Ethan Pierse

One of the most valuable skills I think you can bring to an audience or event is to actually also be a subject matter expert in the event's topic. The fact that I also keynote many of the same types of events that I MC enables me to be much more comfortable in connecting the audience to the next speaker or panel and to speak in a way that comes across as significantly more authentic. I think the opposite is also very important. If I am not well-versed on a specific subject, I think it is important to limit how much I use the subject matter in my on-stage dialogue. An expert audience will feel very quickly that you are speaking out of your depth but will also appreciate when you are able to add value and context to the content.

For me it is always about the transfer of value. Some conferences bring me more value in visibility, discoverability and reach, so I take that into consideration regarding fees and expenses. For other conferences that I feel I am bringing more value to because of my general experience and ability to handle last minute changes and whatever goes wrong on-stage, I am less willing to make that effort on fees. Some events I would never want to lose and others I am willing to let go of if they are unable to remain competitive for my time. Clearly understanding your own value proposition as well as the value that the event brings to you should enable you a clearer perspective for negotiations.

After each event, you should already be asking for feedback and a review/testimonial where appropriate. I find that this is also the perfect opportunity to start to pre-sell your client on the idea that your rate will increase (slightly) for future events, if that is planned. Since they are still in the "you were great" mindset, fresh off of the event, and getting positive feedback from their attendees, this is a better time to prepare those future discussions vs. waiting months later when the positive afterglow from the event has worn off.

For repeat events, especially annual ones, they are hopefully growing in scale, importance, and revenue just like you as an MC are improving your skills and developing your reputation. An event that repeatedly asks you back and is growing should realize that an annual review and adjustments to your rate and terms are completely in line with the value that you have proven you are capable of bringing to the event.