Guide for Negotiating Fees
7 Assumptions Recruiters Make That Significantly Inhibit Their Success by Mike Gionta (44 minutes)
In this presentation, Mike shows how to become more consultative by conducting in-depth diagnosis for your client, how to stop “pitching” your prospects and telling them what you need, and how to progress in developing mutually beneficial client accounts. He covers the power of taking a consultative approach, what we can control and influence, quality vs. quantity, tracking metrics regardless of tenure, process management with clients and easing a reluctant client into a graduated fee system.
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 with Chad Oakley (16 minutes)
Chad shares his top tips that have enabled him to develop a million-dollar practice. Some of what Chad will cover is a “clockless mentality,” the value of our time, the importance of having a niche, his “most favored client” clause, pipeline status reports and candidate scorecards.
Client Development Secrets by Scott Love (31 minutes)
Scott discusses keys to client business development including, SPIN selling and questions for client prospects, how clients perceive risk, how to handle client rebuttals and fee negotiation tips.
Perm Fee Negotiations by Neil Lebovits (49 minutes)
Neil discusses how “Perm Fee Negotiations” is a comprehensive methodology more than an isolated closing technique. He’ll cover the how you can never be overpriced with contingent agreements, negotiations 101, and the business decision steps to a close.
The Psychology of Killer Negotiations by Neil Lebovits (71 minutes)
Neil shares tips for a successful negotiation including building goodwill and rapport with clients, understanding your three targets of a deal, and identifying leverage points for the fee negotiation – all helping you create more win-win agreements and close more business.
We Want Our Money Back by Greg Doersching (48 minutes)
Greg shares his insights regarding fee negotiations and solutions to help you build your practice. Topics include the 6 major services clients expect from recruiters, how to sell your process, how to ensure your services are seen as value-added, and much more. Greg also covers several common objections such as “your fees are too high,” “we want a longer guarantee period,” “what happens if you never send me a candidate” and “what happens if we find a candidate on our own?”
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.
