speakers - Building a compelling case

Today we have been sending out instructions to potential speakers for our speakers' bureau on what we would like to have on material. Of course, not everybody has a DVD with his or her speech on it, and it is not a requirement. But it does help when people can see you in action.
"But you know me," was another regular objection. But we are not the ones who have to be convinced about somebody's talents, we have to make a compelling case for future clients.
Also, not everybody has a long list of past speeches, but you have to ask yourself if you cannot come up with a list, whether you want to join a bureau for professional speakers.
Anyway, a very interesting day.