Resources  >> Blurry Distribution Lines

About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  October 26, 2010

Blurry Distribution Lines

Interesting article from a meetings industry magazine this Fall about getting more value from speakers.  Yes, it’s standard to ask for more than one session.  What’s becoming standard now:  travel expenses.

That means speakers need to include airfare and incidentals in their fee.  And no, that doesn’t mean that you are paying for travel from the meager fee you get.  Raise the dang thing to include travel and use your points if the airfare is an unpleasant surprise.

What’s the new standard?  More stuff after the meeting.  Buyers are looking at coaching, consulting, and facilitation after the event for implementation help.  Remember, buyers are looking to us to change behavior.  They know that can’t happen in one 60-minute segment, so they are demanding more help.

This is good news for experts who speak.  Bad news for the general motivation folks as well as self-help/personal growth.  My vote:  do a pre-emptive strike by offering a “XX point ‘do it now’ program for implementing the ideas presented”.  Those who do will have the inside track.


About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.