Negotiating a fee with an SME

Any ideas anyone?

Obviously, this would all depend on the SME.

For example, if you approach a famous SME, you'll have an easier time selling the course ("Written by Dr. Famous!"). If the SME is interested in selling the course to their own clients, then it might be feasible for both of you to just contribute your time to the writing and development and divide up the sales. This would require a lot of trust on both sides.

If you approach a less-famous SME who isn't interested in helping to sell the course, you might need to pay an advance plus royalties or buy the content outright. For ideas, you might look at online forums where writers talk about the advance & royalty deals that they get.

You might consider repositioning this as "How do I approach consultants in [field] and offer to develop elearning for them?" It seems like a lot of consultant/presenter types are getting interested in elearning, and they certainly have content. For example, you could offer to develop online versions of their materials for them in exchange for the right to also sell those materials through your site.

Cathy.

I agree. I've been thinking about it more and it will depend on the SME. I don't think there will be a "one-model-fits-all" method. It will depend on the SME's personal circumstances, how old the courses is and does it need updating, etc?

I think for those courses that need updating every year (as new legislation comes out for example), a royalty based approach would be best. For permanent, unchanging courses a fixed upfront fee could work but I imagine all SME's would want a cut of future sales of their work. However, as you rightly say, it will involve a lot of trust and the method used will also depend on my track record of selling so the method used could change over time as I can provide more evidence of successful sales.

Thanks for the feedback.

Rob

I'm also thinking the same, Rob. I just posted the same question. Thanks!