Do not discount your fees.

“So let me just clarify your position on this, Mr Client”.

You spend 30 minutes telling me all the recruiters you have used so far are hopeless, they provide zero value, they can’t find the talent you want, their service is pathetic, and they do not understand your business.

You wax lyrical about how your own recruiting team cannot find candidates, how you are getting offers turned down and how your own staff are being poached.

You agree that ‘it has never been tougher to recruit‘, and that your business will not achieve its goals unless you can ‘hire good people‘.

Then, we spend hours going through your needs, and you are excited because I really understand you and your role, and the current market dynamics, and you are confident we can access the skills you need…

Then after weeks of work, including search, headhunting, social media, networking, interviewing, access to our database, screening, reference checking, and input from our entire team… we do find those elusive candidates.

And you review our shortlist, and you are thrilled at the quality. You are almost speechless at the prospect that finally, a recruiter actually delivers.

You applaud our management of the process, and you thank us for handling the candidate’s last-minute nerves and navigating the way through a counteroffer from her current employer.

You wrap it up by telling me this hire will ‘change your working life‘.

Then you tell me you think our fee is too high because ‘the other guys’ charge less!

FFS!

Can you actually hear yourself?”

Message to Agency Recruiters.

I literally cannot imagine a scenario where you would discount your fees in this market.

 Don’t do it.

If you can find candidates that your clients cannot, and you can bring those candidates to the hiring table, and you then manage the process through to an offer and acceptance, then you are providing service of exceptional value, and the fee is not even material compared to the benefit the hirer receives

BELIEVE IN YOUR VALUE

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