Two questions for you. (a) How good a recruiter are you? (b) How good a recruiter does your client think you are?  I think I know your answer to the first question, but the fee your client pays you will be the indication to the real answer to the second. The secret to better fees is to educate the client to understand and appreciate what you do and how you do it. I’m talking about the RECRUITMENT PROCESS you go through.

Imagine this scenario: You win a new client and they give you a vacancy. You don’t take the time to explain how you will go about sourcing, screening and presenting candidates. You also don’t tell them about all the work you do behind the scenes with both client and candidate to ensure a smooth recruitment process throughout including offer and acceptance.  In other words, you simply grab the vacancy and are keen to crack on.   As we agreed earlier, you’re a good recruiter so you deliver 3 spot on CV’s to the client within 48 hours. Now at that point does the client think (a) “Gosh, these guys are really good at what they do!” OR (b) “Well that was quick, that must have been easy!”  So, despite doing an excellent job, because the client doesn’t appreciate or value the skill and effort in what you do, the next thing he does is begrudge the fee he agreed with you!

Before you can agree an appropriate fee with a new contact you have to explain the recruitment process.  That holds true with an existing client if it is a different service you are offering for a particular vacancy, too.  Clients will pay whatever fee (within their budget) they feel offers value for money for the service you provide them with.

This tip was brought to you by Warren Kemp, our MD and lead trainer – follow Warren on Twitter at www.twitter.com: WarrenBKemp. More help like this is available on our tips page and on our one day ‘Business Development & Sales Skills’ course. If you have a question you would like answered, then email ken@recruitmentmatters.com