Should You Give That Talk for Free?
Sara Martin, Monitor Staff
Many a mentor will tell you that to succeed as an early-career psychologist, you need to get your name out there. Offer to talk to a high school about the warning signs of depression. Participate in National Depression Screening Day. Ask your local community center if you can give a presentation on the link between stress and heart disease or ways to cope in the face of trauma.
“You just never know who is going to be in the audience,” says J. Paul Burney, PhD, a Conroe, Texas, practitioner who is also president of the Texas Psychological Association and a member of APA’s Committee for the Advancement of Professional Practice. “I can’t tell you how many times I did a talk and it turned out that someone wanted to pursue more professional services.” But what do you do when a nonprofit group with a small budget asks you to do a presentation for free? Should you?
Many early-career psychologists--eager to build their CVs and often flattered to be invited--may be tempted to immediately say yes.
Not so fast, say more seasoned psychologists. Before you accept any speaking engagement, be sure to evaluate the opportunity to make sure it’s worth your time.
“It’s absolutely appropriate to do pro bono work and to give back to the community,” says Burney. But, while giving freebies can be a great way to boost your experience and promote your services to a new audience, he says, “psychologists are highly trained professionals with years of experience and that should be recognized.”
Early-career psychologists, in particular, need to “balance their personal beliefs of how important it is to provide the information to those who’ve asked for it with the realities of their time and financial situation,” says Andy McGarrahan, PhD, a clinical psychologist at Children’s Medical Center in Dallas. “It’s a smart move for new psychologists to do some presentations at no cost to build their careers, but they need to remember that putting together and doing presentations takes a lot of time.”
So, how do you draw the line between selling yourself and selling yourself short?
Take some time to think about the offer. “You shouldn't say ‘yes’ to a request without first saying something like, "I'll need to look at my calendar, and I'll call you back,” advises says Ruth Ullmann Paige, PhD, a Seattle practitioner who served as the 2004 APA Board of Directors liaison to the association’s? Ad Hoc Early Career Group. By thinking through the opportunity, you can determine the amount to charge and whether it’s worth your time.
Ask about demographics. Find out whether the group you’d be speaking to is a good match for promoting your work, says APAGS Associate Executive Director Carol Williams-Nickelson, PsyD. For example, if the group is looking for smoking-cessation tips and your interests and experience lie in treating depression, it might not be a good fit for you.
Give them a chance. Burney follows the “three-strikes-and-you’re-out” rule. “The first time a group asks, I’ll tell them I’d be glad to do it,” he says. “The second time they ask, I’ll say, ‘Well, okay.’ The third time, I’ll say, “Let’s talk. You’re a professional, I’m a professional. If you want to continue, let’s negotiate a professional fee for my time.”
Know the going rate for such presentations. Calculate what it costs you to provide such services--factoring in everything from your rent to your traveling expenses. A good rule of thumb is the amount you might charge per therapy hour, says Williams-Nickelson. If you charge $100 per hour, for example, and the talk would be over two hours, it’s reasonable to ask for $200 for a presentation. To double-check your figure, advises Paige, consult with a dozen or more experienced colleagues to get a range of how much they charge for presentations and workshops. Ask if there is a difference in fees for less experienced psychologists. Whatever you do, don’t misrepresent what you’ve earned in the past, says Williams-Nickelson.
Be prepared to negotiate. Keep in mind, says McGarrahan, “a lot of people would love you to speak for free, even if they have the money to pay you,” says McGarrahan. If it’s a talk you really want to give, be flexible. Ask them what their budget looks like and see if you can agree on a price. And remember, points out Burney, “you can always negotiate down, not up.”
Consider the non-monetary advantages. If a nonprofit group has no money to reimburse you for your time, ask them if in exchange you can promote your services at the talk. You may be able to hand out brochures, pass out your business cards or post flyers on their bulletin boards. You could use the presentation to talk about a support group you offer or invite attendees to call you for more information.
Prepare for presentation requests. Most people don’t understand that psychologists have years of training and experience. As a result, when a group asks you to speak, give them an overview of your education and training and your work history, and note how much you may have been paid for other presentations. That will help them understand you should be fairly compensated for your time.
“Have your talking points and practice them so that you’re ready for when these requests come up,” advises Williams-Nickelson.
Don’t feel guilty about saying no. If an invitation to speak is not in your best interests, a polite response, says Burney isis, “That sounds like something I’d like to do, but I have other professional responsibilities and I’m afraid I’ll have to say no this time.”
And says McGarrahan, “Even if you have to say ‘no,’ if people are asking you to speak, it’s a good thing. It means you’re getting your name out there.”
