What to say when your client drops the “C” word in a fee negotiation.

Last week I blogged about how you need to move the focus away from dollars and percentages when clients negotiate fees, and on to your value and your differentiators. One of the comments on my blog from Matthew Lancey raised the point that sometimes clients keep pushing, and they say something like “but your competitors […]

Posted by Greg Savage
On October 26, 2010
10 Comments

Client wants a discount? Don’t talk dollars, talk value

It’s a fact of recruiting life that clients will push you to negotiate your fees. And with so many recruiters quick to drop fee percentages to secure briefs, that can be a hard discussion to deal with. The starting point for successful fee negotiations is, strangely enough, to get the conversation off the fee percentage, […]

Posted by Greg Savage
On October 19, 2010
8 Comments

Managing candidates’ salary expectations

Successful recruiting is about lots of small interactions, handled well. The real job of a recruiter is to manage outcomes in the interests of both client and candidate. This week I have another micro recruitment consulting tip – the key skill of managing the candidate’s expectations around salary. It’s not that we want to find […]

Posted by Greg Savage
On September 28, 2010
6 Comments

Don’t give up on exclusive job orders! This is how

A great recruiter will be totally articulate in positioning why a client is doing themselves tremendous harm by getting recruiters to compete. By all means, let recruiters compete for a client. No problems there. That’s capitalism at its finest. But we should not compete on the same job. That is just dumb business by all […]

Posted by Greg Savage
On September 21, 2010
15 Comments

Recruiters: What it means if a client rejects your shortlist (video)

Do you accept the fact that your client can reject candidates you present on your shortlist? Yes? Then you lack ‘Recruiter Equity’. View video on YouTube Recruiter equity is the trust, the buy-in, the belief that your clients have in your ability and your judgment. It is the combination of your experience and your knowledge, […]

Posted by Greg Savage
On September 7, 2010
6 Comments

10 recruitment trends I predicted in 2010. Right..or wrong?

Recently I was honoured to present a keynote address to the RCSA National Conference in Hobart.(August 2010) In that speech I laid out 10 trends that I believe will impact the recruiting profession and which we need to factor into our strategies and business planning. Expectations of clients are rising and will continue to rise. […]

Posted by Greg Savage
On August 31, 2010
26 Comments

Recruiters, use your ‘necktop’ when engaging with clients (video)

The savage truth is that most recruiters have no idea how to build relationships with their clients, nor how to develop business opportunities through their day-to-day interaction with customers. It’s an ironic tragedy, but the more technology we have available, the less recruiters actually use that technology to connect with clients and candidates in a […]

Posted by Greg Savage
On August 17, 2010
5 Comments

Recruitment. It’s like running a marathon. Just harder

Not so long ago, I ran the Sydney Half Marathon. So why tell you this? Well, running this marathon reminded me of a very important life lesson. And it’s a lesson that has huge significance for anyone who wants to be a great recruiter and make a long-term career in this industry.

Posted by Greg Savage
On August 10, 2010
15 Comments

Coaching Recruiters. Shut up and let them talk!

This is the fifth blog in my series on great coaching for managers of recruiter teams. Previously I expanded on the importance of ‘live feedback’, ‘real life coaching’, as well as the tactic of ‘plugging in’ new recruits. Today we look at ‘role swapping’. Many managers I have worked with feel that if they are […]

Posted by Greg Savage
On July 27, 2010
1 Comment

‘Plug-in’ your new recruiters for fast learning

This is the fourth blog in my series on great coaching for managers of recruiter teams. Previously I expanded on the importance of ‘Live Feedback’ as well as the ‘Real Life’ approach to consultant coaching. Today we talk about effectively inducting new hires through clever coaching. If you spend all your time training consultants in […]

Posted by Greg Savage
On July 13, 2010
0 Comment

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