Regardless of the type of client solution, the very essence of a consultative approach requires that you first determine the specific need, problem or goal and align the proper service approach to meet the need, solve the problem or achieve the goal.
The purpose of asking qualifying questions and truly understanding your client’s situation is giving you tremendous insight. Insight is essential to gaining influence. Ultimately, the more insight you have into an organization, the more influence you will have with that organization. The reverse is also true: when you have no insight, you have no influence. When you have greater insight and influence, you can begin to align your client’s needs with your firm capabilities.
Establishing the Proper Process
Contingent Process vs. Retained Process
Scripted Dialogue and Probing Questions: Process
We should not assume that a prospective client fully understands the differences in the search process when it comes to Contingent versus Financially Committed or Retained partnerships. In this clip, Jeff Kaye helps you articulate to your prospects the critical differences in the search process itself.
Establishing the Proper Relationship
Contingent Relationship vs. Retained Relationship
Scripted Dialogue and Probing Questions: Relationship
Before you enter into any kind of agreement, setting expectations for how the relationship will operate is an important step. This clip covers an overview of the significant differences between a Contingent operating relationship and that of a Financially Committed or Retained nature.
Establishing the Proper Terms
Contingent Process vs. Retained Terms
Scripted Dialogue and Probing Questions: Terms
Making sure that your prospective client understands the differences in cost, time allocation, performance guarantees, and several other components is essential. Jeff Kaye summarizes the key differentials when it comes to the Negotiable Terms of either a Contingent or a Financially Committed/Retained search.
Articles
Why Recruiters Are Worth What They’re Charge by Paul Hawkinson
Justifying an Engagement Fee by Terry Petra
Justifying Your Fee: A Value Proposition by Terry Petra
Alternative Fee Agreements by Jeff Kaye
The $210,000 Placement Fee by Scott Love
Do You Negotiate or Surrender by Terry Petra
