Guide for Retained/Financially Committed Search
Alternative Fee Agreements by Jeff Kaye (10 minutes)
There are times when a financially committed/retained search is the best option, and there are times when contingency recruiting is the appropriate approach. Certainly, the urgency and critical nature of the position are factors. Accountability, access, and search status are all variables as well. There are times, though, when neither of these solutions is the best answer. Unfortunately, most recruiters tend to work one way or maybe two and then sell why their way is the best. A true consultant gathers all relevant information and then makes an informed professional recommendation.
In order to truly be a consultant, one has to be prepared to craft the appropriate agreement based on the client’s unique needs and expectations. Jeff Kaye illustrates that it is never too late to be what you might have been, and it is never too late to learn and grow. The first step in growth is being receptive to considering the addition of some new tools, and alternative fee agreements into your professional arsenal.
Big Biller Insights by Ruben Moreno (34 minutes)
Ruben shares his best tips to build and grow a retained search practice.
Building Collaborative Client Relationships by Rob Mosley (57 minutes)
This session is about your ability to drive strong long-lasting profitable truly collaborative relationships, even during challenging economies. It is about your ability to differentiate yourself from your competitors. Why is this important? If you fail to differentiate in your approach-you will be forced to differentiate by price. This session will provide you with real skills to answer the following questions:
How do we market for new clients in a way that differentiates us from our competitors?
How do we build real value in a market that tends to see us as “vendors” or a “necessary evil”?
How do we properly manage client tactics and demands so that we are seen as more than just a commodity?
How do we elevate our level of relationship to secure engaged or retained work?
From Contingency to Retained by Jon Bartos (34 minutes)
Jon shares how you can transform your search practice from contingency to the retained business model.
Pitfalls and Tips for Retainers by Scott Love (7 minutes)
Scott shares tips and pitfalls to watch out for when migrating your recruiting practice to the retained services model.
Retained Search: The Face-to-Face Meeting by Rob Mosley (38 minutes)
For retained or engaged search business development, different customers, different industries, and different territories, all play a role in defining how meeting success could be determined. What worked well last year can often be different from what is working this year. Team members can adopt specific insights, sound bites, and language to replicate the successes of their peers, while still embracing their own style. In this presentation, Rob Mosley discusses the approach during a face-to-face meeting to maximize our value with retained and engaged search by challenging the customer’s paradigm and elevating their perception of us and our solutions.
Search Process Best Practices by Christine Geiger (37 minutes)
Christine shares her best practices for search, ranging from business development to key account management. She will walk you through selling financially committed search and how to best position yourself to win more business.
Selling Retainers by Scott Love (5 minutes)
Scott will show you how to get more business, better business, and all the business. Get more business by evolving your desk and increasing your client prospect pool. Get better business at higher margins with clients who see you as a trusted adviser. And finally, get all the business by gaining exclusivity with your clients.
Three Types of Retainers by Scott Love (13 minutes)
Scott shares ideas of how to leverage three types of retained search services in your business. All told, these types of search agreements will give you and your client the ability to choose the right mutually beneficial business relationship.
Your Professional Recommendation Visualized by Karen Schmidt (18 minutes)
So often we talk about the tactical pieces of the recruiting process. What makes a great introduction, how do we deliver a more impactful presentation to a candidate or client, what are the hot buttons we should be speaking to, how do we handle a counteroffer, and more. In this presentation, Karen Schmidt talks about something that requires some thought, patience, and at times hours of work – the collateral material leveraged to differentiate yourself, to elevate your sales and recruiting process, and to ultimately close more business. She’ll start with a broad list of marketing materials that elevate top recruiters from other recruiters whose efforts consist of little more than phone calls. Great recruiters take the initiative to put together a game plan, and the supporting industry-specific marketing materials to deliberately dominate their market. You can too. Enjoy the session.
