One of my staff recently asked me how to make decisions over complex issues that involve speaker bureaus or booking agencies. I told her, "I always go with the relationship instead of the money. I ask myself what's best for the speaker's and our relationship with the bureau/agency."
I've learned this lesson the hard way. About 17 years ago, I was influenced by a third party to choose the money over the relationship. My relationships with people I valued and counted on suffered and so did our business. So 15 years ago when I opened my own sales and marketing company for speakers, I decided I would always make decisions and choices from this premise. We never go after the money...we always go after the relationship.
So the next time a customer is pressuring you for an answer and you're not sure about where to direct the business...always go with the relationship...never go with the money. xoxoKaren