAU RESOURCES |
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Speaker bureaus
Speaker bureaus
work for the hiring company
- not the
speaker!
One of the
most common misunderstandings with a bureau is their representation. They work
for the interest of the “hiring” company looking for a speaker and are paid from
the “hiring” company. If you sign-up with a speakers bureau they do not work for
the speaker, they actively promote their site but do not go the “extra mile” to
get the speaker seen.
So when you sign-up to get a listing be expected to be
listed with thousands of speakers just waiting for the chance to be seen by the
“hiring” company. They do however cultivate relationships with a large number of
associations and organizations.
Bureaus don’t represent the speaker in a sense that there is no promotion for
each speaker. You may be listed under a category that carries an additional
hundred speakers with the same topic.
Speaker bureaus are particular about who they work with. Do your homework and
know how to introduce yourself so you peak their interest and make sure you have
the proper tools that will help them sell you when a “hiring” company requests
your material. If the bureau keeps its clients happy (the “hiring” company),
then they will return to hire many more speakers. So if a bureau is doing their
job properly then your chances of being “seen” are enhanced.
We hope you found this information helpful and if you have any questions please
feel free to contact us. |
