University Presidents Often Have Access to Funding to Pay to Have

Essay

University presidents often have access to funding to pay to have widely recognized people, such as Mikhail Gorbachev, Maya Angelou or Jimmy Carter come to their campuses as speakers. When negotiating with speakers' bureaus for the services of these individuals, college presidents are primarily concerned with the "get" component of a service and monetary price is not of primary concern. What types of pricing strategies should the speakers' bureau use if they wish to appeal to the value as defined by the university presidents?